Sales Leadership Podcast

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.

Episode 285: Valentin Radu, CEO of OmniConvert: The OBSESSION You Can’t Afford to Get Wrong

July 3rd, 2024  |  1 hr 3 secs

clv, customer lifetime value, growth, omniconvert, rob jeppsen, sales, sales leadership, valentin radu, value

Valentin Radu is the CEO of OmniConvert. Valentin and his team help fuel growth of organizations in arguably the most important way: Increasing and MAXIMIZING customer lifetime value. Valentin and his team offer a number of ways to not just keep the customers an organization lands…but to optimize the lifetime value for every customer a team wins. Today he joins us to share how elite organizations have intentional, predictable success in increasing Customer Lifetime Value and how leaders can help make every sale you make more meaningful in an episode you’ll be able to utilize immediately.

Episode 284: Wesleyne Whittaker, Founder and Chief Transformation Officer at Transformed Sales: Developing Your Most Powerful Leadership Muscle

June 26th, 2024  |  1 hr 2 mins

mindset, predictable, rob jeppsen, sales, sales leadership, wesleyne whittaker

Wesleyne Whittaker is the Founder and Chief Transformation Officer of Transformed Sales. She’s a former chemist turned international sales leader of teams in very technical, complex sales situations. She helps leaders create systems to build teams that have predictable, sustainable success and move away from the approach of just work harder, cross your fingers and hope for the best. Wesleyne joins us at the midpoint of the 2024 Calendar Year to share how leaders can have impact in what is possibly the most important place to be intentional. Where? Listen in to this episode and find out.

Episode 283: Josh Roth, VP of Revenue and Global Head of Presale at Pipefy: The Shift is Real

June 19th, 2024  |  1 hr 3 mins

adapt, confidence, growth, josh roth, rob jeppsen, sales, sales leadership, shift

(0:00) "Here's What"
(2:10) Intro
(3:25) Special Interview with Josh Roth
(45:07) "So What?"

Josh is the VP of Revenue and Global Head of Presales at Pipefy. His team is experiencing rapid growth and that’s par for the course with Josh. He’s an award-winning sales leader who has accomplished things few others have. Josh is one of the most impactful sales leaders I’ve crossed paths with and he joins us today as a repeat guest to discuss the shifts facing sales leaders and how to shift in ways that fuels growth and confidence. This is a timely episode and one that every leader will benefit from.

Episode 282: Chris Dyer, CEO and Co-Founder of People: Culture Isn’t an ART. It’s a SCIENCE.

June 12th, 2024  |  1 hr 2 mins

chris dyer, culture, rob jeppsen, sales, sales leadership, team building

Chris Dyer is one of the world’s top experts in Modern Day Team and Culture building. For 20 years, Chris served as the co-founder and CEO of People and helped change the game in how people built elite cultures. Chris has gone on to become a three time bestselling author, Top 50 Global Thought Leader, and highly sought after keynote speaker about one of the most important things we HAVE to get right as leaders: Culture. Today Chris joins us to share his mission: helping leaders create positive change in team culture and build environments where people don’t just survive…they thrive.

Episode 281: Bowen Moody, CEO and Co-Founder of Wonderway: Using AI to Become an ELITE Coach

June 5th, 2024  |  57 mins 9 secs

ai, alignment, bowen moody, coaching, rob jeppsen, sales, sales leadership

Bowen Moody is the Co-Founder and CEO of Wonderway. Wonderway is an AI tool to help develop salespeople faster with Elite coaching and the RIGHT use of AI. Bowen works with sales teams all around the world helping teams successfully onboard teammates faster, ongoing adaptation and adjustment to stay in alignment with the markets and how they change, and help people become more successful faster…and stay successful longer. Today Bowen joins us to help every listener think about coaching and development differently and identify where AI helps leaders coach better, more consistently, and do it in a way that helps every leader become an Elite leader they want to be.

Episode 280: Amy Siegfried, CEO and Co-Founder of Last Night's Game: Connection > Correction: Why Connection is a Skill Every Elite Leader MUST Develop

May 29th, 2024  |  57 mins 28 secs

amy siegfried, collaboration, communication, connection, frameworks, leadership, rob jeppsen, sales, sales leadership, small talk

Amy Siegried is the CEO and Co-Founder of Last Night’s Game. Amy and her team help millions of people worldwide build confidence, learn to develop connection and create meaningful collaborations. And the way she does it is really unique and really applicable to every single listener of this show: learning to use small talk as a way of creating impact and interest. Today she joins the show and shares a 4 part framework on how every leader can connect. And in a world where everyone communicates but few actually connect, this episode is something that can help you create impact immediately.

Episode 279: Philippe Bouissou, Founder and CEO of Blue Dots Partners: Solving the Monday Morning Dilemma

May 22nd, 2024  |  1 hr 2 mins

alignment, clarity, philippe bouissou, rob jeppsen, sales, sales leadership

Philippe Bouissou is the founder and CEO of Blue Dots Partners. Philippe and his team help learn about and leverage the power of alignment with their market. Today Philippe joins the show and shares a framework every leader will be glad they are introduced to. He de-mystifies the alignment process and shares stories and tactics that will help you take your approach to alignment up to a level that will change the success trajectory of each member of your team. Philippe bases this framework on 3 decades of operating, investing, and consulting, including being the founder of the Online Apple Store and reporting directly to Steve Jobs. Want to make sure your team is crystal clear on how to win when they show up to work tomorrow? Be sure to check this episode out.

