Episodes

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

    Common AI Pitfalls in Sales and How to Overcome Them, Ep #490
    Jan 21 2026
    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 and personalize their approach while preserving the irreplaceable human skills of motivation, determination, and empathy. Julie reveals her "20-60-20" framework for becoming AI empowered, not just an AI user, and gives real-world examples of how blending AI with human expertise creates better outcomes for both buyers and sellers. If you're looking to embrace AI while maintaining integrity, humanity, and the consultative spirit of great selling, this episode is for you! Outline of This Episode 00:00 AI's impact on buyer behavior.07:21 AI tools for sales impact.11:53 Collaborating effectively using AI.14:15 AI misconceptions and questions.16:25 Maintaining your sales edge.19:57 Balancing AI and human connection.25:08 Building trust through AI. AI Can Mirror Sentiment, But It Can't Mean It One of the most striking shifts in the sales process is that buyers now arrive more informed, often armed with research and recommendations generated by AI tools. However, with this information comes a greater risk of misconception. Today's sales professionals must not only educate but also "uneducate" buyers, correcting misinformation before moving forward. This increases vendors' responsibility to provide clarity and guidance, effectively making the salesperson both a subject-matter expert and a myth-buster. While AI can enrich the initial dialogue, it's up to humans to ensure accuracy and build genuine trust. AI-Powered Preparation and Human Skills That Still Matter AI isn't just changing buyer behavior, it's revolutionizing how sellers prepare for conversations. Rather than spending hours collecting information, sales professionals can now use AI for pre-call intelligence, rapidly gathering relevant data on prospects and industries. Julie shares how she uses a chatbot for a six-factor framework, analyzing what's happening before, after, inside, and outside, and identifying what the prospect needs more or less of. This allows for more meaningful conversations, less time lost to research, and greater focus on strategy. Human skills remain irreplaceable, particularly when we think about motivation and empathy. Sellers must take the initiative to use AI as a tool, not a crutch, and most importantly, empathy enables salespeople to read emotional nuances, office politics, and subtleties that AI can't quite capture, proving that the emotional layer of every deal is still fundamentally human. Leveraging AI Without Losing Yourself Julie outlines three powerful strategies that sales teams use AI to boost efficiency and effectiveness without sounding robotic or impersonal. Pre-Call Intelligence: Harnessing AI to analyze prospects and markets before meetings, so sellers are prepared and focused.Proposal Enhancement: Using AI to break through "blank page syndrome" with draft emails or proposals, then tailoring content for tone and context based on transcripts and prior interactions.Real-Time Practice: Employing AI to role-play sales conversations, allowing reps to rehearse handling objections and refine messaging before high-stakes calls. The secret isn't in delegating authenticity to AI, but rather in using technology to amplify your own understanding, creativity, and responsiveness. Human Judgment is the Deciding Factor Even with advanced AI tools, human judgment plays a central role in guiding insights, making strategic decisions, and building relationships. The distinction between being an "AI user" and being "AI empowered" hinges on critical thinking. Empowered sellers don't outsource decision-making, they use AI to supplement their intuition and discernment, applying context where it matters most. Her 20/60/20 rule puts it succinctly: spend 20% of your time thoughtfully prompting and guiding AI, let it do 60% of the heavy lifting, then use the final 20% to filter, personalize, and enhance the output. Sales teams often stumble with three core misconceptions about AI: Believing it's "plug and play" and mistaking quantity of data for quality.Worrying that AI will make their work less authentic (when, in fact, bad prompting is the real culprit).Fearing the loss of their competitive edge or creativity. The antidote is hands-on AI literacy, combined with ongoing development of relationship-building, communication, and problem-solving skills. Sales leaders should focus on balancing automation with moments of critical human connection to maximize both speed and impact. AI should be viewed not as a replacement for human expertise, but as an empowerment tool that elevates sales professionals. As Julie says, "Be ...
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    29 mins
  • How Holistic Health Unlocks Energy and Focus, Ep #489

    How Holistic Health Unlocks Energy and Focus, Ep #489
    Jan 14 2026
    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. 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 By Design Not Default Connect with George Anderson George Anderson on LinkedIn George Anderson Connect With Paul Watts LinkedInTwitter Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://...
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    22 mins
  • Sales is a Marathon, Not a Sprint, Ep #488

