Episodios

  • 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.

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    • Randy Neufeld on LinkedIn

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

    How Exercise and Well-Being Drive Sales Confidence and Motivation, Ep #482
    Nov 26 2025

    Managing energy through fitness is vital for sales success, as Steve Whittington, President of Roadmap, go-to-market strategist, and mountain climber, well knows. Steve offers insights into the routines and habits that boost resilience, focus, and motivation in this demanding profession.

    From lead climbing and HIIT training to the importance of making fitness sacred, Steve highlights how prioritizing well-being can directly impact confidence, stress management, and ultimately, sales results.

    Steve shares actionable tips on bringing your best self to every client interaction, and shares a real-world example tying peak physical achievement to peak sales performance.

    Outline of This Episode
    • [00:00] Physical fitness is crucial for energy management & professional performance.
    • [09:21] Prioritize exercise even amidst a busy schedule.
    • [10:36] Staying fit while traveling.
    • [14:20] Create a committed routine with an accountability partner to improve consistency.
    • [17:05] How climbing Everest boosted Steve's professional career.
    The Energy-Confidence Connection

    For Steve Whittington, physical fitness is a lifelong foundation for managing energy and building unshakeable confidence. "When it comes to performance in a professional setting," Steve says, "having the right level of energy to draw from for the challenges that you're up against is critical." Regular exercise across flexibility, strength, cardio, diet, and sleep is his formula for sustainable energy and composure under pressure.

    We all know that confidence is infectious in sales. When you believe in yourself, your product, and your organization, buyers sense it, and they feed off it. For Steve, the discipline instilled through fitness translates directly to the sales floor, enabling professionals to be "always on" in fast-paced environments.

    Anchoring Success with Daily Fitness Habits

    Steve's approach to physical well-being has evolved with age, but consistency remains a key factor. Stretching every morning primes his energy and focus for the day ahead. He trains five to six days a week, ensuring he hits all the "pillars" of health. But the most energizing routine for him is lead climbing, an intense form of climbing where you clip in as you ascend, demanding total focus and delivering a powerful sense of accomplishment when finishing a route. It's all about focus and stillness, as they both give a physical and mental recharge that's hard to match.

    Three Habits for Sales Resilience

    When it comes to specific, actionable fitness habits that boost sales performance, Steve offers three clear favorites:

    • HIIT Training Twice a Week: High-Intensity Interval Training gives a strong foundation for overall strength and endurance.
    • Consistent Morning Stretching: This sets a positive tone and sharpens focus at the start of each day.
    • Early Morning Movement: Whether it's running, hitting the gym, or another routine, getting moving before work has been transformative for Steve, creating momentum and energy that carries into his professional life.
    Overcoming the Salesperson's Fitness Dilemmas

    A common complaint among sales professionals is the lack of time for exercise, especially for those who are frequently on the road. Steve's solution is to make fitness non-negotiable and integrate it into your lifestyle. If you're traveling, scout gyms or running routes in advance, if possible, structure your work, like picking offices near your gym or walking routes, to bake physical activity into your day.

    Accountability partners, sacred routines, and progress tracking are all vital tools to make these habits stick. Improving your fitness powers your energy; it also helps you manage stress and sustain long-term motivation. After all, you can't be your best version for others if you're not taking care of yourself first.

