Mastering Sales and Negotiations

Latest Episodes:

Curiosity that converts: The art of better questioning Mar 04, 2026

Show notes

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 knows his stuff. Together, we’ll break down the practical actions you can take to improve the quality of your questioning, elevate your listening, and turn customer conversations into insights that drive renewal, trust and long-term value. Let’s dive in.

Tuned In: How customer listening creates actionable insights Feb 25, 2026

Show notes

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, develop messaging that resonates deeply and differentiates in competitive markets.

Join us as we unpack practical strategies and real-world examples that show how listening can be your most powerful sales and marketing tool.

Why internal buy-in makes or breaks deals Jan 28, 2026

Show notes

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 the key takeaways from that discussion — from the art of internal persuasion to the traits that separate good suppliers from truly great partners. And why Robin? Well, he’s a leading figure in the learning and development space, a regular speaker at global conferences, the author of two books on learning culture, and a former Sales Director who’s been in the hot seat of high-stakes negotiation himself. In short, he knows his stuff. Let’s dive in.

The Double Negotiation: The Art of the Internal and External Deal Jan 21, 2026

Show notes

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 category managers and marketing to finance and operations. Discover how the best Trading Directors navigate competing priorities, secure stakeholder buy-in, and align diverse departments behind a unified commercial strategy.

We also explore what separates good suppliers from great ones when it comes to the negotiating table. Our guest shares real examples of how suppliers who understand the challenges supermarkets face can transform potentially difficult negotiations into collaborative partnerships—and why preparation and fluency in "buyer speak" can be the difference between a rejected proposal and a long-term contract.

Whether you're in retail buying, supplier management, or interested in the tough commercial mechanics of the supermarket industry, this conversation offers rare insights into the negotiations of those who decide what lands on Britain's shelve - and at what price.

AI can do the research, but it can’t build the relationship Dec 05, 2025

Show notes

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 very well known in the L&D industry, addresses leaders all over the world at conferences and summits, is the author of two books around learning culture and has walked in Sales Director shoes himself. Suffice to say, he knows his stuff.

Sales enablement reimagined — Where AI ends and humans begin Dec 02, 2025

Show notes

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 the deal
✨ Why emotional intelligence is becoming the ultimate sales differentiator
✨ How to “add value, not noise” in an AI-saturated world

One you don’t want to miss!

How to be the conductor of your own corporate orchestra Sep 23, 2025

Show notes

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.

Why you need to embrace two-faced strategies in the new era of buying Sep 16, 2025

Show notes

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 proven approaches that resonate across industries, teams, and roles.

Working Collaboratively to Solve Problems Jul 23, 2025

Show notes

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 time to build working relationships.

Beyond Sales: Creating Value Across Every Customer Touchpoint Jul 04, 2025

Show notes

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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