Sales Reinvented

The Power Law Principle in Key Account Management, Ep #502

15 Apr 2026

Contributed by Lukas

Key Account Management (KAM) isn't just about maintaining relationships and securing renewals. Today's business environment demands a new approach—o...

Building Relationships and Delivering Value as a Key Account Manager, Ep #501

08 Apr 2026

Contributed by Lukas

My guest this week, Josh Curcio, is CRO and partner at Protocol 80, a HubSpot community champion, and experienced strategist for technical B2B compani...

How to Build Powerful Key Account Plans, Ep #500

01 Apr 2026

Contributed by Lukas

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 i...

Aligning Customer Objectives with Key Account Strategies, Ep#499

25 Mar 2026

Contributed by Lukas

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...

Key Communication Skills That Shorten Sales Cycles Ep #498

18 Mar 2026

Contributed by Lukas

  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 profe...

Becoming Ridiculously Easy to Do Business With, Ep 498

11 Mar 2026

Contributed by Lukas

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 n...

How Top Salespeople Stay Calm and Confident in High-Stakes Situations Ep #496

04 Mar 2026

Contributed by Lukas

Pressure is an undeniable reality for anyone in sales. High-stakes meetings, critical pitches, and tough negotiations are daily occurrences. While som...

Turning CRM Noise into Results, Ep #495

25 Feb 2026

Contributed by Lukas

Customer Relationship Management (CRM) platforms have long been at the heart of sales organizations, promising improved insights and streamlined proce...

Go for Gold Every Day, Ep #494

18 Feb 2026

Contributed by Lukas

Paralympic gold medalist and renowned keynote speaker Aaron Phipps, and his high-performance coach, Jon Cooper, pull back the curtain on what it reall...

What Separates Elite Sellers from the Rest, Ep #493

11 Feb 2026

Contributed by Lukas

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...

The Telephone Assassin's Formula for Sales Success, Ep #492

02 Feb 2026

Contributed by Lukas

Anthony Stears, also known as the Telephone Assassin, is a professional speaker, trainer, and consultant who specializes in helping sales teams master...

Using Human Judgment in AI-Driven Sales Processes, Ep #491

28 Jan 2026

Contributed by Lukas

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...

Common AI Pitfalls in Sales and How to Overcome Them, Ep #490

21 Jan 2026

Contributed by Lukas

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 dynami...

How Holistic Health Unlocks Energy and Focus, Ep #489

14 Jan 2026

Contributed by Lukas

There's a proven link between physical fitness and sales performance. My guest this week,  wellbeing and performance expert George Anderson, joins me...

Sales is a Marathon, Not a Sprint, Ep #488

07 Jan 2026

Contributed by Lukas

Sales professionals are renowned for their drive, energy, and resilience. Yet, behind every high-performing salesperson lies a critical, often-overloo...

Fitness Lessons from the Sales Front Lines, Ep #487

31 Dec 2025

Contributed by Lukas

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....

Integrating Physical and Mental Wellness for Peak Performance in Sales, Ep #486

24 Dec 2025

Contributed by Lukas

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 suc...

3 Daily Habits That Guarantee Focus and Energy, Ep #485

17 Dec 2025

Contributed by Lukas

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 fi...

From Burnout to Breakthrough: Sales Success Starts With Your Health, Ep #484

10 Dec 2025

Contributed by Lukas

Jarrod Gies brings more than just sales wisdom to the table; he's also a dedicated fitness coach, kickboxing instructor, and advocate for the powerful...

Fatigue and Stress Aren't "Just Part of the Job", Ep #483

03 Dec 2025

Contributed by Lukas

What if the key to unlocking these capabilities lies not in another sales workshop, but in a pair of running shoes or a set of gym weights? On this ep...

How Exercise and Well-Being Drive Sales Confidence and Motivation, Ep #482

26 Nov 2025

Contributed by Lukas

Managing energy through fitness is vital for sales success, as Steve Whittington, President of Roadmap, go-to-market strategist, and mountain climber,...

