Best Joshua Watts Podcasts (2025)

1
Pro Tips for Staying Calm During Negotiations, Ep #460 20:27

5d ago20:27

20:27

I’m sitting down with Kent Kononoff, a seasoned B2B sales leader with over 25 years of experience in sales and sales leadership. Kent is known for his expertise in value-based selling, collaborative negotiation, and strategic planning to drive high-stakes deals. Kent shares his go-to collaborative approach, his favorite negotiation tactics like cal…

1
Top Negotiation Tactics Sales Pros Need to Stop Overlooking, with Mark Raffan Ep #459 28:22

12d ago28:22

28:22

Welcome back to the Sales Reinvented podcast! In this episode, I’m joined by globally recognized negotiation expert Mark Raffan, founder of Negotiations Ninja and author of "Nine Secrets to Win Deals and Influence Stakeholders." Mark is known for his straightforward, actionable insights that drive real results. Our conversation unravels the often-m…

1
Balance Competition and Cooperation Instead of Compromise with Dr. Joshua Weiss, Ep #458 23:26

19d ago23:26

23:26

In this episode, we dive into the complex world of negotiation with Dr. Joshua Weiss, an expert in conflict resolution. Dr. Weiss is known for his ability to balance competition and cooperation in high-stakes negotiations, which allows negotiators to reach optimal agreements without compromising on key objectives. He walks us through the difference…

1
The Noble Way to Negotiate (And Still Close Big Deals) with Lisa Earle McLeod, Ep #457 22:39

26d ago22:39

22:39

Most people–even most salespeople—walk into a negotiation focused on what they want. They’re thinking about numbers, margins, and commission. But that lens makes it easy to miss the real levers that move a deal forward. Lisa Earle McLeod breaks down why effective negotiators don’t start with tactics—they start with the other person’s world. What do…

1
Strategies and Tactics to Drive Value and Close Deals with Sonia Dumas, Ep #456 21:54

1M ago21:54

21:54

What determines value in your company? What should founders be asking themselves regarding pricing to determine value in their company? How do you know an effective negotiation strategy? On today’s episode, Paul Watts welcomes back Sonia Dumas. Sonia is a selling strategist, entrepreneur, and co-author of The Market Ownership Method: 7 Proven Princ…

1
Take a Holistic Approach to Negotiation Success with Nicole Soames, Ep #455 26:15

1M ago26:15

26:15

According to experienced coach and emotional intelligence expert Nicole Soames, founder and CEO of Diadem, ambition is the strategy that helps people get the most out of their negotiations. Nicole joins Paul on the show to unravel the complexities of negotiation and explore everything from the critical differences between strategy and tactics to pr…

1
How to Leverage Emotional Intelligence in Negotiation with Susan Borke, Ep #454 22:25

2M ago22:25

22:25

Your sales strategy gives you direction and frees up mental bandwidth, so don’t undervalue the importance of strategic planning before negotiations start. In this episode, I welcome back Susan Borke, a Negotiation Strategist, who shares the critical elements of negotiation strategy and tactics and how to prepare effectively and confidently engage i…

1
Mastering Price Negotiation: Strategies and Tactics with Joanne Smith, Ep #453 24:55

2M ago24:55

24:55

In this episode of Sales Reinvented, we sit down with Joanne Smith, a pricing expert and author of The Price Negotiation Playbook. Joanne dives deep into the world of price negotiation, sharing her proven strategies and tactics for navigating tough pricing conversations. Whether you're dealing with price pressure or high-stakes deals, Joanne’s expe…

1
Building Stronger Relationships Through Negotiation: Insights from Mike Figliuolo, Ep #452 21:27

2M ago21:27

21:27

What if the key to successful negotiations wasn’t about securing the best deal right away, but about building a lasting relationship that leads to ongoing success? In this episode, Paul Watts sits down with Mike Figliuolo, founder of Thought Leaders LLC, to explore how fostering relationships during the negotiation process can lead to more fruitful…

1
Creating Healthy Friction: The Key to Mastering Negotiations with Saad Saad, Ep #451 20:18

2M ago20:18

20:18

What’s the secret to successful negotiations? It’s not just about making offers or striking deals—it's about creating the right kind of friction. In this episode, Paul Watts sits down with negotiation expert Saad Saad, who emphasizes that introducing healthy tension into conversations is a key strategy for achieving favorable outcomes. Saad explain…

