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_outlineWhat 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] Change poor lifestyle choices by opting for healthier options.
- [12:06] Persevere through setbacks; results will gain recognition.
- [13:51] How exercise led to improved business opportunities for Randy.
The Overlooked Link Between Fitness and Sales Success
Randy pulls no punches: physical fitness isn’t just about looking good, but about being sharp, energized, and ready to deliver at your best. When you’re physically fit and mentally fit, you’re sharper, you’re more alert, you have more energy. This heightened focus and self-confidence radiate during customer interactions. First impressions count, and a salesperson exuding vitality and positivity is inevitably more compelling.
Habits That Fire Up Your Day
How does a busy sales leader incorporate fitness into a jam-packed routine? According to Randy, it’s ruthless consistency. His formula is simple yet effective. He starts every day with an early-morning workout at a high-intensity interval training (HIIT) gym, before most people have even hit the snooze button. This non-negotiable morning ritual, coupled with a healthy breakfast, ensures he arrives at work already energized and in the right mental space.
Randy recommends:
- Scheduling your workouts for times least likely to be disrupted, for most, that’s early morning.
- Making your fitness routine non-negotiable, just like an important meeting.
- Planning your workouts in advance, so you don’t waste mental energy debating whether or what to do.
Sales is notorious for high stress and burnout rates. Randy credits his morning exercise for making him more relaxed and less susceptible to stress during the workday. A lot of stress is caused by people being rushed, whereas when your blood’s flowing and you’ve had a good meal, you’re coming to work ready to go. It’s a simple formula: controlled mornings equal calmer, more productive days.
Tackling Common Roadblocks
Many sales professionals struggle with two core lifestyle challenges: inconsistent exercise and poor eating habits. You need to protect your workout time from life’s interruptions, don’t accept your own excuses, and treat your workouts as you would any professional obligation.
Perhaps the most inspiring part of Randy’s story is the tangible effect his lifestyle change had on his career trajectory. Losing weight, eating better, and adopting regular exercise led to a more positive outlook, which in turn “opened doors” in his professional life. He transitioned into a new career, enjoyed new opportunities, and ultimately bought into a business, all steps he attributes, at least in part, to the confidence and drive fueled by fitness.
Surround yourself with like-minded people, celebrate small wins, and focus on the next milestone, not just the mountain ahead. In sales (and in life), physical fitness isn’t optional self-care; it’s a critical lever for sustained performance and professional pride.
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