Simple Fitness Changes for Salespeople on the Go, Ep #481

19 Nov 2025

Contributed by Lukas

Ian Cartwright thrives on maintaining headspace through disciplined organization, both physically and mentally. Drawing inspiration from his training ...

Small Fitness Habits, Big Sales Wins, Ep #480

12 Nov 2025

Contributed by Lukas

There's a powerful link between physical fitness and professional sales performance, and my guest, Nick Kane, founder and managing partner of Janek Pe...

Morning Routines That Boost Sales Energy and Focus, Ep #479

05 Nov 2025

Contributed by Lukas

On the show this week, I'm joined by renowned sales expert Mark Hunter—also known as "The Sales Hunter"—for a dynamic conversation about the power...

How Fitness Habits Drive Sales Success, Ep #478

29 Oct 2025

Contributed by Lukas

Karen Kelly's approach to corporate sales has always gone beyond scripts and talk tracks—it's rooted in her personal commitment to fitness and wellb...

Why Strong Bodies Build Better Sales Careers, Ep #477

20 Oct 2025

Contributed by Lukas

This week on the show, we welcome Denis Champagne—a trilingual sales coach, elite athlete, and creator of the Body Business Balance framework—for ...

Managing Stress and Burnout on the Road Through Healthy Habits, Ep #476

15 Oct 2025

Contributed by Lukas

Renowned negotiation strategist Dr. Keld Jensen—ranked among the top three negotiation experts globally and author of 27 books, including the upcomi...

Improving Sales Results With These Simple Daily Fitness Habits, Ep #475

08 Oct 2025

Contributed by Lukas

Brandon Cornthwaite's story is one of discipline overcoming distraction. Growing up in South Africa, a country shaped by military rigor, Brandon's jou...

Fitness Habits That Elevate Your Sales, Ep #474

01 Oct 2025

Contributed by Lukas

Kristie Jones — sales consultant, B2B SaaS expert, and author of "Selling Your Way In"- discovered that her best workouts aren't defined by the time...

From Burnout to Breakthrough Sales Success Through Wellness, Ep #473

24 Sep 2025

Contributed by Lukas

There's a powerful connection between physical fitness and professional sales success. Bob Woods, a leading LinkedIn and social selling strategist, be...

Uplevel Your Sales with Fitness and Mindset Routines, Ep #472

17 Sep 2025

Contributed by Lukas

Laura Hayton, Head of Business Development North at Transicon and a passionate advocate for the power of physical fitness in boosting sales performanc...

Simple Fitness Habits That Dramatically Improve Sales Results, Ep #471

10 Sep 2025

Contributed by Lukas

Renowned fitness and performance coach for sales leaders, Joshua Hulsebosch, has worked alongside industry giants like Jeb Blount and has designed wel...

Leveraging AI in Sales Negotiation, Ep #470

03 Sep 2025

Contributed by Lukas

We're joined once again by Lisa Earle McLeod, renowned author of "Selling with Noble Purpose" and a global leader in purpose-driven business strategie...

Stop Competing on Price, Ep #469

27 Aug 2025

Contributed by Lukas

Sales and leadership expert Peter Turley, known for his refreshingly honest, no-fluff approach to winning business. After years of witnessing average ...

Turning Difficult Negotiations Into Collaborative Wins, Ep #468

20 Aug 2025

Contributed by Lukas

On the show this week, Dr. Christopher Meyer, author of "Settle for More" and one of the Global Guru's Top 30 Thought Leaders in Negotiation for 2025,...

Self-Persuasion for Salespeople, Ep #467

13 Aug 2025

Contributed by Lukas

I welcome back renowned persuasion expert and bestselling author Jay Heinrichs. Jay, widely celebrated for his book "Thank You for Arguing," returns t...

The Power of Emotional Control in High-Stakes Negotiations, Ep #466

06 Aug 2025

Contributed by Lukas

Drawing from over three decades of experience coaching high-stakes deals, my guest on the Sales Reinvented show, Jim Camp Jr., shares how the Camp Sys...