    Connect with Steve Whittington

    • Steve Whittington on LinkedIn

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

    Simple Fitness Changes for Salespeople on the Go, Ep #481
    Nov 19 2025
    Ian Cartwright thrives on maintaining headspace through disciplined organization, both physically and mentally. Drawing inspiration from his training routine, he likens his approach to rowing—focusing on executing every stroke perfectly rather than worrying about the outcome. For Ian, success in sales, much like athletic performance, comes from controlling the controllables: dedicating time to preparation, fitness, and structure. By keeping his environment and routines in order, Ian believes the desired results will naturally follow.Joining me is Ian, a New Zealand-based sales coach, speaker, and author of "The Six Fundamentals of Sales Know How To." Known for his clear, actionable advice, Ian shares how structured fitness routines can sharpen mental resilience, increase motivation, and help you achieve that all-important sense of accomplishment—even in the face of sales' toughest challenges. From 5:15 a.m. gym sessions to mastering the art of "keeping the water up," Ian reveals the habits that fuel his energy and productivity, both in his business and his life as a masters rower. Whether you're a road warrior battling travel temptations or simply searching for ways to boost your daily focus, this episode is packed with practical tips and real-world wisdom to help you bring your A game—physically and professionally. Outline of This Episode [00:00] Career benefits of a morning gym routine[04:16] Ian's fitness and hydration habits[08:22] Prioritize your health because it's constant[10:53] Three key essentials for wellbeing: Exercise three times a week, find quiet time for reflection, and maintain proper nutrition[11:08] Fresh air and quiet space allow you to collate your thoughts [13:01] Improve creativity and professional performance by getting fitter and altering your relationship with alcohol Fitness as Mental Fitness Ian Cartwright emphasizes that fitness isn't just about looking good—it's about sharpening your mental edge. He likens sales to rowing, an activity he's passionate about: "You can't control the outcome, but you can try and execute 200 perfect strokes." In both sales and sport, discipline over your activities—preparation, practice, routines—matters more than fixating on results. He recommends: Early Morning Workouts Whether at home or traveling, Ian makes it a point to visit a gym; this consistency sets the tone for his entire day. Hydration Keeping the water up—especially in a profession built on back-to-back meetings and endless coffee—is vital. Dehydration quickly leads to mental fog, sapping focus and productivity. Rowing (Erging) As a master rower, Ian includes long sessions on the rowing machine. This routine not only works the body but also provides extended periods for thinking and processing, combining physical exertion with creative reflection. Well-Being in High-Pressure Sales Sales can be a grind. Targets are moving, deals take time, and rejection is part of the territory. That's why Ian sees fitness as an essential part of resilience. Physical health helps salespeople bounce back, stay persistent, and "top up their tank"—staying sharp and ready for opportunities. He draws clear parallels between celebrating small gains in fitness (lifting an extra kilo, running a little further) and maintaining consistent sales activities. Both reinforce confidence and momentum. Common Challenges—and How to Overcome Them Travel, social gatherings, and high-pressure environments often undermine healthy habits. Ian humorously refers to these hazards as "buffets, booze, and bum warming," highlighting the sedentary and indulgent lifestyle that salespeople can fall into. His antidote is kindness and realism. Don't set yourself up to fail; start with attainable routines—three workouts a week, daily hydration, and making time for fresh air and reflection. Don't compare yourself to others; focus instead on what you can control. Recognizing Burnout and Countering the "Fog" Fatigue and burnout manifest as mental fog and unproductive days. The key, says Ian, is knowing your own rhythms and triggers: "If you know your own rhythm, then you can set yourself up better for success." If you miss a session or slip up, avoid self-criticism—just get back on track the next day. Sales isn't just a numbers game—it's a human endeavor. Prioritizing physical health, nurturing routines, and cultivating a resilient mindset transforms how you show up, both for your clients and for yourself. So lace up your trainers, fill up your water bottle, and invest in your most important sales asset—yourself. Resources & People Mentioned Admiral William H. McRaven The 6 Fundamentals of Sales Know-How Ian Cartwright — The Practical Sales Academy Connect with Ian Cartwright Ian Cartwright 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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    17 m
  • Small Fitness Habits, Big Sales Wins, Ep #480

