Sales Reinvented

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Paul Watts
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705 - 1.2K listeners Neutral 4.9 rating 47 reviews 100 episodes Canada
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We at Sales Reinvented are on a mission to change the negative perception of selling. Each week we will be interviewing experts in the field of sales and sharing their knowledge, ideas and expertise with our listeners. They share with us in our vision of a world where selling is profession to be proud of. The aim of our formatted show is to provide ‘snackable’ episodes that are short enough to listen to in one sitting but long enough to provide real value that will help you in your sales career. Welcome to the Sales Reinvented Podcast.

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Recent Hosts, Guests & Topics

Here's a quick summary of the last 5 episodes on Sales Reinvented.

Hosts

Paul Watts

Previous Guests

Saad Saad
Saad Saad is a negotiation expert known for his innovative approaches to negotiation strategies. With extensive experience in high-stakes negotiations, he emphasizes the importance of creating healthy friction in conversations to achieve favorable outcomes. Saad has developed various tactics that help negotiators assess terms effectively, leading to stronger decisions. He is also an author and speaker, sharing his insights on negotiation through various platforms, including his book 'In the Lead'.
Stuart Foster
Stuart Foster is an international sales performance coach with extensive experience in helping organizations improve their negotiation strategies and sales processes. He specializes in navigating complex negotiations and has a proven track record of assisting clients in closing high-stakes deals. Stuart is known for his actionable advice and insights into the balance between negotiation strategy and tactics, which he believes are crucial for building long-term relationships and ensuring mutual success in sales.
Jeanette Nyden
Jeanette Nyden is a seasoned expert in negotiation with over 20 years of experience in drafting and negotiating complex contracts. She specializes in collaborative negotiation strategies that emphasize building relationships and aligning shared goals to achieve mutually beneficial outcomes. Jeanette has worked with various stakeholders, including customers, suppliers, and partners, and is known for her practical tips and insights on navigating high-stakes negotiations with confidence and integrity.
Phil Brown
Phil Brown is the founder of The Negotiation Club and has over 30 years of experience in procurement. He is an expert in negotiation strategies and tactics, providing insights into high-stakes deals and everyday contracts. Phil is known for his ability to navigate aggressive negotiation styles and emphasizes the importance of asking the right questions and planning in negotiations.
Scott Chepow
Scott Chepow is a global negotiation strategist known for his expertise in negotiation tactics and strategies. He has extensive experience in preparing individuals and organizations for successful negotiations, emphasizing the importance of planning and understanding the dynamics of negotiation. Scott has worked with various clients to help them secure favorable outcomes in high-stakes deals and everyday discussions.

Topics Discussed

negotiations friction strategy tactics preparation self-awareness high-stakes deals negotiation strategy complex negotiations sales performance long-term relationships mutual success collaborative negotiation strategies relationship building shared goals negotiation tactics aggressive behaviors negotiation procurement aggressive negotiation psychology of negotiation planning emotional responses conditioning favorable outcomes

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Episodes

Here's the recent few episodes on Sales Reinvented.

0:00 20:18

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

Hosts
Paul Watts
Guests
Saad Saad
Keywords
negotiations friction strategy tactics preparation self-awareness high-stakes deals

Whats the secret to successful negotiations? Its not just about making offers or striking dealsit's about creating the right kind of friction. In this episode, Paul Watts sits down with negotiation expert Saad Saad, who emphasizes that introducing healthy tension into conversations is a key strategy for achieving favorable outcomes. Saad explains how friction in a negotiation helps both parties fully assess the terms, leading to stronger, more deliberate decisions. Tune in to hear how mastering the art of friction can transform your approach to high-stakes deals and turn challenging negotiations into opportunities for success.

Outline of This Episode

  • (0:58) The difference between strategy and tactics
  • (1:50) Saads go-to negotiation strategy for high-stakes deals
  • (2:47) Saads three favorite negotiation tactics
  • (4:56) The role of preparation and self-awareness in negotiation
  • (6:52) Common negotiation strategies for complex sales
  • (8:27) Handling aggressive negotiation tactics
  • (11:35) Saads top negotiation dos and donts
  • (15:13) Saads real-world negotiation story

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0:00 18:59

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

Hosts
Paul Watts
Guests
Stuart Foster
Keywords
negotiation strategy tactics high-stakes deals complex negotiations sales performance long-term relationships mutual success

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 Reinvented, we’re joined by Stuart Foster, an international sales performance coach, who answers this question and shares his expertise on navigating complex negotiations. 

Stuart reveals how understanding the balance between strategy and tactics can be the key to closing deals, building long-term relationships, and ensuring mutual success. Whether you’re negotiating with a tough buyer or trying to secure a lasting partnership, Stuart’s actionable advice will equip you with the tools you need to master the art of negotiation.

