Sales Leadership Podcast

Episode 301: Jacob Heugly, Executive Vice President and Managing Director of Fee Income at Zions Bancorporation: Creating an Environment where Team Members Thrive by Choosing Alignment over Assignment.

November 20th, 2024  |  57 mins 49 secs

alignment, growth, jake hugely, rob jeppsen, sales, sales leadership

Jake Heugly is the Executive Vice President and Managing Director of Fee Income for Zions Bancorporation. Jake leads a large team of executive leaders who are responsible for generating fee income for one of the largest financial institutions in North America. Jake and his team have had long-term success in every market condition and have won more than their share of industry awards along the way. And one of the keys to this remarkable success is the fact that his Sr. Leadership Team has stayed with him for nearly 2 decades in some cases. Today Jake shares a blueprint of how to build an environment where people on your team choose not to leave…and why alignment is the secret to having an environment where team members don’t just survive…they thrive.

Episode 300: Martin Roth, SaaS Founder and Sales Leader: Building a Success Culture by Creating “Moments that Matter.”

November 13th, 2024  |  55 mins 8 secs

growth, martin roth, predictable growth, rob jeppsen, sales, sales leadership, success culture

Martin Roth is one of the top Sales Leaders in SaaS right now. After successfully leading LevelSet to a $500MM acquisition as the CRO, he now helps sales organizations worldwide accelerate growth. He’s a must-follow on LinkedIn, a highly sought-after speaker, and is an active advisor to high growth companies. Today he joins us to share the impact of a Success Culture…and how a sales leader can build a Success Culture that changes trajectories of companies and people. Martin shares a blueprint that will help leaders do more than sell a little more predictably…this is a blueprint that will help leaders change lives.

Episode 299: Emily Johnson, Burnout Coach: Tune in to Your Senses to Prevent and Recover from Burnout.

November 6th, 2024  |  59 mins 52 secs

burnout, emily johnson, rob jeppsen, sales, sales leadership

Emily Johnson helps leaders in every industry worldwide Prevent and Recover from Burnout. Emily re-joins the show to talk about the prevalence of burnout in the sales world today…and the most recent studies may surprise you. In this episode Emily shares how a leader can help create an environment where people thrive rather than burn out. She shares a blueprint every leader will benefit from and shares insights every leader can implement immediately. This is a timely and important episode for every leader of every team that you’ll want to listen to multiple times.

Episode 298: James Hatfield, CRO of LiveSwitch Inc. - You Can’t Scale By Accident

October 11th, 2024  |  57 mins 25 secs

james hatfield, rob jeppsen, sales, sales leadership, scale

James Hatfield is the Chief Revenue Officer for Live Switch. James and his team help organizations worldwide tap into the power of live video as they help build better human connections that scale in the very simplest ways possible. James has led sales teams with great success for nearly 2 decades. He’s had documented success in multiple companies, multiple industries, and every market condition possible. He’s emerged as an expert in the development of salespeople and sales leaders and is the person who gave the start to Elite Sales Leaders in companies worldwide…including one of our show’s favorite guests, Larry Long Jr. In today’s discussion, James shares his framework around Scaling that has built a wildly successful organizations and how you can implement it…and implement it quickly.

Episode 297: Donald Kelly, Founder and CEO of The Sales Evangelist: Scale Ain’t Easy…and You Can’t Do it Without Outbound.

October 2nd, 2024  |  58 mins 46 secs

donald kelly, evangelist, outbound, rob jeppsen, sales, sales leadership

Donald Kelley is the Founder and CEO of the Sales Evangelist. For a decade he has been helping salespeople and sales leaders find success in ways that have turned heads in every market condition. He’s a been a top LinkedIn voice in Sales for years, been a Salesforce Top Sales Influencer for the last 3 years, and is an expert in making Outbound sales consistent and predictable while creating customer experiences prospects appreciate. Today Donald Rejoins the podcast to talk about how outbound sales has changed…and why every sales leader needs to change along with it.

Episode 296: Rob Jeppsen, Founder of Sales Leadership United - You Can Change Your Leadership DNA…and it Will Make ALL the Difference.

September 25th, 2024  |  49 mins 58 secs

rob jeppsen, sales, sales leadership

September 15 marks the 1 year anniversary of Rob’s risky procedure in a battle with cancer. So many people have reached out and thanked us for sharing this story that on this anniversary mark, we’re re-releasing it. And this story about intentionally changing your DNA applies to every leader. Because if we change our leadership DNA…we can have a greater influence with our teams than we may have ever imagined. So as you approach new leadership challenges…our hope is this episode helps you choose to lean in. To change your leadership DNA. To run into the storms you face…and not just hunker down hoping “This too shall pass.” Elite leaders don’t just “get through” things. They “Get To” the things that matter most. And you can too.

