The Telephone Assassin’s Formula for Sales Success, Ep #492
Release Date: 02/02/2026
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_outlineAnthony 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 This Episode
- 00:00 Importance of human interaction for sales effectiveness.
- 04:24 Moving from “cold caller” to “proactive expert”.
- 08:08 Building trust and rapport in early conversations.
- 11:17 Human interaction for conversion, especially at pipeline bottlenecks.
- 14:20 Blending phone outreach with digital tools.
- 16:25 Using conversational patience to foster genuine engagement.
Pipeline Blockages, And Why the Human Touch is the Cure
Anthony introduces the concept of “pipeline constipation”, a metaphor for that frustrating moment in the sales process when automation, digital outreach, and AI fail to move prospects forward. This is the precise time to insert a human-to-human conversation.
Automated tools work wonders for prospecting and nurturing, but when a lead stalls, nothing is better than a phone call. It’s not just about solving a technical problem in the pipeline. Real-time conversations build rapport, answer nuanced questions, and clear up final concerns that digital channels miss. By humanizing the process, sellers create momentum where bots and bulk emails fall short.
Permission to Speak and Polite Persistence
One major reason sellers dread the phone is the fear of rejection and coming across as a cold caller. His solution is to shift your mindset from a transactional cold caller to a proactive expert or problem solver.
Anthony’s “Permission to Speak” (PTS) tactic is a game-changer: open the call by acknowledging you may be interrupting, and respectfully ask if it’s a good time or when would be better. This simple gesture disarms prospects and communicates respect for their time. If you’re patient and persistent, follow up as needed and always seek permission, you cultivate trust and increase the odds that prospects will want to engage.
Three Proven Techniques for Building Trust in Early Conversations
Anthony outlines a powerful three-step approach for trust and rapport in initial outreach:
- Permission to Speak: Start every conversation with genuine respect for the other person’s time.
- Establish Credibility: Share a relatable success story, reference a case study, or present client feedback that connects with your prospect’s world. This social proof builds trust far more effectively than mere product pitches or name-dropping.
- Offer a ‘Test Drive’: Create a low-risk, “try before you buy” opportunity, a demo, sample, or insight, so prospects can experience your value firsthand before making a commitment.
Each technique is designed to make the interaction more consultative and less transactional, turning cold calls into conversations the prospect welcomes.
Choosing the Right Channel
Digital touchpoints, emails, social media, CRM-driven messages, are invaluable for efficiency and scale. But their impact is highest at the top of the funnel, for broad outreach and nurturing. When it’s time to convert, when the lead is teetering on the edge but not moving, a phone conversation or live video call is irreplaceable. AI can help identify exactly where in your sales pipeline these bottlenecks occur, allowing you to target real-time outreach for maximum effect.
Golden Rules for Blended Outreach
Anthony warns against several pitfalls:
- Premature Elaboration: Don’t overwhelm contacts by launching into a pitch before you earn permission or build rapport.
- Over-messaging: Don’t bombard prospects with too many digital nudges; instead, spread them out with increasing intervals to avoid irritation.
- Tool Overload: Don’t chase every shiny new AI tool, master your existing tech before adding more.
His golden rules are to keep outreach friendly and respectful; use your CRM and analytics to craft timely interventions; and always blend digital with human touch to cultivate real, lasting relationships.
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