Mastering Sales and Negotiations

Эпизоды

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  Stop collecting data. Start using it. 11.09.2026 9мин

  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 Together, they discuss how to distinguish meaningful customer signals from background noise, why outdated CRM habits undermine trust in data, and how AI can help identify...
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  Making sense of sales data 03.09.2026 48мин

  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...
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  Founder-led selling works… until it doesn’t. 01.06.2026 10мин

  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...
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  Start-ups, Scale-ups and SPIN 13.05.2026 31мин

  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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  Turning AI from a Buzzword into a Sales Advantage 02.04.2026 6мин

  This week on the Mastering Sales and Negotiations podcast, we sat down with Casper Guldager, who shared some refreshingly honest insights about why AI so often stalls inside commercial teams, and what leaders can do to change that. In this Quick Win episode, Rachel Massey is joined by Robin Hoyle to unpack the biggest takeaways from that conversation, including: Why leaders need to go first and use AI themselvesHow AI can take on the admin, prep and process-heavy workWhy the future of sales m...
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  Building a Practical AI-First Sales Organisation 25.03.2026 45мин

  In this episode of Mastering Sales and Negotiations, we sit down with Casper Guldager, AI consultant and co‑founder of Adaptig, whose career spans a decade of helping organisations like LEGO and KPMG integrate AI into commercial performance. Casper argues that while AI technology is accelerating rapidly, the real barrier to adoption isn’t tools — it’s leadership. He explains why AI transformation must start at the top, how leaders can model the right behaviour, and what an effective “executiv...
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  Curiosity that converts: The art of better questioning 04.03.2026 11мин

  Welcome back to the Mastering Sales and Negotiations podcast. This week, we were joined by Martin Couzins, Founder and CEO of Insights Media, for a conversation all about intentional customer listening and how deep questioning, real thinking space, and genuine curiosity can transform commercial relationships. Today I’m joined by Robin Hoyle to unpack the big takeaways from that discussion. And if you’re new to the show, Robin is Huthwaite’s Head of Learning Innovation, a globally recognised L...
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  Tuned In: How customer listening creates actionable insights 25.02.2026 46мин

  In this episode of Mastering Sales & Negotiations, we explore how intentional customer listening transforms everyday interactions into strategic growth opportunities. Listening isn’t just about hearing feedback—it’s about unlocking the insights that drive renewals, referrals, and long-term loyalty. We’ll dive into how real customer success stories begin with understanding what customers truly value. These insights also fuel innovation—helping teams identify unmet needs, refine offerings, ...
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  Why internal buy-in makes or breaks deals 28.01.2026 8мин

  Welcome back to the Mastering Sales and Negotiations podcast. I’m your host, Rachel Massey. This week on the podcast, we were joined by Emma Pacey, Trading Director at one of the UK’s largest supermarket chains. In our conversation, Emma lifted the lid on what we called the double negotiation - the balance between securing great deals with suppliers and negotiating just as effectively inside the organisation to align teams, priorities, and strategy. Today, I’m joined by Robin Hoyle to unpack ...
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  The Double Negotiation: The Art of the Internal and External Deal 21.01.2026 48мин

  In this episode, we sit down with Emma Pacey, Trading Director from one of the UK's largest supermarket chains to uncover the often-overlooked reality of their role: negotiation isn't just about driving hard bargains with suppliers—it's about winning hearts and minds internally, too. Our guest reveals why success at the trading desk requires a delicate balance of external negotiation prowess with suppliers and the equally critical skill of building consensus across internal teams—from categor...
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  AI can do the research, but it can’t build the relationship 05.12.2025 6мин

  Welcome back to the Mastering Sales and Negotiations podcast. I’m your host, Rachel Massey. This week on the podcast we had the pleasure of being joined by entrepreneur and sales leader Mike Pritchett. In our chat we discussed where AI ends, and where humans must begin in order to balance automation and authenticity in the sales world. Today I am joined by Robin Hoyle, to discuss the key takeaways from our conversation with Mike. And what makes Robin such an expert you might ask – well, he is...
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  Sales enablement reimagined — Where AI ends and humans begin 02.12.2025 49мин