    Small Fitness Habits, Big Sales Wins, Ep #480
    Nov 12 2025
    There's a powerful link between physical fitness and professional sales performance, and my guest, Nick Kane, founder and managing partner of Janek Performance Group, joins me to dig into the details this week. With over 25 years of experience, Nick shares compelling insights on how building healthy habits and maintaining physical well-being can sharpen your focus, increase energy, boost confidence, and fortify resilience—essentials for thriving in the demanding world of sales. From morning routines and movement throughout the workday to the importance of treating health as an investment, Nick doesn't just talk the talk—he walks the walk, sharing his personal story of losing 80 pounds and how that transformation supercharged both his personal and professional life. Whether you're struggling to find time for fitness or looking for inspiration to up your performance game, this episode is packed with actionable advice and motivational tips to help you align your well-being with your sales success. Outline of This Episode [00:00] Exercise regularly for discipline, energy, and mind-body connection[04:26] Morning exercise, micro breaks, stretching, and standing while working boost focus and energy[06:38] Sedentary lifestyle from remote work causes physical stress[10:22] Treat health as an investment, prioritize consistency in physical activity, and integrate sustainable habits into your lifestyle[13:24] Nick's story of learning consistency and resilience through fitness[14:51] Treat health like an investment, not an expense The Science-Backed Connection: Fitness Fuels Sales Results Physical fitness has an impact on your life in general and, more importantly, on your performance—whether that's in sales or other roles. Why? For starters, boosting your health elevates your overall energy, raises your stamina for those marathon days, and sharpens focus. Kane points out that fitness isn't just about appearance; it's about maintaining your "energy and stamina, which directly translates into sharper focus and endurance during long work days." But that's not all. Exercise is proven to increase blood flow to the brain, supporting memory, problem-solving, and creative thinking. In sales, where thinking on your feet is critical, these mental benefits translate to stronger presentations, negotiations, and relationship-building with clients. Most importantly, maintaining fitness builds something crucial for any salesperson: resilience. As Nick explains, the discipline required by consistent exercise creates "mental toughness," helping professionals push through setbacks both in the gym and at work. Real-World Habits for Sales Professionals You don't need to be a marathon runner to see results. Nick shared the four pillars of his personal wellness routine, easily adaptable for any high-performer: Strength Training: Beyond the physical benefits, Kane finds strength training to be a motivating reminder that "progress is earned through consistency." Repeated action, not occasional bursts, builds both muscle and momentum—for your body and your business.Morning Movement: Starting each day with a walk or light exercise, especially getting outside within 30 minutes of waking, can set the tone for clarity and focus.Active Networking: Nick is a fan of pickleball—not just for fitness, but also for building meaningful and energizing relationships with others.Sauna and Recovery: Prioritizing recovery with practices like sauna use helps with relaxation, reduces stress, and improves sleep—fueling productivity and emotional balance the next day. Nick's favorite daily routines also include micro-breaks, stretching, and maximizing time on his feet during work hours—all simple ways to stay energized and engaged. Overcoming the Common Obstacles What holds most sales professionals back from better fitness? The top two culprits are no surprise: a sedentary lifestyle and a lack of time. With remote work more common, it's easy to stay glued to a desk. Nick advises creative solutions, like scheduled movement breaks, standing desks, and integrating activity into daily routines (even as simple as parking farther away from the office entrance). He emphasizes that the key isn't perfection—it's consistency. Choose activities you enjoy and can realistically sustain. "Small, repeatable habits always beat sporadic intensity." Spotting the Warning Signs and Reclaiming Your Edge How do you know when poor habits are affecting your professional life? Classic symptoms include fatigue, irritability, brain fog, excessive reliance on caffeine, and disengagement at work. The first step to improvement is recognizing these trends before they impact your sales numbers—or your well-being. Sleep should be non-negotiable. Combined with sensible nutrition, moderation in lifestyle choices, and regular recovery, better habits compound over time, powering both mind and body. Performance Do's and Don'ts Nick's top three "do's": Treat health as an ...
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    17 m
  • Morning Routines That Boost Sales Energy and Focus, Ep #479

