Building Relationships and Delivering Value as a Key Account Manager, Ep #501
Sales Reinvented
My guest this week, Josh Curcio, is CRO and partner at Protocol 80, a HubSpot community champion, and experienced strategist for technical B2B companies. We dig into key account management—exploring what differentiates key accounts from regular ones, common mistakes salespeople make when transitioning to account management, and strategies for aligning sales approaches with customers’ business objectives. Josh shares his expertise on stakeholder mapping, the importance of regular check-ins, and actionable tips for building lasting relationships. Tune in for practical advice as he shares how...
info_outline
How to Build Powerful Key Account Plans, Ep #500
Sales Reinvented
Welcome to the 500th episode of the Sales Reinvented Podcast! I’m joined by returning favorite Mark Hunter, also known as "The Sales Hunter." We dig into the world of key account management—unpacking what sets key accounts apart from regular ones and why so many organizations struggle to define them clearly. Mark brings his extensive experience to the conversation, emphasizing that key account management is less about making the sale and more about building relationships, orchestrating resources, and understanding your customer's business as well as they do themselves. You'll hear...
info_outline
Aligning Customer Objectives with Key Account Strategies, Ep#499
Sales Reinvented
Key account management (KAM) is often seen as the pinnacle of business-to-business (B2B) sales, but it’s also one of the most misunderstood areas. The stakes are higher, the relationships more complex, and the rewards, when managed correctly, can be transformative for both supplier and customer. In this episode of the podcast, I welcome Dr. Beth Rogers, former business development practitioner in the IT sector, visiting Fellow at Cranfield School of Management, and researcher in key account management, to shed light on what differentiates key accounts, mistakes salespeople make when...
info_outline
Key Communication Skills That Shorten Sales Cycles Ep #498
Sales Reinvented
This week on the podcast, I’m joined by Andy Bounds, recognized as the UK Sales Trainer of the Year. We’re tackling a topic that I know sales professionals everywhere are going to find useful: how communication can be the accelerator for driving more sales, faster. Andy shares practical, actionable strategies for transforming the way leaders and sales teams engage with customers—shifting the focus from pushing harder or offering discounts to truly connecting, understanding, and delivering memorable value. We dig into common communication missteps that create confusion or...
info_outline
Becoming Ridiculously Easy to Do Business With, Ep 497
Sales Reinvented
This week, I have with me renowned customer experience expert, David Avrin, for a discussion on why being “ridiculously easy to do business with” is now the ultimate sales advantage. David shares insights into how rigid processes and a lack of flexibility often frustrate customers—and how organizations can turn ease and responsiveness into their biggest differentiators. Tune in as we discuss common friction points, explore practical steps for boosting customer satisfaction, and discover the top dos and don’ts every sales team should follow to future-proof their success in...
info_outline
How Top Salespeople Stay Calm and Confident in High-Stakes Situations Ep #496
Sales Reinvented
Pressure is an undeniable reality for anyone in sales. High-stakes meetings, critical pitches, and tough negotiations are daily occurrences. While some thrive, others falter. This week, I’m joined by communication expert, keynote speaker, and bestselling author Dominic Colenso for a conversation on how to excel in high-pressure sales situations. Drawing from his experience as a professional actor and performance coach, Dominic shares why communication often breaks down under pressure, shares practical strategies for staying calm and present, and explains how salespeople can turn...
info_outline
Turning CRM Noise into Results, Ep #495
Sales Reinvented
Customer Relationship Management (CRM) platforms have long been at the heart of sales organizations, promising improved insights and streamlined processes. Yet, as businesses evolved, so did their CRMs, sometimes for better, sometimes not. In this episode of the Sales Reinvented podcast, I was joined by Tim Gale, European new business sales leader at Sugar CRM, to discuss what CRM 3.0 means in an age where information overload is the new normal. You’ll hear why having too much data can actually hurt sales teams, and learn Tim's top strategies for turning CRM insights into meaningful...
info_outline
Go for Gold Every Day, Ep #494
Sales Reinvented
Paralympic gold medalist and renowned keynote speaker Aaron Phipps, and his high-performance coach, Jon Cooper, pull back the curtain on what it really takes to build elite performance, whether in sport or in sales. From honest conversations during lockdown to transforming adversity into high-level achievement, Aaron and Jon share game-changing lessons on teamwork and breaking through mental barriers. They reveal how stepping out of the “expert” role, embracing vulnerability, and constantly pushing boundaries can impact anyone’s performance. Outline of This Episode 00:00 Power of...
info_outline
What Separates Elite Sellers from the Rest, Ep #493
Sales Reinvented
In this episode, I’m joined by renowned sales expert Simon Hazeldine to explore what truly sets elite sales performers apart from the crowd. With over 35 years of experience and a reputation for blending neuroscience, psychology, and practical sales execution, Simon shares research-backed insights on the core habits and mindsets that drive consistent, high-level sales success. We break down the key attributes of elite sellers, from the importance of business intelligence (IQ), emotional intelligence (EQ), and what Simon calls execution intelligence (XQ). Simon also shares the pitfalls of...
info_outline
The Telephone Assassin’s Formula for Sales Success, Ep #492
Sales Reinvented
Anthony Stears, also known as the Telephone Assassin, is a professional speaker, trainer, and consultant who specializes in helping sales teams master the art of real-time conversations, particularly over the phone. We dig into the relevance of live calls in today’s digital-first world and explore how human-to-human interactions can break through “pipeline constipation” when automated tools and AI fall short. Anthony also shares practical techniques for building confidence in phone outreach, from shifting your mindset to using “permission to speak” as a powerful opener. Outline of...
info_outlineThere’s a powerful link between physical fitness and professional sales performance, and my guest, Nick Kane, founder and managing partner of Janek Performance Group, joins me to dig into the details this week.
