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 Quick Win episode, Rachel Massey is joined by Robin Hoyle to unpack the biggest takeaways from that conversation, including:

• Why leaders need to go first and use AI themselves
• How AI can take on the admin, prep and process-heavy work
• Why the future of sales means doing more of what you love and less of what you don’t

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 performance.

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.

We explore the practical side too: where AI genuinely improves sales effectiveness, how high‑performing teams use AI for deep account research, and what separates the reps who thrive with AI from those who give up too early.

Casper also shares why commercial mindset is becoming one of the most important human skills in an AI-enabled world — and what the next 3–5 years will mean for the role of the salesperson.

Packed with practical examples, honest reflections, and lessons from both successful ventures and failed experiments, this episode gives leaders a grounded, actionable view of what it really takes to build an AI‑first sales organisation.

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.