Sales Reinvented

Referrals are the lifeblood of high-performing sales organizations, yet many teams overlook their full potential. In this Best Of episode of Sales Reinvented, I bring together three dynamic referral selling experts, Steve Benson, Lori Richardson, and Joanne Black, to share actionable strategies, hard-hitting do's and don'ts, and memorable stories from their own careers. 

Outline of This Episode

In this "best of" episode, I'm sharing some golden nuggets from sales trailblazers, Jamie Crosby, Nick Kane, and Liz Heiman. They share the secrets behind scalable, trust-based referral selling to help you ditch haphazard "who do you know?" asks and start building referral systems that deliver. Today's show is packed with actionable advice on referral selling—the dos, the don'ts, and lessons learned from real-wor...

Key account management is more than a sales tactic — it is an organization-wide growth strategy that prioritizes deeper, value-driven relationships with your most important customers. On this episode of the podcast, Joel Schaafsma joins me to dig into the nuances that differentiate key accounts from regular accounts, why organizations struggle with defining them, and the organizational investment and ROI linked t...

Key account management (KAM) isn't merely a sales function—it's a transformative business model that bridges organizations with their most valuable customers. Too often misunderstood or underleveraged, KAM has the potential to drive deep strategic value and foster long-term growth. In this episode of Sales Reinvented, Mark Davies and I unpack the essentials of effective key account management, the common pitfalls...

On this episode of the podcast, I'm joined by Ian Cartwright, a New Zealand-based sales coach, speaker, and author. Ian is known for his clear, actionable approach and his passion for empowering B2B sales professionals and SME owners with practical tools and engaging workshops.

Ian gets straight to the point and shares the biggest mistakes salespeople make when moving into account management, as well as wh...

I'm delighted to welcome back Lisa Dennis, an expert in buyer-focused value proposition strategy and key account management. We're discussing what differentiates key accounts from regular ones and exploring why so many organizations struggle to clearly define them. Lisa shares her insights on aligning with customer priorities, avoiding common pitfalls when transitioning from selling to managing strategic accounts, and ...

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 practi...

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 ...

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 sha...

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 manage...

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 pushing h...

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 co...

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 an...

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...