Using Human Judgment in AI-Driven Sales Processes, Ep #491
Sales Reinvented
In this episode, I’m joined by Steve Harding, Senior Vice President of Sales EMEA at SalesLoft and global sales leader, for a deep dive into how AI is reshaping the revenue workflow. We cut through the hype to uncover the real value AI brings to sales teams, from serving as the “air traffic control” for overwhelmed account executives to accelerating pipeline creation through smarter signal prioritization. Steve shares powerful examples from his own organization, unveils practical AI use cases for prospecting and deal progression, and emphasizes the importance of keeping the human touch...
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Common AI Pitfalls in Sales and How to Overcome Them, Ep #490
Sales Reinvented
Julie Holmes is a renowned AI expert, inventor, and tech entrepreneur who’s with me on the show to discuss how AI is reshaping the buyer-seller dynamic. She shares her expertise on how to manage when AI-empowered buyers are more informed (and sometimes misinformed), making the salesperson’s role as both educator and “un-educator” more vital than ever. Julie breaks down how sales pros can leverage AI to boost efficiency and personalize their approach while preserving the irreplaceable human skills of motivation, determination, and empathy. Julie reveals her “20-60-20” framework for...
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How Holistic Health Unlocks Energy and Focus, Ep #489
Sales Reinvented
There’s a proven link between physical fitness and sales performance. My guest this week, wellbeing and performance expert George Anderson, joins me to share his strategies for boosting energy, focus which I’m sure you’ll agree are key ingredients for thriving in the demanding world of sales. We discuss the impact of daily habits like morning routines, and mindful “powering down” at the end of the day. You’ll also be inspired by George’s personal ultramarathon journey and learn practical tips for overcoming common obstacles like lack of time and burnout. If you’re ready...
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Sales is a Marathon, Not a Sprint, Ep #488
Sales Reinvented
Sales professionals are renowned for their drive, energy, and resilience. Yet, behind every high-performing salesperson lies a critical, often-overlooked factor: physical fitness. In this episode, we welcome back Shane Gibson, a global sales performance expert, AI for sales strategist, and accomplished author. Shane shares his wealth of knowledge on the link between physical fitness and sales performance, revealing how health and mindful habits drive long-term results in the high-pressure world of sales. We discuss actionable fitness routines and strategies to manage stress, stay resilient,...
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Fitness Lessons from the Sales Front Lines, Ep #487
Sales Reinvented
At first glance, it may seem like the relentless pursuit of targets and numbers in sales has little in common with the discipline of physical fitness. But in this episode of the Sales Reinvented podcast, we peel back the layers to reveal just how intertwined the two really are. Drawing on years of experience in both revenue leadership and personal training, Charles Needham breaks down how simple wellness habits can "uncover alpha in overlooked data" and prepare sales professionals for the daily stresses of the job. Charles shares practical, science-backed advice on how simple habits, like...
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Integrating Physical and Mental Wellness for Peak Performance in Sales, Ep #486
Sales Reinvented
In the world of sales, the relentless pressure to perform can take a toll on physical and mental health. But what if the secret to sustained sales success wasn’t just about hitting targets, but also about how you care for your body and mind? On this episode of the Sales Reinvented podcast, I sat down with Jamie Crosbie, TEDx speaker, sales leader, and founder of Proactivate, to explore the powerful link between fitness and professional sales performance. Here’s how building habits around health can elevate not just your mood, but your sales results. Outline of This Episode [01:20]...
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3 Daily Habits That Guarantee Focus and Energy, Ep #485
Sales Reinvented
B2B sales leader Kent Kononoff is back with us on the show to share his expertise on the crucial, and often overlooked, connection between physical fitness and sales performance. Drawing from over 25 years of experience, Kent shares how discipline, consistency, and resilience developed through fitness routines can directly improve outcomes in the sales world. The conversation uncovers Kent’s favorite daily habits for staying energized, the role of nutrition and sleep, and practical strategies for overcoming the lifestyle challenges sales professionals often face. Whether it’s hiking...
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From Burnout to Breakthrough: Sales Success Starts With Your Health, Ep #484
Sales Reinvented
Jarrod Gies brings more than just sales wisdom to the table; he’s also a dedicated fitness coach, kickboxing instructor, and advocate for the powerful connection between physical fitness and professional success. Jarrod shares practical insights on how routines like morning walks, strength training, and mindful meal prepping are not just good for the body but are vital boosters for energy, focus, and resilience in high-pressure sales roles. He explains how discipline in the gym translates directly to discipline in the office, and why making time for recovery and hydration is just as crucial...
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Fatigue and Stress Aren’t “Just Part of the Job”, Ep #483
Sales Reinvented
What if the key to unlocking these capabilities lies not in another sales workshop, but in a pair of running shoes or a set of gym weights? On this episode of the Sales Reinvented podcast, I talk with Randy Neufeld, President and GM at Kubota Thunder Bay, who shares how his journey from sluggish and overweight to fit and focused transformed not just his health, but his entire sales career. Outline of This Episode [00:00] The role of fitness in building strong customer relationships and leading high-performing teams. [04:50] Consistency and planning ahead are key to effective workouts. [08:24]...
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How Exercise and Well-Being Drive Sales Confidence and Motivation, Ep #482
Sales Reinvented
Managing energy through fitness is vital for sales success, as Steve Whittington, President of Roadmap, go-to-market strategist, and mountain climber, well knows. Steve offers insights into the routines and habits that boost resilience, focus, and motivation in this demanding profession. From lead climbing and HIIT training to the importance of making fitness sacred, Steve highlights how prioritizing well-being can directly impact confidence, stress management, and ultimately, sales results. Steve shares actionable tips on bringing your best self to every client interaction, and shares a...
info_outlineKaren Kelly’s approach to corporate sales has always gone beyond scripts and talk tracks—it’s rooted in her personal commitment to fitness and wellbeing.
