Mastering Sales and Negotiations

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About the show

Latest episodes

• Quick win – Making every exhibition conversation count

  September 23, 2026 · 9 min

  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, hosts Rachel Massey and Robin Hoyle revisit some of the key lessons…

• Turning exhibitions into sales opportunities

  September 16, 2026 · 45 min

  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 decades working across exhibitions, conferences and events, Tracy has seen…

• Stop collecting data. Start using it.

  September 11, 2026 · 10 min

  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 practical insights from our conversation with Simon Hefti, exploring…

• Making sense of sales data

  September 3, 2026 · 48 min

  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 and chairman of D ONE, a leading Swiss data and AI consultancy. With a…

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

  June 1, 2026 · 11 min

  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 long‑time advisor to founder‑led start‑ups and VC‑backed scale‑ups. In…

• Start-ups, Scale-ups and SPIN

  May 13, 2026 · 32 min

  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…

• Turning AI from a Buzzword into a Sales Advantage

  April 2, 2026 · 7 min

  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. In this…

• Building a Practical AI-First Sales Organisation

  March 25, 2026 · 45 min

  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 organisations like LEGO and KPMG integrate AI into commercial…