    Sales is a Marathon, Not a Sprint, Ep #488
    Jan 7 2026
    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 health and mindful habits drive long-term results in the high-pressure world of sales. We discuss actionable fitness routines and strategies to manage stress, stay resilient, and avoid burnout, all tailored for busy sales professionals. Listen in for practical advice and a fresh perspective on creating a sustainable, high-performance lifestyle in sales. Outline of This Episode 00:00 Success requires a sustained focus on fitness.03:51 Balancing fitness and mental growth.08:21 Mixing conference travel and fitness habits.13:56 Prioritize sales and wellness strategically.17:00 Commitment to health and accountability.19:24 Creating sustainable goals.25:41 Daily sales improvement process. Why Physical Fitness Isn't Optional for Top Salespeople Shane frames physical fitness as foundational, likening the salesperson to a machine that needs proper fuel, nutrition, movement, hydration, and mental health breaks. Sure, you can try and trade unhealthy habits for short-term gains, but the long-term consequences can be dire. Leaving you with health issues that emerge during prime earning years, threatening careers just as they're reaching their peak. Don't treat success as a sprint, think of it as a marathon which needs sustained energy and a commitment to physical and mental wellness. Neglecting health for wealth will inevitably come back to bite you. Prioritize well-being, not just quarterly goals. Fitness Habits That Drive Sales Performance Shane's approach to maintain peak performance is practical and approachable: Running (Zone 2 Training): Shane runs three times a week, primarily focusing on Zone 2 training, a technique proven to boost brain function and aid recovery.Martial Arts: He attends and teaches martial arts classes, practicing daily for at least 15 minutes to foster hand-eye coordination and mental elasticity.Stretching & Mobility: Regular stretching supports physical longevity, especially as demands increase or with age. Integrating Fitness into a Busy Lifestyle Shane proactively schedules fitness into his calendar, prioritizing early arrivals at conferences to squeeze in a run or gym session. The secret lies in small, purposeful gaps of time: "filling in cracks" with movement and breathing exercises, whether waiting for AI tools to process client research or spending idle moments practicing martial arts drills. These "wellness snacks" keep him sharp, resilient, and ready for high-stakes meetings. One of the biggest challenges salespeople face is the "all or nothing" mentality: launching into grueling routines only to abandon them when life gets busy. Shane recommends starting manageably, commit to something you can achieve and build up gradually. Celebrate progress rather than striving for perfection. Schedule personal wellness appointments in your calendar before others fill it up, treating fitness as a non-negotiable high-value activity. Countering Burnout & Building Resilience Fatigue and burnout can derail effectiveness long before obvious symptoms arise. Shane discusses tracking hydration, meals, and exercise with apps, setting wellness KPIs, and recognizing early warning signs such of burnout. Social accountability can also provide vital support during lifestyle shifts. Physical training directly translates to sales resilience. Taking hits, managing discomfort, and working through adversity in the gym or on the mat builds the emotional muscle needed for high-pressure negotiations and setbacks. Daily, manageable discipline trumps intensity and sporadic efforts. Fitness isn't about perfection, it's about giving your future self a gift with every workout, run, or stretch. Connect with Shane Gibson Shane Gibson on LinkedIn Shane Gibson on InstagramThe Professional Sales Academy Connect With Paul Watts LinkedInTwitter Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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    29 mins
  • Fitness Lessons from the Sales Front Lines, Ep #487

