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...
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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...
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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...
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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...
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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...
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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...
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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...
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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...
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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...
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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_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
Connect With Paul Watts
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