Sales Reinvented

Paul Watts
  • 4.6 (14)
  • CAREERS
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Sales Reinvented

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.

  1. 6D AGO

    Balance Competition and Cooperation Instead of Compromise with Dr. Joshua Weiss

    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 ability to balance competition and cooperation in high-stakes negotiations, which allows negotiators to reach optimal agreements without compromising on key objectives.  He walks us through the difference between strategy and tactics in negotiations and emphasizes the importance of approaching negotiations as opportunities for problem-solving. Rather than focusing on compromises, Dr. Weiss advocates for a strategic balance that allows both parties to achieve their goals while fostering long-term relationships.  He shares his top negotiation tactics, including adaptability, radical empathy, and prioritizing collaboration over quick fixes. Tune in as we explore how to approach negotiations with clarity, confidence, and a mindset geared toward achieving meaningful outcomes. Outline of This Episode (0:00) Introduction to Dr. Joshua Weiss (1:00) The Difference Between Strategy and Tactics in Negotiation (4:30) Top Three Negotiation Tactics (7:45) Planning and Role-Playing for Successful Negotiations (9:10) Most Common Negotiation Strategies (13:00) Counteracting Aggressive Negotiation Tactics (15:45) Joshua’s Top 3 Dos and Don’ts in Negotiation (18:50) Applied Strategies in Real-life Experience Resources & People Mentioned Getting to Yes: Negotiating Agreement Without Giving I Getting Back to the Table: 5 Steps for Reviving Stalled Negotiations Connect with Dr. Joshua Weiss Joshua Weiss Negotiation & Conflict Resolution Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

    23 min

  2. JUN 4

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

    Most people–even most salespeople—walk into a negotiation focused on what they want. They’re thinking about numbers, margins, and commission. But that lens makes it easy to miss the real levers that move a deal forward. Lisa Earle McLeod breaks down why effective negotiators don’t start with tactics—they start with the other person’s world. What do they care about? What are they under pressure to deliver? What does a win look like for them? By grounding the conversation in outcomes that matter to the buyer, salespeople can create more alignment, trust, and momentum.  Lisa shares how front-loading value and clarity early on often removes the need for drawn-out back-and-forths later. And when tension rises, the prep work you did—mapping out their goals, not just your own—is what keeps your lizard brain from hijacking the moment. Negotiation becomes less about squeezing out a win, and more about making it easy for the other side to say yes. Outline of This Episode (0:00) Introduction to Lisa Earle McLeod (02:57) How to Avoid Negotiating on Price (05:35) Trust-Based Negotiation Tactics (08:25) Why Negotiation Planning Matters (10:34) How to Avoid Manipulative Sales Tactics (13:49) Dealing With Aggressive Buyers (17:07) Real-World Negotiation Example Resources & People Mentioned Lisa Earle McLeod’s website Selling with Noble Purpose Connect with Lisa Earle McLeod Connect 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

    23 min

  3. MAY 28

    Strategies and Tactics to Drive Value and Close Deals with Sonia Dumas

    What determines value in your company? What should founders be asking themselves regarding pricing to determine value in their company? How do you know an effective negotiation strategy? On today’s episode, Paul Watts welcomes back Sonia Dumas. Sonia is a selling strategist, entrepreneur, and co-author of The Market Ownership Method: 7 Proven Principles and One Profitable Plan for Higher ROI Clients. Sonia has worked with industry giants like Intuit, Investopedia, Starwood, and Marriott, just to name a few. Today she will discuss experience-based negation strategies and effective negation tactics. Outline of This Episode (0:00) Introduction to Sonia Dumas (1:15) The Difference Between Strategy and Tactics in Negotiation (4:45) Sonia’s Most Effective Negotiation Strategy (9:55) Planning for Successful Negotiations (11:30) Managing Complex Sales: Simplify (13:00) Counteracting Aggressive Negotiation Tactics (15:00) The Top Three Negotiation Dos and Dont’s Resources & People Mentioned The Market Ownership Method: 7 Proven Principles and One Profitable Plan for Higher ROI Clients Connect with Sonia Dumas Sonia Dumas - WOMEN Sales Pros Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

    22 min

  4. MAY 21

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

    According to experienced coach and emotional intelligence expert Nicole Soames, founder and CEO of Diadem, ambition is the strategy that helps people get the most out of their negotiations.  Nicole joins Paul on the show to unravel the complexities of negotiation and explore everything from the critical differences between strategy and tactics to practical ways to prepare and plan for high-stakes deals.  With over 30 years of experience, Nicole shares her expert insights on maintaining emotional intelligence, the power of ambition in negotiations, and how to effectively navigate and counter those challenging tactics often used by professional buyers. Tune in to this episode if you’re ready to revolutionize how you approach negotiation conversations.  Outline of This Episode (00:00) Understanding Negotiation Strategy Dynamics (05:04) Ambition is the Key to Successful Negotiations (07:52) Negotiation Strategy: Anticipate and Balance (11:16) Effective Negotiation Planning Tips (13:44) Emotional Intelligence in Sales (17:48) Tactical Negotiation Awareness (19:41) Negotiation Tactics, Including Spot and Deflect (23:32) Everyday Negotiations Build Skill Resources & People Mentioned Maya Angelou  Connect with Nicole Soames Nicole Soames on LinkedIn  Diadem Performance  Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

