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...
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Simple Fitness Changes for Salespeople on the Go, Ep #481
Sales Reinvented
Ian Cartwright thrives on maintaining headspace through disciplined organization, both physically and mentally. Drawing inspiration from his training routine, he likens his approach to rowing—focusing on executing every stroke perfectly rather than worrying about the outcome. For Ian, success in sales, much like athletic performance, comes from controlling the controllables: dedicating time to preparation, fitness, and structure. By keeping his environment and routines in order, Ian believes the desired results will naturally follow.Joining me is Ian, a New Zealand-based sales coach,...
info_outlineIan Cartwright thrives on maintaining headspace through disciplined organization, both physically and mentally.
Drawing inspiration from his training routine, he likens his approach to rowing—focusing on executing every stroke perfectly rather than worrying about the outcome.
For Ian, success in sales, much like athletic performance, comes from controlling the controllables: dedicating time to preparation, fitness, and structure.
By keeping his environment and routines in order, Ian believes the desired results will naturally follow.Joining me is Ian, a New Zealand-based sales coach, speaker, and author of "The Six Fundamentals of Sales Know How To."
Known for his clear, actionable advice, Ian shares how structured fitness routines can sharpen mental resilience, increase motivation, and help you achieve that all-important sense of accomplishment—even in the face of sales’ toughest challenges.
From 5:15 a.m. gym sessions to mastering the art of “keeping the water up,” Ian reveals the habits that fuel his energy and productivity, both in his business and his life as a masters rower.
Whether you’re a road warrior battling travel temptations or simply searching for ways to boost your daily focus, this episode is packed with practical tips and real-world wisdom to help you bring your A game—physically and professionally.
Outline of This Episode
- [00:00] Career benefits of a morning gym routine
- [04:16] Ian’s fitness and hydration habits
- [08:22] Prioritize your health because it's constant
- [10:53] Three key essentials for wellbeing: Exercise three times a week, find quiet time for reflection, and maintain proper nutrition
- [11:08] Fresh air and quiet space allow you to collate your thoughts
- [13:01] Improve creativity and professional performance by getting fitter and altering your relationship with alcohol
Fitness as Mental Fitness
Ian Cartwright emphasizes that fitness isn’t just about looking good—it’s about sharpening your mental edge. He likens sales to rowing, an activity he’s passionate about: “You can't control the outcome, but you can try and execute 200 perfect strokes.” In both sales and sport, discipline over your activities—preparation, practice, routines—matters more than fixating on results.
He recommends:
- Early Morning Workouts
Whether at home or traveling, Ian makes it a point to visit a gym; this consistency sets the tone for his entire day.
- Hydration
Keeping the water up—especially in a profession built on back-to-back meetings and endless coffee—is vital. Dehydration quickly leads to mental fog, sapping focus and productivity.
- Rowing (Erging)
As a master rower, Ian includes long sessions on the rowing machine. This routine not only works the body but also provides extended periods for thinking and processing, combining physical exertion with creative reflection.
Well-Being in High-Pressure Sales
Sales can be a grind. Targets are moving, deals take time, and rejection is part of the territory. That’s why Ian sees fitness as an essential part of resilience.
Physical health helps salespeople bounce back, stay persistent, and “top up their tank”—staying sharp and ready for opportunities.
He draws clear parallels between celebrating small gains in fitness (lifting an extra kilo, running a little further) and maintaining consistent sales activities. Both reinforce confidence and momentum.
Common Challenges—and How to Overcome Them
Travel, social gatherings, and high-pressure environments often undermine healthy habits.
Ian humorously refers to these hazards as “buffets, booze, and bum warming,” highlighting the sedentary and indulgent lifestyle that salespeople can fall into.
His antidote is kindness and realism. Don't set yourself up to fail; start with attainable routines—three workouts a week, daily hydration, and making time for fresh air and reflection.
Don’t compare yourself to others; focus instead on what you can control.
Recognizing Burnout and Countering the “Fog”
Fatigue and burnout manifest as mental fog and unproductive days. The key, says Ian, is knowing your own rhythms and triggers: “If you know your own rhythm, then you can set yourself up better for success.”
If you miss a session or slip up, avoid self-criticism—just get back on track the next day. Sales isn’t just a numbers game—it’s a human endeavor.
Prioritizing physical health, nurturing routines, and cultivating a resilient mindset transforms how you show up, both for your clients and for yourself.
So lace up your trainers, fill up your water bottle, and invest in your most important sales asset—yourself.
Resources & People Mentioned
- Admiral William H. McRaven
- The 6 Fundamentals of Sales Know-How
- Ian Cartwright — The Practical Sales Academy
Connect with Ian Cartwright
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