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_outlineThere’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 to enhance your performance from the inside out, this episode is packed with wisdom you won’t want to miss.
Outline of This Episode
- 00:00 The link between fitness and professional performance.
- 03:41 The power of going out for a walk.
- 05:01 Morning routines and their impact on productivity.
- 08:00 Stress, sleep, and its impact on performance.
- 11:45 Overcoming the all-or-nothing mindset.
- 17:02 Daily habits for productivity.
The Transformative Power of Simple Habits
Focusing only on cardiovascular fitness or gym sessions misses the bigger picture. True performance is rooted in holistic health, encompassing sleep, nutrition, hydration, recovery, and regular movement.
If you've ever struggled through a rough day after poor sleep or noticed your creativity wane following unhealthy meals, you’ve experienced firsthand how interconnected physical health is with workplace effectiveness. As George says, physical fitness is a leverage point every high performer should bear in mind, but most underuse.
Getting outside and moving, whether with a pet, a friend, or solo, creates a positive domino effect on energy, mood, and focus. Its simplicity makes it sustainable, and regularity ensures lasting benefits. Developing non-negotiable habits like morning walks or regular breaks can dramatically shift the way you tackle your sales day.
Three Energy-Boosting Habits for Sales Professionals
Consistency is key to managing the high demands of sales. George Anderson recommends three fitness and lifestyle habits that seamlessly boost energy and resilience:
- Intentional Morning Routine: Avoid starting your day by immediately reaching for your phone. Instead, take time for yourself before the flood of emails or social media notifications. Set your own agenda before reacting to others’.
- Transitional Rituals: Clearly separate work and home time, especially when working remotely. Use short walks or reflective pauses to shift mental gears, preventing emotional residue from spilling into your personal life.
- Power Down Protocol: Shut off screens and calm your mind before bed. A deliberate wind-down helps ensure quality sleep, which directly impacts your motivation, creativity, and ability to handle stress the next day.
Battling Stress, Burnout, and “No Time” Syndrome
Sales professionals face constant pressure, deadlines, targets, and relentless meetings. The most common barrier to wellness is time, many feel that unless their exercise session lasts an hour, it’s not worth starting.
George’s antidote is the “plus one” principle. Instead of all-or-nothing thinking, start with what you’re doing now, and add just one increment, such as a 10-minute workout or a walk around the block. Small, consistent changes not only fit into the busiest of schedules but also spark a positive chain reaction, improving other choices throughout your day.
Recognizing burnout and fatigue can be tricky. Lifestyle missteps, late nights, skipped workouts, are obvious, but functional burnout often creeps in unnoticed. Tuning into your body’s signals and noticing when productivity drops or motivation fades is essential. Take ownership of incremental changes, even if the workload is outside your control.
Fitness Do’s and Don’ts for High-Performing Salespeople
George Anderson shares actionable dos and don’ts:
Don’ts:
- Avoid reaching for your phone first thing in the morning.
- Don’t sit down all day, take real breaks and step away from your desk.
- Limit relentless back-to-back virtual meetings to preserve focus.
Do’s:
- Incorporate purposeful movement every day (walks, short workouts).
- Be intentional with routines, morning, transitional, power-down.
- Reflect daily on habits and celebrate wins, while seeking improvement.
Achieving Big Goals Through Better Health
Physical fitness isn’t just theory for George. When training for a 24-hour ultramarathon, he adapted his methods to fit his evolving life circumstances and age. He advises that whatever you want to achieve set a goal, something you can’t do right now, then use creativity and commitment to overcome obstacles. Constraints may be inevitable, but resourcefulness keeps progress within reach.
Resources Mentioned
Connect with George Anderson
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