From Hostage Deals to Boardrooms with Dr. Greg Williams, Ep #465

30 Jul 2025

Contributed by Lukas

Dr. Greg Williams—a globally recognized negotiation and body language expert known as the "Master Negotiator." He joins me on the show to share insi...

Avoiding Common Pitfalls in Negotiation, Ep #464

23 Jul 2025

Contributed by Lukas

In this episode, I sit down with Chris Krause, a seasoned supply chain executive with more than 30 years of experience in procurement, change manageme...

The Building Blocks of Modern Negotiation, Ep #463

16 Jul 2025

Contributed by Lukas

My guest this week is negotiation futurist, bestselling author, and top-ranked negotiation expert Tim Castle. Tim is the founder of Negotiators Edge T...

Building Trust and Value in B2B Sales Negotiations, Ep #462

09 Jul 2025

Contributed by Lukas

This week on the show, Marit Chervier de Ruiter brings her expertise in combining commercial structure with psychoanalytical principles to help busine...

Persuasion Sandwiches and Logic Levers, Ep #461

02 Jul 2025

Contributed by Lukas

Sean Sidney is known for his original negotiation concepts like "logic levers," the "persuasion sandwich," and "Bluff-4," and has trained more than 8,...

Pro Tips for Staying Calm During Negotiations, Ep #460

25 Jun 2025

Contributed by Lukas

I'm sitting down with Kent Kononoff, a seasoned B2B sales leader with over 25 years of experience in sales and sales leadership. Kent is known for his...

Top Negotiation Tactics Sales Pros Need to Stop Overlooking, with Mark Raffan Ep #459

18 Jun 2025

Contributed by Lukas

Welcome back to the Sales Reinvented podcast! In this episode, I'm joined by globally recognized negotiation expert Mark Raffan, founder of Negotiatio...

Balance Competition and Cooperation Instead of Compromise with Dr. Joshua Weiss, Ep #458

11 Jun 2025

Contributed by Lukas

In this episode, we dive into the complex world of negotiation with Dr. Joshua Weiss, an expert in conflict resolution. Dr. Weiss is known for his abi...

The Noble Way to Negotiate (And Still Close Big Deals) with Lisa Earle McLeod, Ep #457

04 Jun 2025

Contributed by Lukas

Most people–even most salespeople—walk into a negotiation focused on what they want. They're thinking about numbers, margins, and commission. But ...

Strategies and Tactics to Drive Value and Close Deals with Sonia Dumas, Ep #456

28 May 2025

Contributed by Lukas

What determines value in your company? What should founders be asking themselves regarding pricing to determine value in their company? How do you kno...

Take a Holistic Approach to Negotiation Success with Nicole Soames, Ep #455

21 May 2025

Contributed by Lukas

According to experienced coach and emotional intelligence expert Nicole Soames, founder and CEO of Diadem, ambition is the strategy that helps people ...

How to Leverage Emotional Intelligence in Negotiation with Susan Borke, Ep #454

14 May 2025

Contributed by Lukas

Your sales strategy gives you direction and frees up mental bandwidth, so don't undervalue the importance of strategic planning before negotiations st...

Mastering Price Negotiation: Strategies and Tactics with Joanne Smith, Ep #453

07 May 2025

Contributed by Lukas

In this episode of Sales Reinvented, we sit down with Joanne Smith, a pricing expert and author of The Price Negotiation Playbook. Joanne dives deep...

Building Stronger Relationships Through Negotiation: Insights from Mike Figliuolo, Ep #452

30 Apr 2025

Contributed by Lukas

What if the key to successful negotiations wasn't about securing the best deal right away, but about building a lasting relationship that leads to ong...

Creating Healthy Friction: The Key to Mastering Negotiations with Saad Saad, Ep #451

23 Apr 2025

Contributed by Lukas

What's the secret to successful negotiations? It's not just about making offers or striking deals—it's about creating the right kind of friction. In...

The Total Cost of Ownership: Strategic Negotiation for Complex Sales with Stuart Foster, Ep #450

16 Apr 2025

Contributed by Lukas

What's the real difference between negotiation strategy and tactics, and why does it matter so much in high-stakes deals? In this episode of Sales Rei...