    Morning Routines That Boost Sales Energy and Focus, Ep #479
    Nov 5 2025
    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 powerful link between physical fitness and sales performance. Mark shares personal stories and actionable insights, drawing from decades of experience, including his global speaking and best-selling books like "A Mind for Sales" and "High Profit Prospecting." We explore how daily fitness habits foster energy, resilience, and relentless discipline—essential ingredients for thriving in the demanding world of professional sales. You'll hear real-world examples of how consistency in health routines translates directly to consistency and high-level achievement in sales, along with practical tips to help you start strong, stay motivated, and sharpen your competitive edge. Tune in as we challenge assumptions, debunk myths, and uncover why taking care of yourself just might be the ultimate sales superpower. Outline of This Episode [00:00] Making life changes to help others as a salesperson [04:14] Consistency in morning routines boosts focus and productivity throughout the day[07:30] Connection between self-care and the ability to care for clients and others[09:17] Fittest individuals outperform less fit versions of themselves[12:24] Scheduling workouts in the morning ensures discipline and consistency[14:37] When you're disciplined with your physical fitness routine, you're much more disciplined with everything else[20:16] Perseverance in sales mirrors workout persistence How Physical Fitness Powers Elite Sales Performance What if one of the most powerful tools for sales success is actually outside the boardroom and starts in your own living room or at the gym? Mark Hunter has observed firsthand how physical fitness isn't just about looking good—it's about performing better. He outlines the direct benefits: increased energy, sharper listening skills, better time management, and confidence. For Mark, starting each day with a fitness routine is non-negotiable. When you're physically fit, you are far more productive with how you use your time. This productivity transfer is crucial in sales, where consistent effort compounds into extraordinary results. Mark associates his discipline in fitness directly with his ability to maintain consistency in prospecting, following up, and closing deals. If you can't be consistent with how you treat yourself, you won't be consistent throughout the day. There's a feedback loop between self-care and professional reliability. Mark Hunter's Morning Blueprint for a Winning Day Mark doesn't just advocate for fitness—he lives it. His daily morning routine begins two hours before his first "official" work activity. In that time, he lifts weights for around 13-14 minutes, does 100 sit-ups, and runs two to three miles. This isn't about setting world records but about setting himself up for success. What's interesting is his multitasking approach: during workouts, he regularly listens to podcasts at double speed, sharpening his focus and learning as he trains his body. There's also a crucial mental component—time for meditation and gratitude—which Mark credits with helping him stay grounded and positive. The Ripple Effects: Fitness and Emotional Resilience Beyond physical health, Mark outlines how exercise strengthens mental resilience and stress management—the unsung heroes of sales performance. He admits there are days when motivation lags or the routine feels tedious, but consistency pays off in unexpected ways. The discipline to show up for himself each morning translates directly to discipline in client interactions and follow-through. Paul adds his own experience: if he skips his morning swim, patience decreases and excuses creep in. Both agree that morning routines eliminate the possibility of procrastination and help salespeople develop the resilience to weather rejection and setbacks that the job inevitably brings. Discipline, Not Perfection One of the most prevalent challenges sales professionals face is just "finding the time." Mark's advice: Schedule self-care like you would any critical business appointment. Putting exercise first reduces the risk that the demands of the day will crowd it out. Whether it's a run, swim, or other activity, consistency is the secret weapon. For those who worry they're shortchanging work for fitness, Mark flips the narrative: investment in well-being pays immediate dividends in energy, productivity, and creativity. Sales, after all, is a game of stamina. Your Health Is Your Edge Maybe you're not training for a marathon. Maybe you don't see yourself as an athlete. But, as both Paul and Mark emphasize, the fittest, healthiest version of yourself will always outperform the least fit version. The key takeaway? "If you can't be disciplined with yourself, why are you in sales?" Mark asks. "Success comes from discipline." Consistent self-care—mental, emotional, and physical—isn't just "...
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    23 m
  • How Fitness Habits Drive Sales Success, Ep #478