1
The Total Cost of Ownership: Strategic Negotiation for Complex Sales with Stuart Foster, Ep #450 18:59

3M ago18:59

18:59

What’s the real difference between negotiation strategy and tactics, and why does it matter so much in high-stakes deals? In this episode of Sales Reinvented, we’re joined by Stuart Foster, an international sales performance coach, who answers this question and shares his expertise on navigating complex negotiations. Stuart reveals how understandin…

1
Collaborative Negotiation: Strategies and Tactics for Success with Jeanette Nyden, Ep #449 24:09

3M ago24:09

24:09

In this episode of Sales Reinvented, Jeanette Nyden, a seasoned expert with over 20 years of experience in drafting and negotiating complex contracts, explores the power of collaboration in negotiation. She shares her insights on how adopting a collaborative mindset can lead to more successful and mutually beneficial outcomes in high-stakes deals. …

1
Negotiation Mastery: Tactics, Strategies, and Countering Aggression with Phil Brown, Ep #448 26:10

3M ago26:10

26:10

In this episode of Sales Reinvented, host Paul Watts is joined by Phil Brown, founder of The Negotiation Club. With over 30 years of experience in procurement, Phil shares his wealth of knowledge on the nuances of negotiation strategy and tactics. Whether you’re negotiating high-stakes deals or everyday contracts, Phil’s insights will equip you wit…

1
How Preparation Shapes Effective Negotiations with Scott Chepow, Ep #447 15:51

3M ago15:51

15:51

What if the key to success in any negotiation was in the preparation before you even sat down at the table? In today’s episode of Sales Reinvented, Scott Chepow, a global negotiation strategist, dives into the critical role preparation plays in successful negotiations. Scott shares how planning, understanding the stakes, and conditioning your count…

1
Unlocking the Secrets of Negotiation with Shawn Karol Sandy, Ep #446 23:35

3M ago23:35

23:35

What if you could approach every negotiation with the confidence that you’re setting yourself up for success from the start? Shawn Karol Sandy, a sales expert with over 13 years of experience leading high-performing teams and driving revenue, shares her most effective strategies for navigating tough negotiations and closing high-stakes deals. Wheth…

1
Why Understanding Character is Key to Negotiation Strategy per Jay Heinrichs, Ep #445 18:09

4M ago18:09

18:09

Negotiation isn’t just about the numbers—it’s about understanding the people and the underlying dynamics that drive every deal. That’s exactly what Jay Heinrichs, renowned persuasion consultant and author of Thank You for Arguing, brings to the table in this episode. With experience working alongside top organizations like NASA and Harvard, Jay has…

1
Learn How to Resource-Based Modeling (RBM) in Negotiations with Santino Pasutto, Ep #444 21:20

4M ago21:20

21:20

]Mastering negotiation is a game-changer for any sales professional. In this episode, Santino Pasutto shares powerful strategies and proven tactics that have helped him navigate some of the most complex negotiations in the industry. From understanding the difference between strategy and tactics, to handling aggressive procurement techniques, Santin…

1
Strategies and Tactics for Negotiating High-Stakes Deals with Randy Kutz, Ep #443 33:24

4M ago33:24

33:24

Negotiation is an art, but it’s also a science—a skill that can be honed to achieve game-changing results. In this episode of Sales Reinvented, negotiation expert Randy Kutz reveals the core strategies and tactics that set top negotiators apart. Whether you’re at the bargaining table with a major client or negotiating internal deals, Randy’s insigh…

1
Lucy Chamberlain’s Negotiation Tactics and Strategies to Close More Deals, Ep #442 17:29

4M ago17:29

17:29

In this episode of Sales Reinvented, I’m joined by Lucy Chamberlain, founder of C&C Search, to dive deep into the world of negotiation. As a recruitment pioneer in the finance and professional services sectors, Lucy shares her proven tactics and strategies that have helped her consistently win high-stakes deals. From creating a collaborative atmosp…

