Sales Leadership Podcast

Episode Archive

Episode Archive

75 episodes of Sales Leadership Podcast since the first episode, which aired on June 20th, 2018.

  • Episode 75: #75: Daniella Sardi of TriNet — Making an Impact as a Sales Leader

    December 2nd, 2019  |  53 mins 21 secs
    1:1, analysis, app, coaching, coaching session, daniella, deal coaching, engagement, executive, idp, insights, one on one, performance, pipeline, plugin, sales, sales goal, sales leaders, sales team, salesforce, sardi, technology, xvoyant

    Daniella Sardi, Director of Client Acquisition at TriNet, teaches us why coaching your reps is the key to high-growth sales. Daniella shows us how having an individual development plan for every rep on your team maximizes your impact as a leader. Focusing on the motives each rep has for success and then tailoring activity and skills can result in measurable improvement for both high-and-low performers, and bring explosive growth to your company's bottom line.

  • Episode 74: #74: Travis Huff of Wayfair — Individual Road Maps for Individual Reps: Moving Past the Minimums to Scale with Swagger

    November 26th, 2019  |  40 mins 12 secs
    building a sales team, culture, passion onboarding, practice, sales improvement, training

    Travis Huff, Director of B2B Sales for Wayfair has driven growth that resulted in Wayfair being recognized as one of the fastest-growing stocks in 2017. His blueprint is simple: Talk is Cheap. Too many leaders talk about key things like onboarding, metrics, playbooks, and coaching. Travis builds process around them. Learn how you can build processes around onboarding and coaching that not only gets reps to revenue quickly, but create consistency in how your leaders connect to the development of each individual and help develop unique roadmaps for each rep’s success.

  • Episode 73: #73: Shep Maher, EVP of Global Sales at Betterworks — The State of the Sales Coaching World

    November 18th, 2019  |  52 mins 58 secs
    coaching technology, culture, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, shep, training, xvoyant

    Shep Maher of Betterworks talks to Rob about the state of sales coaching in business today. Shep explains that while sales coaching is getting a lot of attention from companies right now, the skill of sales managers is not where it needs to be. One particular area that needs attention is the level of individualization each leader gives to each sales rep. Each coaching session needs to have a consistent time and a consistent focus on the individual, and each rep needs to know that the sales leader is invested in their success. Shep is a true champion of sales coaching, and we learn a lot from him in this episode.

  • Episode 72: #72: Robert Beattie, Sales Lead, Thomson Reuters — How To Create a Sales Culture Where the Motivated Can Win

    November 11th, 2019  |  37 mins 56 secs
    building a sales team, culture, passion onboarding, practice, sales improvement, training

    Robert was our first-ever guest on the Sales Leadership Podcast, and still one of our most-listened-to episodes. Many subscribers have not yet heard this amazing sales leader, so we decided to bring him back to share the leadership blueprint that has helped him achieve double-digit growth in a mature, single-digit growth market.

  • Episode 71: #71: Steven Broudy of Bevy — Accidentally Involved, Intentionally Successful

    November 4th, 2019  |  1 hr 44 secs
    building a sales team, culture, passion onboarding, practice, sales improvement, training

    Steven Broudy, VP & Head of Sales for Bevy, teaches us about how finding and developing the best people are crucial to maintaining the core values companies must have to reach hyper-growth. Learn why being uncompromising on who you hire by using assessment and selection helps leaders screen candidates to find those who can succeed under the conditions of your sales team.

  • Episode 70: #70: Josh Braun of SalesDNA — Empathy Is the Heart of Selling

    October 28th, 2019  |  55 mins 44 secs
    coaching technology, culture, empathy, josh braun, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesdna, salesforce utilization, training, xvoyant

    Josh Braun, the founder of SalesDNA, shows us how sales teams can reach their greatest success when they understand the customer's world. Josh teaches us how to overcome the disconnect between the words reps are saying and what the customer's job is actually about, and learn to speak in the customer's language. We have to be different in a meaningful way, and then show how we are different creatively in a way that people care about.

  • Episode 69: #69: Meg Kopka of BetterManager — Be a Manager Worth Working For

    October 21st, 2019  |  55 mins 56 secs
    building a sales team, culture, passion onboarding, practice, sales improvement, training

    Meg Kopka of BetterManager joins us and talks with Rob about the crisis facing companies today: research shows that 70% of sales reps leave their jobs because of their managers. Meg recognizes that managing sales teams is a tough job that most are not properly trained for, but she gives us her blueprint on how becoming a better manager can be learned through learning the principles of coaching while employing empathy and awareness.

  • Episode 68: #68: Jake Dunlap of Skaled — Building A High-Growth Sales Team That Scales

    October 14th, 2019  |  56 mins 29 secs
    building a sales team, culture, passion onboarding, practice, sales improvement, training

    This week Jake Dunlap, CEO of Skaled Consulting shows us how companies can grow faster and more predictably using technology, consulting, and strategy. Jake describes how sales leaders can eliminate variance by standardizing the set of core competencies reps have, and by creating common messaging that is customized to each business. Then, use technology to reinforce these skills and behaviors.