    How Fitness Habits Drive Sales Success, Ep #478
    Oct 29 2025
    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 wellbeing. Early in her career, Karen set herself apart not just through her expertise, but through the discipline of starting each day with a run. Her colleagues quickly came to recognize that when she arrived fresh from her morning exercise, Karen was "unstoppable." This daily ritual gave her mental clarity, energy, and stamina for the long days and tough meetings ahead. Unlike others who needed a caffeine boost by midafternoon, Karen found that her early workouts enabled her to "play the long game," both day-to-day and over the course of her career. With over 25 years of experience helping sales teams break through stalled opportunities, Karen shares how her personal fitness routines have fueled her energy, mental clarity, and resilience throughout her sales career. From her "3R velocity system" to her favorite habits like running, weightlifting, yoga, and even pickleball, Karen reveals practical strategies any sales professional can use to boost productivity, manage stress, and approach challenges with a fresh perspective. Tune in as Karen and Paul discuss how simple lifestyle choices can differentiate you in today's demanding sales environment and help turn stuck deals into closed opportunities. Outline of This Episode [0:00] Sales and wellness connection[5:45] Yoga enhances self-awareness and relaxation, helping salespeople become more present and attentive to customers' needs[8:10] Morning routine for stress prevention[10:04] Walk outside for fresh air and sunlight to reset energy and improve focus[13:53] Encourage feedback for self-awareness and alignment with goals, values, and growth[19:39] Exercise creates mental clarity by shifting energy and offering a new perspective Blending Wellness with Sales Mastery Sales is a demanding profession – one that tests your resilience, energy, and emotional intelligence every single day. Yet, beyond scripts, strategies, and quotas, there's a powerful connection between physical fitness and sales success. Over her 25-year career, Karen Kelly has noticed that days starting with a morning run or workout often shape her ability to tackle challenges with clarity, stamina, and creativity. Those who incorporate fitness into their lives gain more than just a healthy body – they outlast colleagues when it comes to focus, energy, and resilience. Physical movement isn't an indulgence or a side activity; it's a strategy to "play the long game" in both sales and life. Builds stamina for marathon sales cycles, fuels creativity for problem-solving, and cultivates a steady and positive mindset. Fitness Habits that Drive Focus, Creativity, and Resilience Karen's holistic approach to fitness includes running, weightlifting, yoga, and even pickleball. Each serves a different purpose, and together, they create a toolkit for managing the highs and lows of sales. Running: Long runs are meditative, offering a chance to process setbacks, replay conversations, and spark new ideas (including stories for keynotes and fresh approaches for client demos). Speed workouts and hill training, meanwhile, teach her to push through discomfort, building the inner belief that "I've got this" – a transferable confidence in high-pressure sales situations.Weightlifting: Progressing "even though it's incremental" in lifting heavy trains mental resilience. The grit it takes to finish that last rep translates directly to pressing 'send' on tough emails or making that follow-up call.Yoga: For high-energy, often Type A salespeople, yoga is a grounding force. Practicing stillness and checking in with yourself improves self-awareness – a necessary skill for tuning into clients' unspoken needs during conversations. As Karen observes, "When you can get your own needs in check, you can be others-focused, you can tune in, you can pick up on the spoken and the unspoken."Pickleball and Play: Sometimes, you need levity and fun. Karen recommends activities that activate childlike joy, helping you bring natural energy, pattern-interrupts, and likability to client interactions – making you a differentiator in a crowded market. Managing Stress and Avoiding Burnout Burnout and stress are endemic in sales. Karen is adamant: the answer is not to react to stress, but to prevent it through proactive self-care. A morning workout instills a sense of control, elevates mood, and primes you for constructive, others-focused selling. Daily movement, hydration, fresh air, and smart nutrition keep energy levels high and mental clarity sharp. Journaling complements the physical routine, providing a mindfulness check and helping salespeople track patterns, process triggers, and practice gratitude. Overcoming Common Sales Lifestyle Hurdles Many sales professionals fall into the trap of all-day screen time, lack of sunlight, dehydration, and a sedentary routine – all of ...
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    22 m
  • Why Strong Bodies Build Better Sales Careers, Ep #477