    26 min

  5. MAY 14

    How to Leverage Emotional Intelligence in Negotiation with Susan Borke

    Your sales strategy gives you direction and frees up mental bandwidth, so don’t undervalue the importance of strategic planning before negotiations start.  In this episode, I welcome back Susan Borke, a Negotiation Strategist, who shares the critical elements of negotiation strategy and tactics and how to prepare effectively and confidently engage in high-stakes deals. We explore the importance of preparation, understanding your counterparty’s interests, and the power of active listening in shaping successful negotiation outcomes.  We also discuss common negotiation strategies used in complex sales and how to identify and address aggressive tactics with emotional intelligence. Susan shares personal experiences and offers practical tips to enhance your negotiation skills, ensuring all parties walk away happy.  Outline of This Episode (00:00) Introduction to Susan Borke (06:14) Effective Negotiation Preparation Strategies (09:44) Embrace Diverse Perspectives in Sales (12:22) Understanding Clients' Perspectives in Negotiations (13:55) Recognizing and Disconnecting from Aggressive Negotiation Tactics (19:39) Negotiating Job Title and Staffing (21:07) Do Your Research and Determine Whether What You’re Offering Fits Resources & People Mentioned Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury, and Bruce Patton Connect with Susan Borke Susan Borke on LinkedIn  BorkeWorks  Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

    22 min

  6. MAY 7

    Mastering Price Negotiation: Strategies and Tactics with Joanne Smith

    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 into the world of price negotiation, sharing her proven strategies and tactics for navigating tough pricing conversations. Whether you're dealing with price pressure or high-stakes deals, Joanne’s expert insights will help you confidently handle price negotiations and ensure you get the value you deserve. Outline of This Episode (0:52) What are the key differences between negotiation strategy and tactics? (1:58) How should companies adapt their pricing strategies during times of uncertainty? (3:50) Joanne’s go-to negotiation strategy for high-stakes deals (5:45) Joanne’s three favorite negotiation tactics (9:13) How important is planning in negotiation strategy and tactics? (10:35) Common negotiation strategies (and choosing the best to use)  (14:40) How can salespeople recognize and counter aggressive negotiation tactics? (17:15) Joanne’s top three negotiation strategy and tactics dos and don’ts (19:37) Can you share a real-world example of a successful negotiation? (15:00) What role does integrity and fairness play in successful negotiations? Connect with Joanne Smith Connect 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

    25 min

  7. APR 30

    Building Stronger Relationships Through Negotiation: Insights from Mike Figliuolo

    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 ongoing success? In this episode, Paul Watts sits down with Mike Figliuolo, founder of Thought Leaders LLC, to explore how fostering relationships during the negotiation process can lead to more fruitful, long-term partnerships. Mike, a seasoned leader with a background in both the military and corporate America, shares how he’s applied relationship-building strategies in high-stakes negotiations to ensure long-term success for both parties involved. Outline of This Episode (0:00) Introduction to Mike Figliuolo (1:40) The Difference Between Strategy and Tactics in Negotiation (2:31) Mike’s Go-To Negotiation Strategies (3:37) Top Three Negotiation Tactics (5:59) Planning and Role-Playing for Successful Negotiations (7:06) Managing Complex Sales: Breaking Deals into Smaller Components (8:49) Counteracting Aggressive Negotiation Tactics (10:56) Top 3 Negotiation Strategy and Tactics dos and don’ts (14:41) The Importance of Relationships in Negotiation Resources & People Mentioned LinkedIn Learning Connect with Mike Figliuolo Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

    21 min

  8. APR 23

    Creating Healthy Friction: The Key to Mastering Negotiations with Saad Saad

    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 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) Saad’s go-to negotiation strategy for high-stakes deals (2:47) Saad’s 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) Saad’s top negotiation dos and don’ts (15:13) Saad’s real-world negotiation story Connect with Saad Saad BOOK: In the Lead Connect 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

    20 min
See All (100)

4.6
out of 5
14 Ratings

About

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.

Information

  • Creator
    Paul Watts
  • Years Active
    2016 - 2025
  • Episodes
    100
  • Rating
    Clean
  • Copyright
    © Sales Reinvented 2016
  • Show Website
    Sales Reinvented

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