1
Mastering Negotiation Strategy and Tactics with Dr. Keld Jensen, Ep #441 25:01

5M ago25:01

25:01

Have you ever wondered what separates a successful negotiation from a failed one? Is it the strategy, the tactics, or perhaps something deeper? In this episode of Sales Reinvented, we dive into the art of negotiation with Dr. Keld Jensen, a globally recognized expert in the field. Keld shares his insights on how to craft the right strategy, impleme…

1
Art Sobzcak’s Four-Step Objection Handling Framework, Ep #440 18:47

5M ago18:47

18:47

The most common objections that salespeople hear are the ones they create themselves. They do this by talking too much, pitching too much, or failing to establish value in someone’s mind as to why they should pay for what the salesperson is selling. So how does Art handle objections when they arise? Using his curated four-step objection-handling fr…

1
Turning Objections into Opportunities with Diane Helbig, Ep #439 17:12

5M ago17:12

17:12

In this episode of Sales Reinvented, sales expert Diane Helbig joins us to tackle one of the biggest hurdles in sales—handling objections. Diane shares her strategies for understanding and responding to objections with empathy, confidence, and a solution-focused mindset. From listening carefully to asking the right questions, Diane helps us see how…

1
Master the Sales Process to Combat Objections per Justin Zappulla, Ep #438 20:52

5M ago20:52

20:52

According to Justin Zappulla, 90% of objections fall into three categories: The customer doesn’t see the value in what you’re proposing as it relates to the price you’re charging. They don’t think you can help (or they don’t trust that you can) and believe there’s a better alternative. They don’t have a need for your product or service (maybe you h…

1
From Obstacle to Opportunity: Uncovering Hidden Objections with Steve Hall, Ep #437 18:12

6M ago18:12

18:12

In this episode, sales expert Steve Hall challenges the idea of “overcoming” objections, seeing them instead as opportunities to build trust. He shares how understanding the nature of objections—whether they’re real concerns or just initial brush-offs—can strengthen sales conversations at every stage. Steve emphasizes the role of empathy, listening…

1
Kendra Lee’s Guide to Overcoming Price Objections, Ep #436 16:34

6M ago16:34

16:34

Sales objections, often centered around price or perceived overselling, can trip up even the most seasoned sales professionals. Kendra Lee emphasizes the importance of listening without rushing to respond, allowing salespeople to truly understand whether they’re addressing a real concern or simply a misunderstanding. In this episode, she explains h…

1
Caryn Kopp’s 3 P’s for Handling Objections, Ep #435 17:52

6M ago17:52

17:52

What % of the time are you facing your top three objections? If it’s 75% of the time, it’s time to do something about it. You want to reduce the percentage of the time you’re receiving that objection. You can only do that by learning the most common objections you face. Caryn has the solution. Learn how to leverage her 3P process in this episode of…

1
Objection-Handling: Understand, Play Back, and Connect with Tim Wackel, Ep #434 15:14

6M ago15:14

15:14

In this episode of Sales Reinvented, Tim Wackel shares his tried-and-true strategies for navigating objections with confidence. He walks us through common mistakes salespeople make, emphasizing the importance of understanding where objections come from and responding thoughtfully rather than defensively. Tim breaks down his three-step approach—Unde…

1
The Root Cause of Objections: A Deep Dive with Melissa Madian, Ep #433 15:56

6M ago15:56

15:56

In this episode of Sales Reinvented, Melissa Madian dives into the psychology behind objections in sales conversations—specifically how most objections aren’t really about the surface-level concerns expressed by buyers. Instead, they stem from a fear of change and disruption to the status quo. Statements like: “That feels expensive...” “That seems …

1
Mastering Objections with Empathy and Confidence: Lessons from Melinda Emerson, Ep #432 19:36

7M ago19:36

19:36

Handling sales objections is a delicate art—one that requires empathy, persistence, and creative problem-solving. Melinda Emerson, a seasoned sales expert, shares her strategies for overcoming objections, shifting conversations from price to value, and building trust with clients. Her insights offer valuable lessons for sales professionals navigati…