    Why Strong Bodies Build Better Sales Careers, Ep #477
    Oct 20 2025
    This week on the show, we welcome Denis Champagne—a trilingual sales coach, elite athlete, and creator of the Body Business Balance framework—for a powerful conversation all about the link between physical fitness and sales performance. Drawing on over 35 years of experience in international sales leadership and coaching, Denis shares how athletic discipline, strength training, and healthy lifestyle choices can transform not only your personal well-being but also your professional sales results. From the value of discipline over motivation, to practical advice on building resilience and maintaining focus, Denis offers actionable insights for sales professionals who want to perform at their best without burning out. This episode is packed with inspiration to help you strengthen both your body and your career. Outline of This Episode [00:00] Using fitness enhance sales performance without burnout[05:26] Sales and fitness both require doing disliked tasks for greater benefits.[07:07] Encourage clients to clarify their goals to inspire self-motivation and decision-making [10:13] Community and self-care help manage life's challenges[11:13] Denis' top three fitness and performance dos and don'ts[12:44] A real-world example of improving sales performance through physical fitness The Overlooked Link: Fitness and Elite Sales Performance Sales is often seen as a mental game—strategy, psychology, and persuasion take center stage. But Denis reframes fitness as more than exercise—he defines it as the ability to navigate your life with more resilience, sustainability, and leverage. Translate that to sales, and it's easy to see the overlap: high-performing salespeople serve others best when their own bodies and minds operate optimally. Sales is fundamentally about serving others. When we neglect our health, we lose the capacity to serve our clients well. You can't sell "at your best" if you're rundown, fatigued, or lacking motivation. Lift Heavy, Eat Real, Sleep Deep What fitness practices create the biggest impact? Denis leans heavily into the importance of strength training, a lesson carried from his days as a gold-medal squash player and still relevant today. Maintaining muscle and strength is important as we age, he says—both for longevity and for keeping your edge in high-pressure fields like sales. His formula is simple: Lift heavy.Eat real food.Sleep well. Denis's approach to nutrition is simple: If it has more than two ingredients or your great-grandmother wouldn't recognize it, it's not real food. This approach demystifies healthy eating, making it easier to adopt a well-balanced diet. Discipline Over Motivation: The Secret Driver of Consistent Success A recurring theme in the episode is the distinction between motivation and discipline. Both in fitness and sales, motivation is fleeting—what matters most is the discipline to act even when you don't feel like it. Discipline is about doing what you need to do, regardless of how you feel, Denis explains.This lesson carries profound importance for salespeople. Prospecting, cold-calling, or other less-loved tasks are akin to tough gym sessions; they're rarely fun, but crucial. Clarity of why ensures discipline takes over when motivation fades—Denis cites research where "why" was deemed the single most important word in the English language. Community, Consistency, and the Value of Now Sales, like fitness, can be isolating. Denis urges professionals to connect with supportive communities—whether fellow athletes, peers, or accountability groups. Sharing progress, celebrating personal bests, and rallying together builds positive momentum and fortifies against burnout. Don't wait too long to make changes; life moves quickly, and postponing hard but beneficial changes only makes them harder later. Embrace challenges today, and you'll age—and sell—with greater vitality and ease. Fitness as a Foundation for Achievement Denis closes by sharing a real-world example of a coaching client who became a world champion swimmer while building a thriving private counseling practice. The consistent planning and rigorous routine required by athletic training mirrored and strengthened his business habits. As Denis wisely notes, "How you do one thing is how you do everything." Physical fitness is an investment in your professional edge. Appreciate your life, strive to be stronger, take on the tough challenges—and remember that your discipline in the gym shows up in your sales numbers. Selling is about serving, but to truly serve others, you must first care for yourself. That's the real win-win. Resources & People Mentioned Lotus Communications Connect with Denis Champagne Denis Champagne 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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    16 m
  • Managing Stress and Burnout on the Road Through Healthy Habits, Ep #476