Outline of This Episode

  • (0:51) What is the difference between negotiation strategy and tactics?
  • (1:26) How should strategy and tactics complement each other in a deal?
  • (2:22) Stuart’s go-to negotiation strategy for high-stakes deals
  • (5:28) The role of planning in negotiation strategy and tactics
  • (6:55) Common negotiation strategies in complex sales
  • (8:55) How to handle aggressive negotiation tactics from buyers
  • (10:30) Stuart’s top three negotiation strategy dos and don'ts
  • (13:38) Real-world example of applying strategy and tactics in a high-stakes deal

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0:00 24:09

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

Hosts
Paul Watts
Guests
Jeanette Nyden
Keywords
collaborative negotiation strategies tactics high-stakes deals relationship building shared goals negotiation strategy negotiation tactics aggressive behaviors

In this episode of Sales Reinvented, Jeanette Nyden, a seasoned expert with over 20 years of experience in drafting and negotiating complex contracts, explores the power of collaboration in negotiation. She shares her insights on how adopting a collaborative mindset can lead to more successful and mutually beneficial outcomes in high-stakes deals. 

Whether you're negotiating with customers, suppliers, or partners, Jeanette’s approach emphasizes building relationships and aligning shared goals to achieve success. From understanding the balance between strategy and tactics to learning how collaboration can counter aggressive behaviors, this episode will equip you with practical tips to navigate negotiations with confidence and integrity.

Outline of This Episode

  • (1:00) Jeanette defines the difference between negotiation strategy and tactics
  • (2:44) Jeanette’s go-to negotiation strategy for high-stakes deals
  • (3:57) Jeanette’s three favorite negotiation tactics for leveraging tough deals
  • (6:10) Normative leverage and how it applies to collaborative negotiations
  • (7:35) The role of planning in developing negotiation strategies and tactics
  • (8:51) How do you determine the most effective negotiation strategy?
  • (11:16) Recognizing and countering aggressive negotiation tactics
  • (15:24) Jeanette's top three negotiation do's and don'ts
  • (18:53) Navigating a sticky real-world negotiation 

Resources & People Mentioned

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0:00 26:10

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

Hosts
Paul Watts
Guests
Phil Brown
Keywords
negotiation strategy tactics procurement high-stakes deals aggressive negotiation psychology of negotiation planning emotional responses

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 procurement, Phil shares his wealth of knowledge on the nuances of negotiation strategy and tactics. Whether you’re negotiating high-stakes deals or everyday contracts, Phil’s insights will equip you with the tools to make confident, effective decisions and outmaneuver tricky negotiation tactics.

Phil walks us through the key distinctions between strategy and tactics, the power of asking the right questions, and how to navigate aggressive negotiation styles with finesse. He also explains the psychology behind anchoring and shares simple but powerful tactics, like using odd numbers and summarizing, to create an edge in negotiations.

Outline of This Episode

  • (1:10) What’s the difference between negotiation strategy and tactics?
  • (2:06) Phil’s go-to negotiation strategy for high-stakes deals
  • (3:34) The top three negotiation tactics Phil swears by
  • (6:35)) The role of planning in negotiations
  • (7:56) The different strategies used in complex sales
  • (10:41) Handling emotional responses in negotiations and why staying calm is key
  • (15:06) Phil’s Do’s and Don’ts in negotiation strategy and tactics
  • (20:03) How odd numbers made a big impact on the outcome of a negotiation

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0:00 15:51

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

Hosts
Paul Watts
Guests
Scott Chepow
Keywords
preparation negotiation strategies tactics planning conditioning favorable outcomes high-stakes deals

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, Scott Chepow, a global negotiation strategist, dives into the critical role preparation plays in successful negotiations.

 Scott shares how planning, understanding the stakes, and conditioning your counterpart are the cornerstones of securing favorable outcomes. Whether you’re closing a major deal or navigating everyday discussions, Scott’s insights will equip you with the tools you need to approach every negotiation with confidence and strategic foresight.

Outline of This Episode

  • (0:58) The difference between negotiation strategies and tactics
  • (2:36) Scott’s go-to strategy for high-stakes deals: The growth strategy
  • (3:20) Scott reveals three of his most effective negotiation tactics
  • (4:32) The importance of planning in negotiation
  • (5:47) Understanding the role of conditioning in negotiation
  • (6:30) The most effective negotiation strategy to use
  • (8:16) Recognizing and countering aggressive negotiation tactics
  • (10:26) Scott’s do’s and don’ts of negotiation strategy and tactics
  • (12:23) Showcasing the power of planning and communication

Connect with Scott Chepow

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Ratings

Global:
4.9 rating 47 reviews

Canada

5.0 ratings 31 reviews

USA

4.6 ratings 14 reviews

UK

5.0 ratings 2 reviews

Ireland

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