    Fitness Lessons from the Sales Front Lines, Ep #487
    Dec 31 2025
    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 "uncover alpha in overlooked data" and prepare sales professionals for the daily stresses of the job. Charles shares practical, science-backed advice on how simple habits, like daily walking and manageable routines, can yield massive benefits in focus, resilience, and stress management for salespeople. Whether you're struggling to prioritize fitness amidst a hectic sales schedule or looking for ways to optimize your energy and motivation, this episode is packed with actionable insights to help you thrive both in and out of the office. Outline of This Episode [00:00] Key connections between fitness, focus, and sales success.[06:21] Physical health and stress resilience.[09:21] Meditation for high performers.[12:18] Start with awareness and baselines.[15:18] Stress management through perspective.[17:26] Morning routine and discipline. Fitness is Relative Just as a football lineman prepares for an entirely different set of challenges than a sprinter, salespeople must identify which habits best suit the demands of their particular role. The principle remains: "Fitness is a means of intentionally putting stress in our system such that we have adaptations that then facilitate a higher quality of life." For sales professionals, this means using physical activity not just to build muscle, but also to improve resilience in the face of workplace challenges. Low-Cost, High-Reward Habits for Sales Pros A common objection among salespeople is a lack of time or expensive gym memberships, but Charles offers practical solutions. His top wellness practices include: Walking 10,000 steps a day: This accessible habit offers a slew of benefits, fat loss, cardiovascular health, and increased mental clarity, with almost zero monetary or logistical cost.Regular resistance training: Building muscle not only improves physique but is linked with lower stress hormones and better overall motivation.Calorie control: A manageable diet provides consistent energy, sharper focus, and helps avoid the afternoon energy crashes that can sabotage a pitch or negotiation. These simple changes can get you 90% of the way to all the benefits you could achieve at a very low percentage of the associated costs. Turning Stress into Strength Physical health is more than aesthetics; at its core, it's about your body's ability to adapt to and handle stress. Charles spotlights key biomarkers, like a low resting heart rate, as indicators of resilience. He believes that the definition of good physical health is actually the ability to manage stress, maintain motivation, and sustain high levels of performance. Small, consistent behaviors such as daily walks, adequate water intake, and smart sleep shape a positive feedback loop. These build the biological and psychological "muscle" needed to power through fatigue and burnout. Overcoming All-or-Nothing Thinking One of the biggest pitfalls for sales professionals is trying to overhaul their lives overnight, think extreme diet plans, intense workout challenges like "75 Hard," or marathon training as a weight-loss shortcut. Taking the things that are the easiest to do, making those things consistent, and then building on those things is far more effective and sustainable in the long run. Consistency and self-awareness are fundamental. Before making changes, salespeople are encouraged to track key health metrics, daily weigh-ins, food intake, and activity. After all, you can't manage what you don't measure. Starting with a baseline allows for incremental, science-driven adjustments, ensuring results while avoiding overwhelm and burnout. The Power of Morning Routines and Willful Stress By "front-loading" your day with intentional, controlled stress, you boost your capacity to handle whatever challenges arise. This strategic mindset, deferring short-term comfort for long-term growth, is a fundamental hallmark of humanity. Salespeople trade health for wealth at their own peril. Building resilience, energy, and focus through small, manageable fitness habits is not just about self-care; it's a foundational element of professional excellence. Connect with Charles Needham Charles Needham on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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    20 mins
  • Integrating Physical and Mental Wellness for Peak Performance in Sales, Ep #486