1
Determining the Root Cause of an Objection with Nick Kane, Ep #431 16:47

7M ago16:47

16:47

When a prospect voices an objection, it’s easy to assume the issue lies on the surface—whether it’s price, timing, trust, or product fit. But according to Nick Kane, these aren’t always the real obstacles. Often, the true cause remains hidden beneath what’s initially said. In this episode of Sales Reinvented, Nick emphasizes how understanding the r…

1
Turn Pushback into Progress with Amy Franko, Ep #430 20:20

7M ago20:20

20:20

Objections are an inevitable—and valuable—part of the sales process. Amy Franko explains why it's essential to welcome objections from prospects. Often, objections reflect concerns around value, trust, or priorities. Identifying which category the objection falls into can guide how you respond. In episode #430, Amy offers actionable strategies to h…

1
Bob Apollo’s Guide to Navigating Customer Objections, Ep #429 17:27

7M ago17:27

17:27

Salespeople tend to assume that any question a customer asks has the potential to be an objection. But it may simply be a request for clarification or a concern. That being said, Bob Apollo believes that there are four significant categories of objections. The customer doesn’t need what you’re trying to promote They might need what you’re trying to…

1
"Brian Ahearn’s ‘Feel, Felt, Found’ Technique for Empathetic Objection Handling, Ep #428 15:58

8M ago15:58

15:58

In this episode of Sales Reinvented, Brian Ahearn breaks down how to effectively handle objections, with price being the most common. He explains that salespeople must guide comparisons to demonstrate value, making price less of a hurdle. Preparation is key—knowing objections in advance and addressing them early builds trust and credibility. Brian …

1
Lisa Magnuson’s Empathetic Approach to Handling Objections, Ep #427 21:45

8M ago21:45

21:45

We’ve all heard the usual objections—“The price is too high” or “You’re not a good fit for us.” But what about the objections no one talks about? Many deals fall through because prospects perceive real or imagined risk. Others are paralyzed by decision fatigue, overwhelmed by the options in front of them. In this episode of Sales Reinvented, you’ll…

1
Tackle Scripted Cold-Calling with Wendy Weiss, Ep #426 20:37

8M ago20:37

20:37

Because so many competitors are hiding behind digital tools, far fewer are calling prospects. That’s why cold-calling is amazingly relevant. But you have to practice your craft. Wendy Weiss has been training salespeople for 24 years. When most people learn a simple scripted system, know it inside and out, and practice it consistently, picking up th…

1
Cold-Calling: Be Present with Your Prospects, with Keith Rosen, Ep #425 22:38

8M ago22:38

22:38

Cold-calling is the art of creating a new possibility. When someone makes a cold call, they’re often focused on “I have to get this meeting. I can’t blow this. I need this deal.” They’re so focused on themselves and their own agenda that they can’t create possibilities. You have to understand the prospect's greatest pain and how you can align their…

1
Master Pattern Interruptions with Jordon Rowse, Ep #424 14:30

9M ago14:30

14:30

When you’re calling someone out of the blue, you have to gain their attention. To do so, you need to be direct, honest, and strong. But whatever you do, you have to meet the prospect as who they are. You need to know their personality to know the best way to pique their interest. Jordan covers the rules he follows to conquer cold calls and book mee…

1
The Art of Cold-Calling with Chris Cicconi, Ep #423 21:29

9M ago21:29

21:29

The Art of Cold-Calling with Chris Cicconi, Ep #423 Early in his career, Chris Cicconi believed cold-calling was a science. He came prepared with a script, knew everything about who he was talking to, and knew when to execute. But as his career has evolved, the process has become more of an art. Now he gathers a general idea of his persona, where t…

1
Cold Calls: How to be Positive, Passionate, and Prepared with Stuart Foster, Ep #422 18:15

9M ago18:15

18:15

There’s still nothing like picking up the phone and having a person-to-person conversation. But the key to a great conversation is being positive, passionate, and prepared. You have to gather data-driven insights and use them to refine your approach. You have to believe in and be passionate about your product or solution. You must be positive. Stua…

1
Conquer the Lost Art of Cold-Calling with Jamie Wood, Ep #421 22:17

9M ago22:17

22:17

Cold-calling is valuable because it’s the fastest and most efficient way to connect with a prospective client—and it’s becoming one of the least common prospecting channels. Too many people are intimidated by phone calls and avoid it entirely. If you’re one of the few salespeople still willing to pick up the phone, you have an advantage. Learn how …

