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...
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Using Human Judgment in AI-Driven Sales Processes, Ep #491
Sales Reinvented
In this episode, I’m joined by Steve Harding, Senior Vice President of Sales EMEA at SalesLoft and global sales leader, for a deep dive into how AI is reshaping the revenue workflow. We cut through the hype to uncover the real value AI brings to sales teams, from serving as the “air traffic control” for overwhelmed account executives to accelerating pipeline creation through smarter signal prioritization. Steve shares powerful examples from his own organization, unveils practical AI use cases for prospecting and deal progression, and emphasizes the importance of keeping the human touch...
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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...
info_outlineB2B 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 with clients or building accountability with colleagues, Kent reveals the secrets to staying motivated, managing stress, and sustaining peak performance.
If you’re looking for actionable advice on blending wellbeing with work to become a high-performing sales professional, this is one episode you don’t want to miss.
Outline of This Episode
- [04:26] Kent’s favorite fitness habits: morning exercise, meal planning, and movement breaks.
- [06:46] Overcoming fitness and lifestyle challenges.
- [07:47] Combining client meetings with exercise and enjoying nature.
- [12:09] Prioritize nutrition, sleep, and recovery; don't overexert yourself.
- [15:01] Fitness and nutrition sustain Kent’s energy for long workdays and frequent travel.
- [17:05] Never compromise on fitness or nutrition: they are critical for both personal and professional excellence.
The Overlooked Link Between Fitness and Sales Performance
There are direct parallels between fitness and success in sales. Both arenas, Kent points out, demand discipline, consistency, dedication, and the willingness to tackle tough challenges head-on. Kent likens uphill mountain biking, where grit and resilience see you through, to the demanding “uphill” moments every salesperson inevitably faces. The physical stamina built through exercise translates directly to mental toughness and perseverance on the job.
For Kent, athleticism isn’t simply a bonus trait he looks for when hiring; it’s a key criterion. Candidates with athletic backgrounds often exhibit teamwork, determination, and a coachable spirit, all attributes that fuel both athletic and sales success.
Building Daily Habits that Pay Off
What’s the secret sauce for keeping that momentum going day after day? Kent’s go-to is a consistent morning routine, starting each dawn with breathwork, stretching, and some form of physical activity, whether hitting the gym or taking a brisk walk. This jumpstart not only gets his heart pumping but sets a positive tone for the entire day, fueling motivation and raising overall energy levels.
His approach goes beyond exercise alone:
- Meal Planning: Avoiding the all-too-common pitfalls of poor dietary choices, especially when sales roles often involve client meals and unpredictable schedules. Planning meals in advance and even using AI tools to track nutrition ensures that energy remains steady and focused.
- Movement Breaks: Recognizing the hazards of sedentary work, Kent schedules mini-exercise intervals or walks throughout the workday to keep both body and mind sharp.
Navigating Sales-Specific Health Challenges
Sales professionals face unique lifestyle obstacles: long hours, frequent travel, and a schedule that’s never truly their own. Kent acknowledges that a lack of time is a universal excuse, but urges salespeople to treat fitness as they would any non-negotiable client meeting, making it a priority and protecting it.
He also addresses the double-edged sword of business done over meals or drinks. His solution is proactive planning to make healthier choices, and consider inviting clients for activity-based meetings (like walks or even hikes), which boost fitness and build stronger client relationships.
To combat burnout and fatigue, Kent recommends being vigilant for warning signs, such as low energy or motivation. His antidote? Get back to basics: stick to a strict exercise schedule, maintain mindful nutrition, and establish a disciplined sleep routine. He stresses that sleep is a critical, yet often neglected, performance lever, impacting not only productivity but the longevity of one’s sales career.
Putting Fitness First
With a demanding travel and meeting schedule, Kent credits his fitness routine for sustaining energy and focus during marathon days. While others feel burned out, he’s energized and effective until the last meeting.
The key is to never compromise on fitness and nutrition goals. The most successful and long-tenured sales professionals are those who invest in their health, reaping the rewards of high performance, longevity, and overall life satisfaction.
Physical fitness isn’t just a nice-to-have for sales professionals; it’s a game-changer. By weaving movement, healthy eating, and recovery into your daily rhythm, you not only elevate your career but also enjoy a better quality of life both inside and outside the office.
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