Episode 295: Forecasting SHOULD NOT Exist!

September 12th, 2024  |  1 hr 1 min

ai, crm, forecasting, impact, inspiration, revenue grid, rob jeppsen, sales, sales leadership, vlad voskresensky

Vlad Voskresensky is the Founder and CEO of Revenue Grid. Revenue Grid is an AI-Guided Selling platform that nudges sales teams with step-by-step guidance towards actions that bring the best results, shows deals at risk, and prioritizes tactics with the greatest impact. Vlad has worked with sales organizations in helping them move from old leadership strategies and systems that focus on the past and create moments of “interrogation” to modern approaches that orient to the future and create moments of Inspiration. Vlad shares how elite leaders can stay in the inspiration business and create futures you can count on as you make sure your CRM system stops being simply a “System of Record” and instead becomes a “System of Action.”

Episode 294: Gautam Rishi, CEO and Co-Founder of OneShot.ai - A Leader’s Secret Weapon for Growth.

September 4th, 2024  |  59 mins 37 secs

gautam rishi, growth, oneshot.ai, pipeline, rob jeppsen, sales, sales leadership

Gautam Rishi is the Co-Founder and CEO of OneShot.ai. After 2 decades of sales and sales leadership, Gautam has successfully led SaaS sales teams at every level and every size imaginable. He’s helped teams worldwide stand up new orgs, set performance records, move from startup through several funding rounds, and ultimately be acquired. And he’s done it several times. As he’s done this, he’s become relentlessly focused on the importance of pipeline. And that’s what led him to co-founding OneShot.ai, the world’s first fully autonomous sales prospecting platform. Gautam joins us today and talks about his secret weapon in creating a culture of pipeline above all else and why the responsibility of creating pipeline isn’t an entry-level position or a responsibility reserved for younger team members. The best companies make this part of the corporate DNA of every team member and Gautam shares how he helps his teams do this in a way that is a massive difference maker.

Episode 293: Ryan Staley, CEO of Whale Boss - AI MasterClass Part 1: Using AI to Develop Mindset Programs for your Team Members

August 28th, 2024  |  47 mins 45 secs

ai, masterclass, mindset, rob jeppsen, ryan staley, sales, sales leadership

We just completed a worldwide study where we learned what Elite Leaders worldwide had prioritized and were finding “Most Challenging.” In this episode we share the top 6 “Most Challenging” leadership focus points and emphasize the challenge on the top of the list: Mindset Development of Team Members. Today, we welcome one of the Top AI for Sales Experts in the world back to the show, Ryan Staley. Ryan shares how to use AI to create Mindset Development programs for your team. Ryan’s approach will fire you up. You can create a program based on the top mindset programs in the world in minutes. We also announce an AI MasterClass from Ryan you can access in Sales Leadership United. This is an episode you can put to work TODAY. So check this one out and upgrade the systems you bring to your team with the help of one of the best in the business, Ryan Staley.

Episode 292: Jeff Winters, CRO at Abstrakt Marketing: My Job is to Get More Out of You Than Your MOTHER Thought You Were Capable of in Her MOST HOPEFUL MOMENT.

August 21st, 2024  |  57 mins 36 secs

growth, jeff winters, marketing, rob jeppsen, sales, sales leadership, strategic leadership

Jeff is the Chief Revenue Officer for Abstrakt Marketing. Jeff and his team help sales teams cut through the noisy world and connect to high-value prospects and customers. At just 27 years old…Jeff built Sapper Consulting by leveraging a unique strategy to make connections with Fortune 100 companies and as a result fueled ridiculous growth as Sapper helped other organizations exceed growth expectations…and do it fast. Jeff’s leadership fueled some incredible growth for Sapper as he was able to create connections that led to extreme value for teams worldwide. And as a result, Jeff’s firm was acquired by Abstrakt Marketing. Today, Jeff leads a larger team to help more sales organizations build pipeline with the clients they want most. And the way he helps people do it is something you’re going to enjoy.

Episode 291: Todd Caponi, Founder of Sales Melon: Closing a Deal isn’t the Finish Line…It is the Starting Line: The Power of Transparency in Negotiations.

August 16th, 2024  |  59 mins 35 secs

negotiations, rob jeppsen, sales, sales history, sales leadership, sales melon, todd caponi

Todd Caponi is one of the most downloaded guests in the history of this podcast. Todd first joined the show to share the power of transparency in sales. He rejoined a couple of years later to share his insights around the power of transparency in sales leadership. And today Todd shines the power of transparency in a crucial element of any sales process: Negotiations. Todd shares how we DON’T have to act like a hostage negotiator to get a deal done and why it is important to remember that the negotiation process shouldn’t turn a partnering relationship into an adversarial one. Todd provides every leader with a framework you can use to transform how you negotiate so a completed deal leaves your clients inspired rather than relieved that it is over in an episode you will want to share with every member of your team.