Collaborative Negotiation: Strategies and Tactics for Success with Jeanette Nyden, Ep #449

09 Apr 2025

Contributed by Lukas

In this episode of Sales Reinvented, Jeanette Nyden, a seasoned expert with over 20 years of experience in drafting and negotiating complex contracts,...

Negotiation Mastery: Tactics, Strategies, and Countering Aggression with Phil Brown, Ep #448

02 Apr 2025

Contributed by Lukas

In this episode of Sales Reinvented, host Paul Watts is joined by Phil Brown, founder of The Negotiation Club. With over 30 years of experience in pro...

How Preparation Shapes Effective Negotiations with Scott Chepow, Ep #447

26 Mar 2025

Contributed by Lukas

What if the key to success in any negotiation was in the preparation before you even sat down at the table? In today's episode of Sales Reinvented, Sc...

Unlocking the Secrets of Negotiation with Shawn Karol Sandy, Ep #446

19 Mar 2025

Contributed by Lukas

What if you could approach every negotiation with the confidence that you're setting yourself up for success from the start? Shawn Karol Sandy, a sale...

Why Understanding Character is Key to Negotiation Strategy per Jay Heinrichs, Ep #445

12 Mar 2025

Contributed by Lukas

Negotiation isn't just about the numbers—it's about understanding the people and the underlying dynamics that drive every deal. That's exactly what ...

Learn How to Resource-Based Modeling (RBM) in Negotiations with Santino Pasutto, Ep #444

05 Mar 2025

Contributed by Lukas

]Mastering negotiation is a game-changer for any sales professional. In this episode, Santino Pasutto shares powerful strategies and proven tactics t...

Strategies and Tactics for Negotiating High-Stakes Deals with Randy Kutz, Ep #443

26 Feb 2025

Contributed by Lukas

Negotiation is an art, but it's also a science—a skill that can be honed to achieve game-changing results. In this episode of Sales Reinvented, nego...

Lucy Chamberlain's Negotiation Tactics and Strategies to Close More Deals, Ep #442

19 Feb 2025

Contributed by Lukas

In this episode of Sales Reinvented, I'm joined by Lucy Chamberlain, founder of C&C Search, to dive deep into the world of negotiation. As a recruitme...

Mastering Negotiation Strategy and Tactics with Dr. Keld Jensen, Ep #441

12 Feb 2025

Contributed by Lukas

Have you ever wondered what separates a successful negotiation from a failed one? Is it the strategy, the tactics, or perhaps something deeper? In thi...

Art Sobzcak's Four-Step Objection Handling Framework, Ep #440

05 Feb 2025

Contributed by Lukas

The most common objections that salespeople hear are the ones they create themselves. They do this by talking too much, pitching too much, or failing...

Turning Objections into Opportunities with Diane Helbig, Ep #439

29 Jan 2025

Contributed by Lukas

In this episode of Sales Reinvented, sales expert Diane Helbig joins us to tackle one of the biggest hurdles in sales—handling objections. Diane sha...

Master the Sales Process to Combat Objections per Justin Zappulla, Ep #438

22 Jan 2025

Contributed by Lukas

According to Justin Zappulla, 90% of objections fall into three categories: The customer doesn't see the value in what you're proposing as it relates...

From Obstacle to Opportunity: Uncovering Hidden Objections with Steve Hall, Ep #437

15 Jan 2025

Contributed by Lukas

In this episode, sales expert Steve Hall challenges the idea of "overcoming" objections, seeing them instead as opportunities to build trust. He share...

Kendra Lee's Guide to Overcoming Price Objections, Ep #436

08 Jan 2025

Contributed by Lukas

Sales objections, often centered around price or perceived overselling, can trip up even the most seasoned sales professionals. Kendra Lee emphasizes ...

Caryn Kopp's 3 P's for Handling Objections, Ep #435

01 Jan 2025

Contributed by Lukas

What % of the time are you facing your top three objections? If it's 75% of the time, it's time to do something about it. You want to reduce the perce...

