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 f...

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 manage...

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 ac...

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 hi...

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 i...

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, visitin...

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...

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 fricti...

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 pe...

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 ...

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...

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 attribu...

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 sho...

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. ...

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...

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. Yo...

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...

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 "un...

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 fitnes...