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.

Mastering Sales and Negotiations is a business podcast hosted by Huthwaite International, with 25 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Huthwaite International hosts Mastering Sales and Negotiations, a business show with 25 episodes published.

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  Mastering Sales and Negotiations

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

  Jun 1, 202611 minS0

  <p>Welcome back to the Mastering Sales and Negotiations podcast.</p><p>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.</p><p>We're joined by Will Ockenden to unpack the key takeaways from that discussion — including how founder passion can quietly undermine customer discovery, why VC pressure often leads to process without progress, and how treating sales a...

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  Mastering Sales and Negotiations

  Start-ups, Scale-ups and SPIN

  May 13, 202632 minS0

  <p>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 pressure can create beautiful dashboards but weak conversations, and why treating sales as a craft (not a personality tr...

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  Mastering Sales and Negotiations

  Turning AI from a Buzzword into a Sales Advantage

  Apr 2, 20267 minS0

  <p>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.</p><p>In this Quick Win episode, Rachel Massey is joined by Robin Hoyle to unpack the biggest takeaways from that conversation, including:</p>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 means doing more of what you love and less of what you don’t

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  Mastering Sales and Negotiations

  Building a Practical AI-First Sales Organisation

  Mar 25, 202645 minS0

  <p>In this episode of Mastering Sales and Negotiations, we sit down with <b>Casper Guldager</b>, AI consultant and co‑founder of Adaptig, whose career spans a decade of helping organisations like LEGO and KPMG integrate AI into commercial performance.</p><p>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 “executive AI blueprint” actually looks like.</p><p>We explore the practical side too: where AI genuinely im...

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  Mastering Sales and Negotiations

  Curiosity that converts: The art of better questioning

  Mar 4, 202611 minS2

  <p>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&D leader, a conference regular, and an expert in turning behaviour change into real-world commercial outcomes. In short - he kno...

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