Objection-Handling: Understand, Play Back, and Connect with Tim Wackel, Ep #434

25 Dec 2024

Contributed by Lukas

In this episode of Sales Reinvented, Tim Wackel shares his tried-and-true strategies for navigating objections with confidence. He walks us through co...

The Root Cause of Objections: A Deep Dive with Melissa Madian, Ep #433

18 Dec 2024

Contributed by Lukas

In this episode of Sales Reinvented, Melissa Madian dives into the psychology behind objections in sales conversations—specifically how most object...

Mastering Objections with Empathy and Confidence: Lessons from Melinda Emerson, Ep #432

11 Dec 2024

Contributed by Lukas

Handling sales objections is a delicate art—one that requires empathy, persistence, and creative problem-solving. Melinda Emerson, a seasoned sales ...

Determining the Root Cause of an Objection with Nick Kane, Ep #431

04 Dec 2024

Contributed by Lukas

When a prospect voices an objection, it's easy to assume the issue lies on the surface—whether it's price, timing, trust, or product fit. But accord...

Turn Pushback into Progress with Amy Franko, Ep #430

27 Nov 2024

Contributed by Lukas

Objections are an inevitable—and valuable—part of the sales process. Amy Franko explains why it's essential to welcome objections from prospects. ...

Bob Apollo's Guide to Navigating Customer Objections, Ep #429

20 Nov 2024

Contributed by Lukas

Salespeople tend to assume that any question a customer asks has the potential to be an objection. But it may simply be a request for clarification or...

"Brian Ahearn's 'Feel, Felt, Found' Technique for Empathetic Objection Handling, Ep #428

13 Nov 2024

Contributed by Lukas

In this episode of Sales Reinvented, Brian Ahearn breaks down how to effectively handle objections, with price being the most common. He explains tha...

Lisa Magnuson's Empathetic Approach to Handling Objections, Ep #427

06 Nov 2024

Contributed by Lukas

We've all heard the usual objections—"The price is too high" or "You're not a good fit for us." But what about the objections no one talks about? Ma...

Tackle Scripted Cold-Calling with Wendy Weiss, Ep #426

30 Oct 2024

Contributed by Lukas

Because so many competitors are hiding behind digital tools, far fewer are calling prospects. That's why cold-calling is amazingly relevant. But you h...

Cold-Calling: Be Present with Your Prospects, with Keith Rosen, Ep #425

23 Oct 2024

Contributed by Lukas

Cold-calling is the art of creating a new possibility. When someone makes a cold call, they're often focused on "I have to get this meeting. I can't b...

Master Pattern Interruptions with Jordon Rowse, Ep #424

16 Oct 2024

Contributed by Lukas

When you're calling someone out of the blue, you have to gain their attention. To do so, you need to be direct, honest, and strong. But whatever you d...

The Art of Cold-Calling with Chris Cicconi, Ep #423

09 Oct 2024

Contributed by Lukas

The Art of Cold-Calling with Chris Cicconi, Ep #423 Early in his career, Chris Cicconi believed cold-calling was a science. He came prepared with a sc...

Cold Calls: How to be Positive, Passionate, and Prepared with Stuart Foster, Ep #422

02 Oct 2024

Contributed by Lukas

There's still nothing like picking up the phone and having a person-to-person conversation. But the key to a great conversation is being positive, pas...

Conquer the Lost Art of Cold-Calling with Jamie Wood, Ep #421

25 Sep 2024

Contributed by Lukas

Cold-calling is valuable because it's the fastest and most efficient way to connect with a prospective client—and it's becoming one of the least com...

Why Cold-Calling is a Marathon per Simone Laraway, Ep #420

18 Sep 2024

Contributed by Lukas

Cold-calling is an opportunity to plant seeds that you can nurture. It allows you to build meaningful new business relationships. Simone Laraway belie...

Master Cold-Calling Questions with Ashleigh Early, Ep #419

11 Sep 2024

Contributed by Lukas

Cold-calling success hinges on your ability to listen and ask great questions. The more good questions you ask, the more likely you are to get your pr...

