Podcast · 18 episodes
Mastering Sales and Negotiations
by Huthwaite International · English
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
Quick win – Making every exhibition conversation countRevisit Tracy Shah’s advice on making exhibitions work as a 12-week sales campaign (two event days in the middle), focusing on conversation quality, opportunity strength, and lasting impression—not…23 Sep 2026 · 9 min
Turning exhibitions into sales opportunitiesWhy exhibitions should be treated as a multi-week sales campaign (not just a two-day event), how to run stand conversations, and how to improve lead quality and follow-up to drive measurable…16 Sep 2026 · 45 min
Stop collecting data. Start using it.Sales teams often have lots of CRM and call data but little clarity because it’s retrospective, inconsistent, and activity-focused; the episode argues to stop collecting data for its own sake and…11 Sep 2026 · 10 min
All episodes
Quick win – Making every exhibition conversation countRevisit Tracy Shah’s advice on making exhibitions work as a 12-week sales campaign (two event days in the middle), focusing on conversation quality, opportunity strength, and lasting impression—not…23 Sep 2026 · 9 min · 4 chapters
Turning exhibitions into sales opportunitiesWhy exhibitions should be treated as a multi-week sales campaign (not just a two-day event), how to run stand conversations, and how to improve lead quality and follow-up to drive measurable…16 Sep 2026 · 45 min · 19 chapters
Stop collecting data. Start using it.Sales teams often have lots of CRM and call data but little clarity because it’s retrospective, inconsistent, and activity-focused; the episode argues to stop collecting data for its own sake and…11 Sep 2026 · 10 min · 4 chapters
Making sense of sales dataWhy sales teams struggle to turn CRM data into performance improvements, and how to make data “actionable” using explainable analytics, AI, and better governance.3 Sep 2026 · 48 min · 21 chapters
Founder-led selling works… until it doesn’t.What breaks when founder-led selling becomes repeatable, scalable sales; how to transition from passion-driven, founder-dependent selling to process, methodology, and culture.1 Jun 2026 · 11 min · 5 chapters
Start-ups, Scale-ups and SPINFounder-led startups and SaaS scale-ups face commercialization challenges when tech founders focus on product/vision instead of customer problems; scaling requires moving from founder-led selling to…13 May 2026 · 32 min · 16 chapters
Turning AI from a Buzzword into a Sales AdvantageTurning AI into a practical sales advantage by addressing stalled adoption, leadership behavior, experimentation, governance, and using AI to reduce admin so salespeople spend more time on…2 Apr 2026 · 7 min · 4 chapters
Building a Practical AI-First Sales OrganisationBuilding a practical AI-first sales organization—how to move from AI hype and experiments to real commercial impact via leadership behavior, daily discipline, and structured sales processes (e.g.,…25 Mar 2026 · 45 min · 22 chapters
Curiosity that converts: The art of better questioningMartin Couzins, Founder and CEO of Insights Media4 Mar 2026 · 11 min · 4 chapters
Tuned In: How customer listening creates actionable insightsfocuses on equipping business professionals with methodologies to enhance their sales skills and foster sustainable behavioral change within teams.25 Feb 2026 · 46 min · 19 chapters
Why internal buy-in makes or breaks dealsEmma Pacey, Trading Director at a major UK supermarket chain28 Jan 2026 · 9 min · 4 chapters
The Double Negotiation: The Art of the Internal and External DealThis episode delves into the dual nature of negotiation in the supermarket industry, featuring insights from Emma Pacey, Trading Director at one of the UK’s largest supermarket chains.21 Jan 2026 · 49 min · 25 chapters
AI can do the research, but it can’t build the relationshipWhere AI ends and humans must begin in B2B sales—AI can help with research/lead qualification, but humans must own relationship-building, discovery conversations, and continuous improvement.5 Dec 2025 · 6 min · 3 chapters
Sales enablement reimagined — Where AI ends and humans beginHow AI should reshape sales enablement by removing admin and low-value tasks, while preserving human trust-building moments (empathy, humour, rapport).2 Dec 2025 · 50 min · 21 chapters
How to be the conductor of your own corporate orchestraTrust and becoming a “trusted advisor” in sales leadership—being the “conductor” who coordinates strategic, multi-level relationships between customer and supplier, not just closing deals.23 Sep 2025 · 7 min · 5 chapters
Why you need to embrace two-faced strategies in the new era of buyingWhy top salespeople must use “two-faced” (not dishonest) strategies: advocate for the customer while advocating for the company, translating between internal KPIs/forecasting and the buyer’s…16 Sep 2025 · 52 min · 17 chapters
Working Collaboratively to Solve ProblemsHow sales and negotiation skills help technical consultants collaborate with customers by aligning solutions to explicit needs, building a shared customer vision, and improving trust during long…23 Jul 2025 · 10 min · 4 chapters
Beyond Sales: Creating Value Across Every Customer Touchpoint“Beyond sales” at Zulka—treating consistent, many-to-many customer communication as a strategic priority across business development, client/account management, and delivery teams.4 Jul 2025 · 46 min · 13 chapters