1
Why Cold-Calling is a Marathon per Simone Laraway, Ep #420 16:15

10M ago16:15

16:15

Cold-calling is an opportunity to plant seeds that you can nurture. It allows you to build meaningful new business relationships. Simone Laraway believes that as long as it’s part of a wider campaign, it’s still incredibly relevant. But how do you approach cold-calling? What makes it more effective? Simone shares her strategies in this episode of S…

1
Master Cold-Calling Questions with Ashleigh Early, Ep #419 17:25

10M ago17:25

17:25

Cold-calling success hinges on your ability to listen and ask great questions. The more good questions you ask, the more likely you are to get your prospect to say “yes” to a meeting. It can be too easy to interrupt and be combative when you know they don’t understand what you’re saying. Ashleigh’s process will help you move beyond baseless objecti…

1
Cold-Calling: Focus on What You Can Control with Scott Cowley, Ep #418 20:52

10M ago20:52

20:52

Cold-calling isn’t easy. You face constant rejection. But it’s all part of the process. The only thing you can control is doing your research so you know your prospects. You consistently make the calls and speak to the prospect’s pain points. What happens after your call is out of your control. Once you accept and embrace this fact, the pressure su…

1
Tyler Hickey: Dive Deeper into Objections to Conquer Cold Calls, Ep #417 17:03

10M ago17:03

17:03

Tyler Hickey is a science guy. He tried to make cold-calling a science. Eventually, he realized there’s an art to it as well—and you have to master both. If you start by mastering your scripts, learning frameworks, and digging deeper into objections, you’ll be well on your way. Tyler shares his trade secrets in this episode of @SalesReinvented. Out…

1
How to Make Cold Calling Less Stressful per Rex Biberston, Ep #416 20:47

10M ago20:47

20:47

According to Rex Biberston, as long as people still pick up their phones, there will be value in cold-calling. Obviously, it’s truer for someone where using the phone is a normal part of their workday. If they’re talking to customers daily, they’re likely still answering unanticipated phone calls. That being said, there is a procedure and methodolo…

1
Master Research-Backed Cold-Calling with Dillon Tucker, Ep #415 15:01

11M ago15:01

15:01

Dillon emphasizes that you have to be articulate and understand that everyone you talk to is different. You have to learn the art of people. You’re a random person—it should be expected that you’ll get hung up on. To avoid the probability of that, you have to understand their business, ask the right questions, and say the right things. You need to …

1
Valentyn Kokoshko’s Cold-Calling Rules, Ep #414 17:43

11M ago17:43

17:43

Cold-calling currently remains the only personal approach to interacting with a prospect that can’t be replicated by AI. That’s why the conversation you have is incredibly important. Valentyn Kokoshko believes that if you follow some simple rules on your calls. Valentyn lays out his efficient and effective process in this episode of Sales Reinvente…

1
Why Joe Pici Doesn’t Overcome Objections on Cold Calls, Ep #413 18:24

11M ago18:24

18:24

Joe Pici is direct. He believes you need to have great skills and an overall strategy with everything you’re doing related to cold-calling. In fact, Joe won’t put anyone on a phone until they’ve had 4–7 hours of in-depth strategy, skills, and scripting training. His three-day sales bootcamp is ranked #1 in the world. The first day, they only focus …

1
Why Your Voice is Your #1 Cold-Calling Tool per Arlo Hill, Ep #412 16:47

11M ago16:47

16:47

You can give two sellers the same script. One seller sounds like they’re reading the script in a monotone voice. The other achieves amazing results because they modulate their voice. You can also control tonality. You can vary the pitch of your voice. You can increase the flow of your breath to change how you sound. If you drill down and really str…

1
Giulio Segantini’s Three-Step Objection-Handling Process, Ep #411 17:11

12M ago17:11

17:11

Cold-calling may not be the cornerstone of sales like it used to be but it’s still relevant, according to Giulio Segantini. But we must adapt it to today’s world. He believes that it comes down to science. There is psychological evidence to backup the best way to cold-call. It’s obvious what you should and shouldn’t do. You have to listen and ask t…

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