Cold-Calling: Focus on What You Can Control with Scott Cowley, Ep #418

04 Sep 2024

Contributed by Lukas

Cold-calling isn't easy. You face constant rejection. But it's all part of the process. The only thing you can control is doing your research so you k...

Tyler Hickey: Dive Deeper into Objections to Conquer Cold Calls, Ep #417

28 Aug 2024

Contributed by Lukas

Tyler Hickey is a science guy. He tried to make cold-calling a science. Eventually, he realized there's an art to it as well—and you have to maste...

How to Make Cold Calling Less Stressful per Rex Biberston, Ep #416

21 Aug 2024

Contributed by Lukas

According to Rex Biberston, as long as people still pick up their phones, there will be value in cold-calling. Obviously, it's truer for someone where...

Master Research-Backed Cold-Calling with Dillon Tucker, Ep #415

14 Aug 2024

Contributed by Lukas

Dillon emphasizes that you have to be articulate and understand that everyone you talk to is different. You have to learn the art of people. You're a...

Valentyn Kokoshko's Cold-Calling Rules, Ep #414

07 Aug 2024

Contributed by Lukas

Cold-calling currently remains the only personal approach to interacting with a prospect that can't be replicated by AI. That's why the conversation y...

Why Joe Pici Doesn't Overcome Objections on Cold Calls, Ep #413

31 Jul 2024

Contributed by Lukas

Joe Pici is direct. He believes you need to have great skills and an overall strategy with everything you're doing related to cold-calling. In fact, J...

Why Your Voice is Your #1 Cold-Calling Tool per Arlo Hill, Ep #412

24 Jul 2024

Contributed by Lukas

You can give two sellers the same script. One seller sounds like they're reading the script in a monotone voice. The other achieves amazing results be...

Giulio Segantini's Three-Step Objection-Handling Process, Ep #411

17 Jul 2024

Contributed by Lukas

Cold-calling may not be the cornerstone of sales like it used to be but it's still relevant, according to Giulio Segantini. But we must adapt it to to...

Employ the Unexpected for Unexpected Cold-Calling Results per Tom Bertrand, Ep #410

10 Jul 2024

Contributed by Lukas

Cold-calling is the fastest way to build rapport and get answers—if you know what you're doing. If you're still struggling with cold-calling and fee...

Cold-Calling Requires You to Empathize, Connect, and Direct, per Lisa Schnare, Ep #409

03 Jul 2024

Contributed by Lukas

Now, more than ever, there's an element of authenticity that must be present when you make cold calls. People are beyond frustrated with AI-generated ...

Lester Sydney's Fun Cold-Calling Opening Line, Ep #408

26 Jun 2024

Contributed by Lukas

Lester Sydney firmly believes that you need a multi-threaded approach when it comes to prospecting. Cold-calling must be a part of your overall prospe...

How to Cold-Call Your Highest-Probability Group per Scott Channell, Ep #407

19 Jun 2024

Contributed by Lukas

When used correctly and strategically, cold-calling is always relevant. According to Scott Channell, cold-calling is an outbound call to your highest ...

The Importance of Consistent Cold Outreach with Nick Kane, Ep #406

12 Jun 2024

Contributed by Lukas

To Nick Kane, cold-calling is most effective when accompanied by all cold outreach, including emails, canvassing in person, networking, and social sel...

Handling Cold-Call Objections with Mary Jane Copps, Ep #405

05 Jun 2024

Contributed by Lukas

Mary conducted a survey on the future of phone communication in business. She sent it to 724 Senior Executives around the world with a 15% response ra...

How David Walter Handles Cold-Calling Objections with Aggressive Agreement, Ep #404

29 May 2024

Contributed by Lukas

David Walter doesn't believe that cold-calling is an art or a science. Instead, he emphasizes that you simply need a blueprint to follow and a desire ...

Conquer Intentional Cold-Calling Amy Franko, Ep #403

22 May 2024

Contributed by Lukas

According to Amy Franko, cold-calling is simply intentional outreach. Whether you know them or not, it is intentional. You have to find a connection p...