With over 25 years of experience, Nick shares compelling insights on how building healthy habits and maintaining physical well-being can sharpen your focus, increase energy, boost confidence, and fortify resilience—essentials for thriving in the demanding world of sales.
From morning routines and movement throughout the workday to the importance of treating health as an investment, Nick doesn’t just talk the talk—he walks the walk, sharing his personal story of losing 80 pounds and how that transformation supercharged both his personal and professional life.
Whether you’re struggling to find time for fitness or looking for inspiration to up your performance game, this episode is packed with actionable advice and motivational tips to help you align your well-being with your sales success.
Outline of This Episode
- [00:00] Exercise regularly for discipline, energy, and mind-body connection
- [04:26] Morning exercise, micro breaks, stretching, and standing while working boost focus and energy
- [06:38] Sedentary lifestyle from remote work causes physical stress
- [10:22] Treat health as an investment, prioritize consistency in physical activity, and integrate sustainable habits into your lifestyle
- [13:24] Nick’s story of learning consistency and resilience through fitness
- [14:51] Treat health like an investment, not an expense
The Science-Backed Connection: Fitness Fuels Sales Results
Physical fitness has an impact on your life in general and, more importantly, on your performance—whether that’s in sales or other roles. Why?
For starters, boosting your health elevates your overall energy, raises your stamina for those marathon days, and sharpens focus.
Kane points out that fitness isn’t just about appearance; it’s about maintaining your “energy and stamina, which directly translates into sharper focus and endurance during long work days.”
But that’s not all. Exercise is proven to increase blood flow to the brain, supporting memory, problem-solving, and creative thinking.
In sales, where thinking on your feet is critical, these mental benefits translate to stronger presentations, negotiations, and relationship-building with clients. Most importantly, maintaining fitness builds something crucial for any salesperson: resilience.
As Nick explains, the discipline required by consistent exercise creates “mental toughness,” helping professionals push through setbacks both in the gym and at work.
Real-World Habits for Sales Professionals
You don’t need to be a marathon runner to see results. Nick shared the four pillars of his personal wellness routine, easily adaptable for any high-performer:
- Strength Training: Beyond the physical benefits, Kane finds strength training to be a motivating reminder that “progress is earned through consistency.” Repeated action, not occasional bursts, builds both muscle and momentum—for your body and your business.
- Morning Movement: Starting each day with a walk or light exercise, especially getting outside within 30 minutes of waking, can set the tone for clarity and focus.
- Active Networking: Nick is a fan of pickleball—not just for fitness, but also for building meaningful and energizing relationships with others.
- Sauna and Recovery: Prioritizing recovery with practices like sauna use helps with relaxation, reduces stress, and improves sleep—fueling productivity and emotional balance the next day.
Nick’s favorite daily routines also include micro-breaks, stretching, and maximizing time on his feet during work hours—all simple ways to stay energized and engaged.
Overcoming the Common Obstacles
What holds most sales professionals back from better fitness? The top two culprits are no surprise: a sedentary lifestyle and a lack of time. With remote work more common, it’s easy to stay glued to a desk.
Nick advises creative solutions, like scheduled movement breaks, standing desks, and integrating activity into daily routines (even as simple as parking farther away from the office entrance).
He emphasizes that the key isn’t perfection—it’s consistency. Choose activities you enjoy and can realistically sustain. “Small, repeatable habits always beat sporadic intensity.”
Spotting the Warning Signs and Reclaiming Your Edge
How do you know when poor habits are affecting your professional life? Classic symptoms include fatigue, irritability, brain fog, excessive reliance on caffeine, and disengagement at work.
The first step to improvement is recognizing these trends before they impact your sales numbers—or your well-being.
Sleep should be non-negotiable. Combined with sensible nutrition, moderation in lifestyle choices, and regular recovery, better habits compound over time, powering both mind and body.
Performance Do’s and Don’ts
Nick’s top three "do’s":
- Treat health as an investment, not an expense.
- Build consistency with sustainable habits, not extreme changes.
- Align your fitness and career goals—they’re partners, not competitors.
And his “don’ts”:
- Don’t sacrifice sleep for more work hours.
- Don’t chase unsustainable fads.
- Don’t neglect rest, nutrition, and recovery.
The Payoff: One Leader’s Story
Nick’s own journey delivers proof: losing 80 pounds over 18 months changed his energy, confidence, and sales performance.
The lesson is that improving physical fitness isn’t separate from career success. It really becomes the foundation for it.
In high-stakes sales, your greatest asset is yourself. Make the time—block it on your calendar if you must—and begin treating your well-being as the core of your professional growth.
The dividends are real: more energy, greater focus, and consistently superior results, both in and out of the office.
Resources & People Mentioned
Connect with Nick Kane
Connect With Paul Watts
Audio Production and Show Notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com