  • Episode 67: #67: Kelly Roach — How Connecting To Your Reps' "Big Why" Equates To Sales

    October 7th, 2019  |  50 mins 35 secs
    1:1, analysis, app, coaching, coaching session, deal coaching, engagement, executive, insights, one on one, performance, pipeline, plugin, sales, sales leaders, sales team, salesforce, technology, xvoyant

    Kelly Roach joins the Sales Leadership Podcast and shows us why being fanatical about setting the right tone and expectation can make the difference for your reps. Kelly teaches us how spending part of each day helping each rep improve creates a culture of coaching that will create phenomenal growth.

  • Episode 66: #66: Mark Kosoglow of Outreach — How to Grow Your Company From $34 to $1 Billion

    September 30th, 2019  |  1 hr 1 min
    coaching technology, culture, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, training, xvoyant

    Mark Kosoglow, VP of Sales at Outreach shows us how to engineer remarkable growth without adding huge amounts of headcount to match. Learn why building the right system for each sales process will solve your toughest problems and how training and enabling your sales leaders can help your teams reach the success that before looked impossible.

  • Episode 65: #65: Jason McElhone of RemoteSales — How to Manage Without Micromanaging

    September 23rd, 2019  |  59 mins 24 secs
    1:1, analysis, app, coaching, coaching session, deal coaching, engagement, executive, insights, one on one, performance, pipeline, plugin, sales, sales leaders, sales team, salesforce, technology, xvoyant

    Jason McElhone, Founder, and CEO of RemoteSales shows us how in this tightest of job markets, it is essential that you are able to recruit the best salespeople worldwide. Technology now makes it possible to hire the best salespeople, wherever they are. Learn why self-starters are the best remote workers, and why having a culture of "fail fast, fail forward" is the key to having success in the tough grinder of the sales lifestyle.

  • Episode 64: #64: Justin Welsh – How to Eliminate Guesswork

    September 16th, 2019  |  54 mins 48 secs
    building a sales team, culture, data, justin, passion onboarding, practice, process, sales improvement, training

    Justin Welsh joins Rob as our first-ever repeat guest. They talk about Justin's keys to eliminating the guesswork as you build a high-growth sales team: Getting the right people, and then the right process. Are you managing data the right way? Justin also discusses how to maintain your own personal balance and sense of who you are to avoid burnout and depression.

  • Episode 63: #63: Richard Smith of Refract - How to Build An Effective Coaching Culture

    September 9th, 2019  |  58 mins 9 secs
    building a sales team, culture, passion onboarding, practice, sales improvement, training

    This week's guest is Richard Smith, Co-founder & Head of Sales for Refract. Richard is a champion of sales coaching and tells us how companies are learning the importance of having a coaching culture. He says that hiring the right people for your sales team is important, but having a manager that knows how to help each of those reps improve is of equal importance. Learn how to create that coaching culture in your company and make it a competitive advantage.

  • Episode 62: #62: Michael Gallagher of The Stevie Awards - The Importance of Showing Your Team Appreciation

    September 2nd, 2019  |  43 mins 38 secs
    building a sales team, culture, passion onboarding, practice, sales improvement, stevie, training

    Michael Gallagher, President of The Stevie Awards talks with Rob on why it is important that a sales leader is able to tell the story of the team's success, and then successfully repeat it. The Stevie Awards help leaders share that story and also gives the team a chance to celebrate that success and be publically recognized for it. In this podcast, learn about how to nominate your sales team for a Stevie Award, and also how you can review past Stevie winners' stories and see how they created their own success.

  • Episode 61: #61: Lance Tyson, President and CEO of The Tyson Group - The Importance of Building A Positive Sales Culture

    August 26th, 2019  |  59 mins 14 secs
    building a sales team, culture, passion onboarding, practice, sales improvement, training

    Lance Tyson, President & CEO of the Tyson Group, teaches us some of the things he has learned in a long career of teaching professional sports franchises how to sell. Considering that these businesses are selling something that their customers don't need, but want to buy, it presents some interesting challenges. Lance believes that culture is the key to creating an environment where the motivated can succeed. He has found his greatest success by ensuring that the sales leaders are always trained first, and then they need sales reps who are determined to win their individual games.

  • Episode 60: #60: Samantha McKenna - How Knowing Your Customers Drives Success

    August 20th, 2019  |  58 mins 40 secs
    building a sales team, culture, linkedin, passion onboarding, sales leader, training

    This episode features Samantha McKenna, Head of Sales, Enterprise NYC for LinkedIn. Samantha is an expert at selling to large enterprise customers, and she shows us how multithreading is essential to win those massive accounts. Her tactics on how to build engagement through personal relationships and why you need to get comfortable at being uncomfortable will help you win deals both large and small.