Understanding Why Strategic Account Management Builds Relationships, Ep #505
Sales Reinvented
We’re lucky to have Mark Sellers with us this week. He’s the author of "The Funnel Principle" and "Blind Spots: The Hidden Killer of Sales Coaching," whose programs have been implemented in 20 countries. Mark shares his expertise on building effective key account teams, the importance of stakeholder mapping, and how to access senior decision-makers. Our conversation covers essential tools and methodologies, best practices for creating living, and the critical role of cadence in driving meaningful progress. You'll also hear a compelling real-world example from Mark’s coaching experience,...
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Don’t Miss Out on Key Opportunities for Your Business, Ep #504
Sales Reinvented
On the show this week, I welcome back renowned customer growth expert Janice B. Gordon, founder of the Scale Your Sales framework and award-winning Revtech strategist. We’re exploring what differentiates a key account from a regular one, why organizations struggle with these definitions, and the mindset shift required for salespeople transitioning to account management roles. Janice shares her strategies for creating customer-centric, data-driven account plans and highlights key tools and methodologies that drive long-term client value. From actionable do's and don'ts to a compelling...
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How to Identify a Key Strategic Partner, Ep #503
Sales Reinvented
This week, I’m joined by Jermaine Jones, visionary founder of Jones Global Group and a recognized leader in enterprise risk and strategic talent selection. Jermaine shares his insights on common pitfalls sales professionals encounter during account transitions, and gives actionable strategies for aligning account plans with customer objectives. We also discuss his favorite tools and methodologies for key account managers and why he believes that stakeholder mapping is a crucially important part of the process. Outline of This Episode [00:00] Key Account vs. Regular...
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The Power Law Principle in Key Account Management, Ep #502
Sales Reinvented
Key Account Management (KAM) isn’t just about maintaining relationships and securing renewals. Today’s business environment demands a new approach—one rooted in strategic growth, deep customer understanding, and proactive leadership. I sit down with Alex Raymond, founder of Amplify, author of "The Growth Department," and leading expert in account management and client engagement, to explore what sets world-class key account managers apart and how organizations can improve their KAM strategies. We discuss how to define and segment key accounts, ways to align strategies with customer...
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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...
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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