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Mastering Sales and Negotiations: Daily Summaries Delivered
by Huthwaite International
Mastering Sales and Negotiations is a podcast designed for ambitious business professionals where we explore world-renowned methodologies to uncover valuable lessons for sales professionals and learn how you can achieve sustainable behaviour change within your team.
Latest Episodes
The most recent episodes — sign up to get AI-powered summaries of each one.
- 3 weeks ago9 min
Quick Win - Learning more from lost deals
Great sales teams still lose opportunities they expected to win, but those losses can offer some of the most valuable lessons. In this Quick Win episode, we revisit the key takeaways from our conversation with Anna Betts, Head of Business Development & Sales Enablement at JLL. We'll explore why organisations should examine lost deals as closely as successful ones, how earlier client engagement can improve the chances of success and why sales performance depends on more than technology or ...
- 3 weeks ago49 min
Why great sales teams lose deals they should have won
Welcome back to the Mastering Sales & Negotiations podcast. Anna Betts joins us this week to share what she has built over 22 years in professional services, including more than 15 years at PwC and her current role as Head of Business Development & Sales Enablement at Jones Lang LaSalle (JLL). Drawing on experience across marketing, pursuits and proposals, business development and account management, she explains what stronger sales teams do differently. A strong team, a well-prepared...
- Sep 23, 20269 min
Quick win – Making every exhibition conversation count
Exhibitions create a rare opportunity to engage prospective customers face-to-face, but many teams fail to make the most of those interactions. In this Quick Win episode, hosts Rachel Massey and Robin Hoyle revisit some of the key lessons from their conversation with Tracy Shah, exploring what sales teams can do to improve their performance before, during and after an event. Together, they discuss why preparation matters, how asking the right questions can lead to better conversations, and th...
- Sep 16, 202644 min
Turning exhibitions into sales opportunities
Welcome back to the Mastering Sales & Negotiations podcast. This week, we're joined by Tracy Shah, Joint Managing Director at Venture Marketing Group. Having spent decades working across exhibitions, conferences and events, Tracy has seen first-hand what separates organisations that generate meaningful opportunities from those that simply show up. In our conversation, we explore why exhibitions remain such a powerful sales channel, despite the growth of digital marketing and AI. Tracy sha...
- Sep 11, 20269 min
Quick Win - Stop collecting data. Start using it.
Sales teams are surrounded by data, yet many still struggle to make confident decisions. In this Quick Win episode, Rachel Massey and Robin Hoyle unpack some of the most practical insights from our conversation with Simon Hefti, exploring why so much sales data fails to drive action and what leaders can do differently. Together, they discuss how to distinguish meaningful customer signals from background noise, why outdated CRM habits undermine trust in data, and how AI can help identify...
- Sep 3, 202648 min
Making sense of sales data
Welcome back to the Mastering Sales & Negotiations podcast - and welcome to the first episode of series 3. This week, we're joined by Dr Simon Hefti, co-founder and chairman of D ONE, a leading Swiss data and AI consultancy. With a background in physics and decades of experience helping organisations make better use of their data, Simon brings a unique perspective on one of sales' biggest challenges: turning information into action. In our conversation, we explore why so many...
- Jun 1, 202610 min
Founder-led selling works… until it doesn’t.
Welcome back to the Mastering Sales and Negotiations podcast. This week on the podcast, we were joined by Claus Klein‑Ipsen, Chairman of the Board at Peak Systems and a long‑time advisor to founder‑led start‑ups and VC‑backed scale‑ups. In our conversation, we explored what really breaks as organisations move from founder‑led selling to repeatable, scalable sales. We're joined by Will Ockenden to unpack the key takeaways from that discussion — including how founder passion can quietly undermi...
- May 13, 202631 min
Start-ups, Scale-ups and SPIN
Start-ups, Scale-ups and SPIN In this episode of Mastering Sales and Negotiations, we’re joined by Claus Klein‑Ipsen, Chairman of the Board at Peak Systems, board member, and long-time advisor to founder‑led start-ups and VC‑backed scale-ups. Claus lifts the lid on what really happens as companies move from “I can sell” to “we can sell” and why both start-ups and scale-ups keep making the same discovery mistakes. He explains how founder passion can quietly turn into a monologue, how VC pressu...
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About Mastering Sales and Negotiations
Mastering Sales and Negotiations is a podcast designed for ambitious business professionals where we explore world-renowned methodologies to uncover valuable lessons for sales professionals and learn how you can achieve sustainable behaviour change within your team.
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