Episode 278: David Connors, CEO and Co-Founder of The Swarm: What’s Your People Plan? The Power of Go to NETWORK.

May 8th, 2024  |  58 mins 34 secs

david connors, go to network, network, recruiting, relationships, rob jeppsen, sales, sales leadership

David Connors is the Co-Founder and CEO of The Swarm. The Swarm is a really interesting Go To Network Platform that helps revenue organizations tap into the vast power of their extended networks and relationships so they can accelerate sales, recruiting, and fundraising. The Swarm is experiencing some rapid growth right now as they help organizations of all sizes turn their networks into a different kind of superpower…and create unfair go to market advantages. David joins us today to share how Going to NETWORK can create advantages every GTM team should leverage and the power that comes from this different source of Revenue Team Fuel. Today David shares how to move away from the traditional “Spray and Pray” approach, throw away broken, outdated playbooks, and see more results, faster.

Episode 277: Paul Salamance, CEO and Co-founder of Top 1 Percent Academy: Cracking the Code of the 1% Factor

May 1st, 2024  |  51 mins 51 secs

1%, paul salamanca, rob jeppsen, sales, sales leadership, top one percenter

Paul Salamanca is the Co-Founder and CEO of Top 1 Percenter Academy. Paul is one of my all-time favorite sales leaders. He’s led teams to ridiculous levels of success. He’s done it in the good times…he’s done it in the tough transitional times. I’ve seen him take organizations through every stage of growth…successfully and predictably. Along the way, Paul saw a need to help salespeople take charge of their own development. And as a result he developed the TOP Program… Top One Percenter. His academy has been so successful that today he takes the principles of top 1 percenters to companies of all sizes worldwide. Today he REJOINS the show to share a blueprint for unlocking the Top 1% factor to help every listener break free of the gravitational pull of status quo.

Episode 276: Annie Mosbacher, Chief Strategy Officer and Co-Founder of Decoded Strategies: CAPTIVATE Your Customers with Storytelling

April 25th, 2024  |  57 mins 3 secs

annie mosbacher, communication, marketing, rob jeppsen, sales, sales leadership, storytelling

Annie Mosbacher is the co-founder and Chief Strategy Officer for Decoded Strategies. Annie is an expert in maximizing the impact of the intersection points between Sales and Marketing. She’s helped scale organizations from zero to over $50MM ARR in a number of different organizations. Annie co-founded Decoded Strategies to help teams communicate more effectively with their audiences. She’s helped some of the most iconic organizations in the world eliminate confusion and not just communicate…but really connect in powerful ways. And one of the tools her team helps people use with great success? Storytelling. She joins the show today to share why so many organizations communicate…but few truly connect and what to do about it.

Episode 275: Steve Brossman: CEO of PodGuest Profits - Momentum is EVERYTHING

April 17th, 2024  |  1 hr 46 secs

momentum, podcast, podguest, profit, rob jeppsen, sales, sales leader, sales leadership, steve grossman, strategic

Steve Brossman is one of the top advisors to salespeople and sales leaders in the world. He helps teams differentiate and create game-changing strategies to help teams differentiate and cut through the noise of an increasingly crowded world. Steve has worked with leadership teams in 15 countries and has trained over 65,000 salespeople. He also is an elite sprinter and competed in the Olympic games. Today he shares how the principle of Momentum helps a team in a ways nothing else can…and how to be intentional about building momentum with each member of your team.

Episode 274: John Kaplan: President and Managing Partner at Force Management - Embrace the IMPERMANENCE of Life.

April 10th, 2024  |  1 hr 8 mins

growth, john kaplan, profit, rob jeppsen, sales, sales leadership

John Kaplan is one of the most influential people in sales. He is the President and Managing Partner of Force Management. For over 20 years, John and the Force team have helped organizations drive profitable AND predictable growth by training their sales and customer facing teams. John and his team that brought us tools like MEDDIC. They have worked with some of the most iconic sales organizations in the world. Helped architect some of the greatest sales success stories in the world. Won way more than their share of awards along the way. And John has emerged as one of the most impactful and influential sales leaders in sales history. John joins us today and shares important insights from an incredible leadership journey that will change your career and change your life.

Episode 273: Dacy Corlee, VP of Sales at Tile Shop: People → Business → Finance. The Power of Connection.

April 3rd, 2024  |  52 mins

business, connection, dacy corlee, finance, growth, people, rob jeppsen, sales, sales leadership

Dacy Corlee is the Vice President of Sales at the Tile Shop. For 22 years Dacy has helped build the tile shop into what is now one of the largest and fastest growing retailers of manufactured and natural stone tiles in North America…with over 140 locations across 31 states in the United States. As they’ve found ways to keep growing faster and more strategically, Dacy has had to reinvent his leadership approach in order to adapt and continue to thrive. Dacy joins us and shares how he’s done it in a way that has helped him connect to markets, connect to people, and help those he leads choose growth in compelling ways…and shares a blueprint you can use to connect more intentionally with each member of your team.