    Integrating Physical and Mental Wellness for Peak Performance in Sales, Ep #486
    Dec 24 2025
    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 fitness and professional sales performance. Here's how building habits around health can elevate not just your mood, but your sales results. Outline of This Episode [01:20] Exercise leads to a sharper mind, increased energy, and clarity.[02:39] Jamie's top 3 fitness habits for sales professionals.[06:14] Recovery practices are an integral part of being a high performer.[07:29] Finding your core alignment.[11:21] A real-world example of when improving her physical health directly contributed to Jamie's success.[12:27] Balancing life and growth phases. Moving your body sharpens your mind because exercise is more than a routine; it's a catalyst for energy, focus, and resilience, all of which are essential to be a high performer professionally. Jamie likens pushing through a tough workout to conquering business challenges, highlighting that physical resilience directly supports professional stamina and mental agility. Jamie's Go-To Wellbeing Practices Jamie singles out yoga as her cornerstone practice, as it grounds her and aligns her mind and body. Through breath work and mindful presence, yoga provides a physical reset and reinforces intention and focus, traits that translate into client meetings and high-stakes presentations. But her routine doesn't stop at yoga. Jamie's holistic approach to performance includes: Morning Movement: Whether it's hiking, strength training, walking, or yoga, Jamie starts her day with movement to set the tone and energy for what's ahead.Mindset Work: Mornings also include meditation, devotionals, gratitude, and affirmations, all serving to anchor her to her purpose and cultivate a resilient mental state.Physical Care: Prioritizing sleep, hydration, and whole, unprocessed foods ensures both body and mind function at their best. Managing Stress and Burnout in Sales High-performing sales professionals face unique stresses: demanding quotas, travel, and constant client engagement. Jamie and I discuss why regular exercise and a balanced diet are foundational to stress management, hormone regulation, and maintaining motivation. They're necessary tools for consistent performance. A common challenge she observes among salespeople is the struggle to find time for self-care, frequently leading to burnout. Jamie recommends booking fitness sessions as standing appointments, "treat it as a non-negotiable", which helps build consistency and makes self-care part of your professional identity. Recognizing and Responding to Burnout Self-awareness is critical, and it's so important to recognize the early signs of fatigue and burnout, such as feeling distant from your core, a lack of joy, a short temper, or brain fog. Rather than waiting until these signals become overwhelming, Jamie suggests intervening early: step outside, meditate, stretch, or simply pause to check in with yourself. She champions the idea that recovery is part of high performance, and it's not a luxury, so sleep and downtime deserve as much respect as your most important deals. Jamie's Dos and Don'ts for Fitness and Performance Jamie shares actionable insights for building a sustainable, high-performance lifestyle: Dos: Block movement time in your calendar.Prioritize sleep as seriously as you do client meetings.Fuel your body with whole, unprocessed foods (think fruits, vegetables, organic proteins). Don'ts: Don't view self-care as selfish; it's essential for leadership.Don't rely on caffeine to mask fatigue.Don't wait for a health scare to make positive changes. Living and Selling with Intentionality Peak sales performance is rooted in living intentionally across all areas of life. By embedding fitness and self-reflection into the fabric of your daily routine, you'll be better equipped to face your professional challenges. As Jamie's own experiences demonstrate, prioritizing your health isn't an indulgence; it's a strategic investment in your success as a sales professional, leader, and human being. Connect with Jamie Crosbie Jamie Crosbie Jamie Crosbie on LinkedIn Connect With Paul Watts LinkedInTwitter Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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    15 mins
  • 3 Daily Habits That Guarantee Focus and Energy, Ep #485

    3 Daily Habits That Guarantee Focus and Energy, Ep #485
    Dec 17 2025
    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 fitness and sales performance. Drawing from over 25 years of experience, Kent shares how discipline, consistency, and resilience developed through fitness routines can directly improve outcomes in the sales world. The conversation uncovers Kent's favorite daily habits for staying energized, the role of nutrition and sleep, and practical strategies for overcoming the lifestyle challenges sales professionals often face. Whether it's hiking with clients or building accountability with colleagues, Kent reveals the secrets to staying motivated, managing stress, and sustaining peak performance. If you're looking for actionable advice on blending wellbeing with work to become a high-performing sales professional, this is one episode you don't want to miss. Outline of This Episode [04:26] Kent's favorite fitness habits: morning exercise, meal planning, and movement breaks.[06:46] Overcoming fitness and lifestyle challenges.[07:47] Combining client meetings with exercise and enjoying nature.[12:09] Prioritize nutrition, sleep, and recovery; don't overexert yourself.[15:01] Fitness and nutrition sustain Kent's energy for long workdays and frequent travel.[17:05] Never compromise on fitness or nutrition: they are critical for both personal and professional excellence. The Overlooked Link Between Fitness and Sales Performance There are direct parallels between fitness and success in sales. Both arenas, Kent points out, demand discipline, consistency, dedication, and the willingness to tackle tough challenges head-on. Kent likens uphill mountain biking, where grit and resilience see you through, to the demanding "uphill" moments every salesperson inevitably faces. The physical stamina built through exercise translates directly to mental toughness and perseverance on the job. For Kent, athleticism isn't simply a bonus trait he looks for when hiring; it's a key criterion. Candidates with athletic backgrounds often exhibit teamwork, determination, and a coachable spirit, all attributes that fuel both athletic and sales success. Building Daily Habits that Pay Off What's the secret sauce for keeping that momentum going day after day? Kent's go-to is a consistent morning routine, starting each dawn with breathwork, stretching, and some form of physical activity, whether hitting the gym or taking a brisk walk. This jumpstart not only gets his heart pumping but sets a positive tone for the entire day, fueling motivation and raising overall energy levels. His approach goes beyond exercise alone: Meal Planning: Avoiding the all-too-common pitfalls of poor dietary choices, especially when sales roles often involve client meals and unpredictable schedules. Planning meals in advance and even using AI tools to track nutrition ensures that energy remains steady and focused.Movement Breaks: Recognizing the hazards of sedentary work, Kent schedules mini-exercise intervals or walks throughout the workday to keep both body and mind sharp. Navigating Sales-Specific Health Challenges Sales professionals face unique lifestyle obstacles: long hours, frequent travel, and a schedule that's never truly their own. Kent acknowledges that a lack of time is a universal excuse, but urges salespeople to treat fitness as they would any non-negotiable client meeting, making it a priority and protecting it. He also addresses the double-edged sword of business done over meals or drinks. His solution is proactive planning to make healthier choices, and consider inviting clients for activity-based meetings (like walks or even hikes), which boost fitness and build stronger client relationships. To combat burnout and fatigue, Kent recommends being vigilant for warning signs, such as low energy or motivation. His antidote? Get back to basics: stick to a strict exercise schedule, maintain mindful nutrition, and establish a disciplined sleep routine. He stresses that sleep is a critical, yet often neglected, performance lever, impacting not only productivity but the longevity of one's sales career. Putting Fitness First With a demanding travel and meeting schedule, Kent credits his fitness routine for sustaining energy and focus during marathon days. While others feel burned out, he's energized and effective until the last meeting. The key is to never compromise on fitness and nutrition goals. The most successful and long-tenured sales professionals are those who invest in their health, reaping the rewards of high performance, longevity, and overall life satisfaction. Physical fitness isn't just a nice-to-have for sales professionals; it's a game-changer. By weaving movement, healthy eating, and recovery into your daily rhythm, you not only elevate your career but also enjoy a better quality of life both inside and outside the office. Connect with Kent Kononoff Kent Kononoff on LinkedIn Connect With Paul...
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    18 mins
  • From Burnout to Breakthrough: Sales Success Starts With Your Health, Ep #484