  The Mastering Sales and Negotiations podcast returns with a brand-new series and we’re kicking it off with our first guest: entrepreneur, founder, and sales leader Mike Pritchett. 🎙️ Episode 1: Sales enablement reimagined — Where AI ends and humans begin AI is transforming prospecting, outreach and efficiency… But can it ever replace trust, humour, empathy and real connection? In this episode, Mike breaks down: ✨ The moments where AI supercharges sales ✨ The moments where only humans can win ...
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  How to be the conductor of your own corporate orchestra 23.09.2025 7мин

  On this week’s episode of the Mastering Sales and Negotiations podcast, we explore the value of trust, how to be the conductor of your own corporate orchestra, and real-world challenges and lessons from the sales front line. Join Robin Hoyle and Rachel Masseyas they reflect on the main takeaways of their conversation with Rebecca Bromwich, Global Account Director at VodafoneThree.
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  Why you need to embrace two-faced strategies in the new era of buying 16.09.2025 51мин

  In the latest episode of the Mastering Sales and Negotiations podcast, Robin Hoyle and Rachel Massey are joined by Rebecca Bromwich, Global Account Director at VodafoneThree. They explored why embracing “two-faced” strategies is essential in today’s complex buying landscape. A good salesperson must adapt fluidly – not to deceive, but to balance customer-facing finesse with internal strategic alignment. Together, they dive into the evolving world of modern sales, unpacking universal truths and...
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  Working Collaboratively to Solve Problems 23.07.2025 9мин

  On this week’s episode of the Mastering Sales and Negotiations podcast, we explore the true value of working collaboratively to solve problems, to build the customers’ vision, through honesty and preparedness. Join Robin Hoyle and Rachel Massey as they reflect on the main takeaways of their conversation with Myles Davidson Head of Sales at Zühlke Group, including the benefit of putting processes and strategies in place and working in an environment which is less pressured and having the...
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  Beyond Sales: Creating Value Across Every Customer Touchpoint 04.07.2025 46мин

  In the latest episode of the Mastering Sales and Negotiations podcast, Robin Hoyle and Rachel Massey are joined by Myles Davidson Head of Sales at Zühlke Group. They discussed how sales skills improvement can help demystify sales for their specialised consultants and technical experts, allowing them to align their solutions precisely with customer challenges, building deeper trust through value-focused dialogue.
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  The Evolution of Sales Events - Three Key Takeaways 18.06.2025 17мин

  On this week’s episode of the Mastering Sales and Negotiations podcast, we explore the transformative journey of today's sales professionals. Join Nick Martin and Tony Hughes as they reflect on the main three takeaways of their conversation with Steve Lindsey, the Managing Director of Lincoln West and the organiser of the National Sales Conference. From collaboration and innovative ways of learning, to helping senior sales leaders and salespeople understand what ‘good’ looks like ...
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  The Evolution of Sales Events – Driving the Transformative Journey 04.06.2025 40мин

  In the latest episode of the Mastering Sales and Negotiations podcast, guest host Nick Martin and Huthwaite’s CEO Tony Hughes sit down with Steve Lindsey, the Managing Director of Lincoln West and the organiser of the National Sales Conference. They discuss the transformative journey of today’s sales professionals through the lens of the National Sales Conference (NSC). Sharing insight on the importance of collaboration for sales success and personal development, Steve discusses how the event...
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  From technical experts to commercially effective salespeople 22.04.2025 11мин

  In this week’s Quick Win episode of the Mastering Sales and Negotiations podcast, Rachel Massey and Robin Hoyle reflect on the key takeaways from their recent conversation with Jane Banks, Founder and Managing Director of Pure Valegro. Discussing how technically skilled professionals need a mindset shift to transition from technical experts to commercially effective salespeople, they also uncover the key strategies to help professionals have value-led, customer-centric sales conversatio...
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  From tech talk to revenue: Turning technical expertise into sales success 11.04.2025 51мин

  How do you help technically skilled professionals become commercially successful salespeople? In the latest episode of the Mastering Sales and Negotiations podcast Rachel Massey and Robin Hoyle are joined by Jane Banks, Founder and Managing Director of Pure Valegro. Sharing insights from her extensive experience coaching sales professionals, this episode discusses one of the most common challenges many industries face, how to turn technical expertise into commercial success. Jane also e...