    Managing Stress and Burnout on the Road Through Healthy Habits, Ep #476
    Oct 15 2025
    Renowned negotiation strategist Dr. Keld Jensen—ranked among the top three negotiation experts globally and author of 27 books, including the upcoming "The Smart Negotiator" joins me on the show to shine a spotlight on the powerful link between physical fitness and professional sales performance. As someone who spends more than 200 days a year on the road advising governments and Fortune 500 companies, Keld brings invaluable personal insights on how exercise, nutrition, sleep, and even fasting keep him sharp, resilient, and creative—no matter the demands of travel or high-stakes negotiations. Tune in as Keld shares his favorite fitness routines, strategies for managing stress and avoiding burnout, and his top dos and don'ts for thriving in a demanding sales career. Whether you're a sales veteran or just starting out, you'll walk away with actionable tips on fueling your professional success through better physical and mental well-being. Outline of This Episode [00:00] Top fitness practices for enhancing performance, especially while traveling.[03:39] Fasting a few times a year cleanses the body and clears the mind.[09:19] Irregular schedules can lead to poor diets.[11:59] Prioritize sleep, daily exercise, nutritious food, and avoid glorifying busyness at the cost of well-being.[14:36] Daily exercise for energy and focus. How Physical Fitness Drives Performance in Professional Selling It's easy to picture a successful salesperson as someone who masters negotiation, builds relationships, and closes deals. But as Keld Jensen points out, there's an often-ignored, vital ingredient behind many of these successes: physical fitness. Fitness sharpens both body and mind, building resilience, enhancing mental agility, and helping professionals process complex information and stress with greater clarity. Self-discipline is a core value shared across high achievers; the discipline required to maintain a fitness routine often mirrors the rigor necessary for sales success. Whether in the gym or at the negotiation table, consistency and commitment make the difference. Managing Energy on the Road For sales professionals, travel is a way of life—but it comes with its own set of health challenges. Keld, who spent 211 days away from home last year alone, shares firsthand how difficult it can be to maintain healthy habits amidst jet lag, poor food choices, and long hours. To combat this, he relies on simple yet effective routines: regular exercise (favoring running for its minimal equipment), practicing intermittent fasting for mental clarity, and using conscious breathing exercises to lower stress. Keld recommends fasting with fruit and tea for at least three to five days twice a year, especially before major creative projects. This practice, he claims, not only cleanses the body but also dramatically improves mental sharpness—a critical asset for anyone in high-stakes sales or negotiation. Building Daily Fitness Habits Even amidst relentless travel, Keld commits to running three miles each morning—a habit chosen for its practicality and positive impact. "It becomes the essential part of my day," he notes, stressing the importance of movement, even if just a walk or a stretch, to break up long periods of inactivity. His second key practice is taking "micro breaks" during work: stretching, walking, and resetting posture to help reset energy and counteract jet lag. Lastly, he emphasizes the protective power of sleep—something sales professionals often overlook. Protecting sleep is the most important thing, as structured, sufficient rest equals sharper performance. Turning Exercise Into a Competitive Advantage Physical health is more than a "nice-to-have." It's central to managing stress, maintaining motivation, sustaining high performance, and making rational decisions. Keld likens the effects of accumulated stress to "unbalanced concessions in a deal"—if left unchecked, both can lead to collapse. Treat fitness as your personal balancing tool. On days when he skips his morning workout, Keld finds himself more stressed and less effective. Simply put: you can't negotiate—or sell—well if you're running on empty. Strategies for Overcoming Lifestyle Challenges Salespeople face real hurdles: long hours, irregular schedules, poor diet, and the ever-present pressure to perform. Keld admits he once survived on coffee alone, only to realize—painfully—the limits of youth and the importance of real nutrition. His advice is that you shouldn't gon't glorify busyness at the cost of wellbeing. Instead, establish recovery rituals (think: movement, hydration, short walks, and the occasional gentle detox) and listen carefully for signs of burnout, such as a short temper, poor decision-making, and dwindling concentration. Practical Do's and Don'ts for Sales Professionals Keld closes with actionable wisdom: Do: Prioritize sleep—defend it fiercely.Move daily, beyond the basics of commuting.Fuel your body with ...
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