    From Burnout to Breakthrough: Sales Success Starts With Your Health, Ep #484
    Dec 10 2025
    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 connection between physical fitness and professional success. Jarrod shares practical insights on how routines like morning walks, strength training, and mindful meal prepping are not just good for the body but are vital boosters for energy, focus, and resilience in high-pressure sales roles. He explains how discipline in the gym translates directly to discipline in the office, and why making time for recovery and hydration is just as crucial as closing deals. Grab your water bottle and get ready for an episode that could transform both your life and your pipeline. Outline of This Episode [05:05] Why timing your workout benefits your mood.[07:56] The impact of hydration and nutrition on your health.[10:26] Jarrod's tips for an effective recovery routine.[11:07] Why fitness is the foundation for your success.[14:18] A personal story of how taking care of his health improved Jarrod's work performance.[16:45] Fitness isn't just about the gym, it's about maximising every aspect of life. Building the Positive Feedback Loop Jarrod frames the relationship between physical fitness and sales performance as a "positive feedback loop." Energy and productivity drawn from regular exercise boost stamina and reduce fatigue, setting sales professionals up for higher daily outputs. The discipline necessary for a successful sales career supports consistency with fitness routines. Jarrod breaks down how fitness reinforces: Stress management and resilience: Exercise reduces stress hormones and helps salespeople recover more quickly from the daily pressures of quotas, targets, and objections.Cognitive performance: A strong body supports a sharp mind, meaning crisper thinking, better decision-making, and more effective selling.Confidence under pressure: Physical training fosters self-confidence, making it easier to handle difficult negotiations or challenging clients.Discipline and habits: Consistency in fitness translates directly to consistency in following up, prospecting, and closing sales. Jarrod's Winning Wellness Routines for Sales Professionals Rather than adopting extreme programs, Jarrod champions sustainable, high-impact habits: Morning Workouts for Mental Clarity: Starting the day with a strength session sets the tone for focus, goal-setting, and enthusiasm. Exercise triggers endorphin release, providing an energy boost that carries into morning calls and meetings. Prioritizing Hydration and Nutrition: Jarrod emphasizes the importance of starting the day with water and a balanced breakfast that includes protein, complex carbohydrates, and healthy fats. Meal planning and prep prevent reliance on quick (and often unhealthy) fixes that can lead to energy crashes during critical selling hours. Recovery and Sleep: Recovery is as essential as rigorous workouts. Quality rest, stretching, and downtime allow both the mind and body to recharge, reducing the risk of burnout and chronic fatigue. Health Is the Foundation, Not an Extra One of Jarrod's core messages challenges the all-too-common habit of sacrificing health for what feels like higher productivity. Neglecting well-being leads to low energy, poor focus, and higher absenteeism. By making fitness and self-care top priorities, sales professionals not only feel better and live healthier but also gain measurable improvements in daily output and long-term sales performance. Jarrod's own experiences powerfully illustrate the sales-fitness connection. Early in his career, poor eating and lack of exercise led to midday fatigue and fewer client visits. Adopting healthier habits resulted in more calls per day, higher energy, and a measurable spike in sales numbers. Even during career disruptions, returning to a structured fitness routine provided the anchor needed to restore focus and productivity at work. Fitness isn't just about sculpting bodies or hitting PRs; it's about building a foundation for sustained high performance in sales and in life. For anyone looking to excel in sales, making health and fitness a core part of your routine isn't just advisable; it's essential. Connect with Jarrod Gies Jarrod Gies on LinkedIn Connect With Paul Watts LinkedInTwitter Subscribe to SALES REINVENTED Audio Production aNotesow notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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    19 mins
  • Fatigue and Stress Aren't "Just Part of the Job", Ep #483