Episode 290: Jeanne Omlor, Leadership Coach: Make Those You Work With Feel BETTER!

August 7th, 2024  |  56 mins 24 secs

belief, growth, jeanne omlor, relationships, rob jeppsen, sales, sales leadership, success

Jeanne Omlor is a coach to some of the world’s most prolific coaches, consultants and leaders. She helps leaders who are ready to make the jump from just working hard and hoping they’ll break through to becoming a transformational, disruptive leader. And she does it by helping these leaders create systems that fuel growth and success without relying on manipulative techniques that nobody enjoys using OR receiving. Jeanne joins us today and shares why each of us has a responsibility to make everyone we engage with feel better as a result of speaking with us and how success in this regard starts with ourselves and what we believe in. This is an episode that will help you create transformative relationships in your team and with those customers you work with.

Episode 289: Armand Farrokh, Founder of 30 Minutes to Presidents Club: Inbound Gets Me In the Game…but Outbound Gets Me to President’s Club

July 31st, 2024  |  1 hr 34 secs

armand farrokh, presidents club, rob jeppsen, sales, sales leadership

Armand Farrokh is the Founder of 3- minutes to President’s Club, the #1 media platform for sales. Armand provides insights, platforms, and frameworks used by some of the most elite, most successful sellers in tech today. Armand joined the show several years ago in one of the most downloaded episodes in show history. Today, Armand RE-JOINS the show to share how elite sales leaders create outbound systems that work. And in a time where response rates are shrinking like a frightened turtle…this is an episode you will want to dive into.

Episode 288: Paul M. Caffrey, Sales Preparation Expert: 6 Habits of ELITE Performance

July 24th, 2024  |  1 hr 4 mins

paul caffrey, rob jeppsen, sales, sales leadership, sales preparation

Paul M. Caffrey is leading a worldwide charge in helping develop ELITE salespeople…all through doubling down on Prepared Selling. Paul is a bestselling author, a wildly successful podcaster, an international speaker, and a coach to elite salespeople worldwide. He helps salespeople unlock the hidden habits of Elite salespeople that help them prospect better, win more business, and advance faster in their careers. His book, the Work Before the Work is a blueprint for career changing success in sales…and today Paul joins us to share 6 “Hidden Habits” that are part of the DNA of an Elite Salesperson.

Episode 287: Tim Kight of Focus 3 — Elite Leaders Have Elite Leadership Systems

July 18th, 2024  |  1 hr 2 mins

e+r=o, leadership, rob jeppsen, sales leadership, tim kight

In memory of the late Tim Kight, who passed away in May after a courageous battle with cancer, we are honored to re-release our all-time favorite episode featuring him.

Tim Kight was the founder of Focus 3 and a renowned leadership consultant with decades of experience helping organizations build positive cultures and improve performance. He worked with numerous companies and sports teams, sharing his expertise in performance coaching and leadership training. Tim was widely respected for his E+R=O (Event + Response = Outcome) philosophy, which has guided countless individuals and teams to achieve elite performance.

In this episode, Tim joins Rob to discuss how you can help your team achieve meaningful standards and set new goals. He explains what sets elite performers apart from the average and emphasizes that leadership is a journey of continuous improvement. With his powerful E+R=O framework, Tim shows us how to orient toward the outcomes we desire and become elite in the process.

If you listened to this one when it was first released, do yourself a favor and give it a second take. And if you missed this one or are newer to the show, you're in for a real treat.

Episode 286: Rich Horwrath, Founder and CEO of the Strategic Thinking Institute - Strategic Leadership: Excellence is a Deviation from the Norm

July 10th, 2024  |  1 hr 3 mins

process, rich horwrath, rob jeppsen, sales, sales leadership, strategic thinking, strategy

Rich Horwrath is the founder and CEO of the Strategic Thinking Institute. For over 20 years, Rich has helped over a quarter of a million executive leaders worldwide develop their strategic thinking and planning capabilities. He’s helped create impact in businesses of all kinds as he helps have a common language to talk about strategy and have clear and concise processes for developing strategic direction. Rich has appeared on every Network News Syndicate as an expert in business strategy and he’s been published in Fast Company, Forbes, and the Harvard Business Review. He’s a bestselling author…8 times over and joins us today to give a blueprint about Strategic Leadership, why it matters, and how any leader can become more strategic if they want to. This is the first time we’ve addressed this topic in the show’s history and you will enjoy the insights Rich has to offer.