Early in her career, Karen set herself apart not just through her expertise, but through the discipline of starting each day with a run.
Her colleagues quickly came to recognize that when she arrived fresh from her morning exercise, Karen was “unstoppable.”
This daily ritual gave her mental clarity, energy, and stamina for the long days and tough meetings ahead.
Unlike others who needed a caffeine boost by midafternoon, Karen found that her early workouts enabled her to “play the long game,” both day-to-day and over the course of her career.
With over 25 years of experience helping sales teams break through stalled opportunities, Karen shares how her personal fitness routines have fueled her energy, mental clarity, and resilience throughout her sales career.
From her “3R velocity system” to her favorite habits like running, weightlifting, yoga, and even pickleball, Karen reveals practical strategies any sales professional can use to boost productivity, manage stress, and approach challenges with a fresh perspective.
Tune in as Karen and Paul discuss how simple lifestyle choices can differentiate you in today’s demanding sales environment and help turn stuck deals into closed opportunities.
Outline of This Episode
- [0:00] Sales and wellness connection
- [5:45] Yoga enhances self-awareness and relaxation, helping salespeople become more present and attentive to customers' needs
- [8:10] Morning routine for stress prevention
- [10:04] Walk outside for fresh air and sunlight to reset energy and improve focus
- [13:53] Encourage feedback for self-awareness and alignment with goals, values, and growth
- [19:39] Exercise creates mental clarity by shifting energy and offering a new perspective
Blending Wellness with Sales Mastery
Sales is a demanding profession – one that tests your resilience, energy, and emotional intelligence every single day.
Yet, beyond scripts, strategies, and quotas, there’s a powerful connection between physical fitness and sales success.
Over her 25-year career, Karen Kelly has noticed that days starting with a morning run or workout often shape her ability to tackle challenges with clarity, stamina, and creativity.
Those who incorporate fitness into their lives gain more than just a healthy body – they outlast colleagues when it comes to focus, energy, and resilience.
Physical movement isn’t an indulgence or a side activity; it’s a strategy to “play the long game” in both sales and life.
Builds stamina for marathon sales cycles, fuels creativity for problem-solving, and cultivates a steady and positive mindset.
Fitness Habits that Drive Focus, Creativity, and Resilience
Karen’s holistic approach to fitness includes running, weightlifting, yoga, and even pickleball. Each serves a different purpose, and together, they create a toolkit for managing the highs and lows of sales.
- Running: Long runs are meditative, offering a chance to process setbacks, replay conversations, and spark new ideas (including stories for keynotes and fresh approaches for client demos). Speed workouts and hill training, meanwhile, teach her to push through discomfort, building the inner belief that “I’ve got this” – a transferable confidence in high-pressure sales situations.
- Weightlifting: Progressing “even though it’s incremental” in lifting heavy trains mental resilience. The grit it takes to finish that last rep translates directly to pressing ‘send’ on tough emails or making that follow-up call.
- Yoga: For high-energy, often Type A salespeople, yoga is a grounding force. Practicing stillness and checking in with yourself improves self-awareness – a necessary skill for tuning into clients’ unspoken needs during conversations. As Karen observes, "When you can get your own needs in check, you can be others-focused, you can tune in, you can pick up on the spoken and the unspoken.”
- Pickleball and Play: Sometimes, you need levity and fun. Karen recommends activities that activate childlike joy, helping you bring natural energy, pattern-interrupts, and likability to client interactions – making you a differentiator in a crowded market.
Managing Stress and Avoiding Burnout
Burnout and stress are endemic in sales. Karen is adamant: the answer is not to react to stress, but to prevent it through proactive self-care.
A morning workout instills a sense of control, elevates mood, and primes you for constructive, others-focused selling.
Daily movement, hydration, fresh air, and smart nutrition keep energy levels high and mental clarity sharp.
Journaling complements the physical routine, providing a mindfulness check and helping salespeople track patterns, process triggers, and practice gratitude.
Overcoming Common Sales Lifestyle Hurdles
Many sales professionals fall into the trap of all-day screen time, lack of sunlight, dehydration, and a sedentary routine – all of which sap productivity and mood. Karen’s solutions are practical and immediate:
- Schedule brief walks outside to reset energy.
- Prioritize hydration over caffeine.
- Avoid the “all or nothing” trap – 15-20 minutes of movement is far better than none.
- Build accountability through fitness partners or groups to turn activity into a lifestyle, not a short-term fix.
Self-awareness is at the core. By regularly checking in with themselves (and occasionally seeking feedback from others), salespeople can catch early signs of fatigue or burnout and adjust routines before they impact performance.
Your Fitness Is Your Sales Advantage
Karen’s career, including a pivotal moment when a run reframed her sales demo into a more customer-focused dialogue, is proof that movement doesn’t just improve physical health – it changes mindsets, creates breakthroughs, and ultimately leads to better sales outcomes.
The lesson for sales professionals is to make fitness a non-negotiable part of your strategy. It’s about “progress over perfection.”
Every step, every rep, and every mindful moment compounds into career-defining results.
Resources & People Mentioned
- We Can Do Hard Things: Answers to Life's 20 Questions by Glennon Doyle
- Atomic Habits by James Clear
- K2 Sales Academy
Connect with Karen Kelly
Connect With Paul Watts
Audio Production and Show Notes by
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