Mastering Sales and Negotiations

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 m

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

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

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

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 an

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

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,

Turning AI from a Buzzword into a Sales Advantage

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 ins

Building a Practical AI-First Sales Organisation

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 org

Curiosity that converts: The art of better questioning

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

Tuned In: How customer listening creates actionable insights

In this episode of Mastering Sales & Negotiations, we explore how intentional customer listening transforms everyday interactions into strategic growth opportunities. Lis

Why internal buy-in makes or breaks deals

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 on

The Double Negotiation: The Art of the Internal and External Deal

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:

AI can do the research, but it can’t build the relationship

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 a

Sales enablement reimagined — Where AI ends and humans begin

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 P

How to be the conductor of your own corporate orchestra

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-w

Why you need to embrace two-faced strategies in the new era of buying

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 VodafoneTh

Working Collaboratively to Solve Problems

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’ vi

Beyond Sales: Creating Value Across Every Customer Touchpoint

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 di

The Evolution of Sales Events - Three Key Takeaways

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