    Fatigue and Stress Aren't "Just Part of the Job", Ep #483
    Dec 3 2025

    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 episode of the Sales Reinvented podcast, I talk with Randy Neufeld, President and GM at Kubota Thunder Bay, who shares how his journey from sluggish and overweight to fit and focused transformed not just his health, but his entire sales career.

    Outline of This Episode
    • [00:00] The role of fitness in building strong customer relationships and leading high-performing teams.
    • [04:50] Consistency and planning ahead are key to effective workouts.
    • [08:24] Change poor lifestyle choices by opting for healthier options.
    • [12:06] Persevere through setbacks; results will gain recognition.
    • [13:51] How exercise led to improved business opportunities for Randy.
    The Overlooked Link Between Fitness and Sales Success

    Randy pulls no punches: physical fitness isn't just about looking good, but about being sharp, energized, and ready to deliver at your best. When you're physically fit and mentally fit, you're sharper, you're more alert, you have more energy. This heightened focus and self-confidence radiate during customer interactions. First impressions count, and a salesperson exuding vitality and positivity is inevitably more compelling.

    Habits That Fire Up Your Day

    How does a busy sales leader incorporate fitness into a jam-packed routine? According to Randy, it's ruthless consistency. His formula is simple yet effective. He starts every day with an early-morning workout at a high-intensity interval training (HIIT) gym, before most people have even hit the snooze button. This non-negotiable morning ritual, coupled with a healthy breakfast, ensures he arrives at work already energized and in the right mental space.

    Randy recommends:

    • Scheduling your workouts for times least likely to be disrupted, for most, that's early morning.
    • Making your fitness routine non-negotiable, just like an important meeting.
    • Planning your workouts in advance, so you don't waste mental energy debating whether or what to do.

    Sales is notorious for high stress and burnout rates. Randy credits his morning exercise for making him more relaxed and less susceptible to stress during the workday. A lot of stress is caused by people being rushed, whereas when your blood's flowing and you've had a good meal, you're coming to work ready to go. It's a simple formula: controlled mornings equal calmer, more productive days.

    Tackling Common Roadblocks

    Many sales professionals struggle with two core lifestyle challenges: inconsistent exercise and poor eating habits. You need to protect your workout time from life's interruptions, don't accept your own excuses, and treat your workouts as you would any professional obligation.

    Perhaps the most inspiring part of Randy's story is the tangible effect his lifestyle change had on his career trajectory. Losing weight, eating better, and adopting regular exercise led to a more positive outlook, which in turn "opened doors" in his professional life. He transitioned into a new career, enjoyed new opportunities, and ultimately bought into a business, all steps he attributes, at least in part, to the confidence and drive fueled by fitness.

    Surround yourself with like-minded people, celebrate small wins, and focus on the next milestone, not just the mountain ahead. In sales (and in life), physical fitness isn't optional self-care; it's a critical lever for sustained performance and professional pride.

    Connect with Randy Neufeld

    • Randy Neufeld on LinkedIn

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    17 mins