Sales Leadership Podcast

Episode 162: #161: David Walter — Creating Experiences that Change Priorities

November 10th, 2021  |  53 mins 7 secs

cold calling, david walter, million dollar rebuttal, sales, sales coaching, sales leadership

David Walter is the best-selling author of the book “The Million Dollar Rebuttal.” He helps salespeople all around the world learn to connect to prospects faster by creating a different experience. His insights around connecting to high-value prospects will help your customers prioritize the problems you solve faster. To get his seven cold-calling secrets head to www.freeworkbook.com.

Episode 161: #160: Ang McManamon of Crunchbase — Choosing Growth Every Day

November 3rd, 2021  |  57 mins 55 secs

ang, growth, sales coaching, sales leader

Ang McManamon is the VP of Sales for Crunchbase. Ang and her team are experiencing rapid growth as they help sales teams around the world get Account Based Selling done right. Ang has had an incredible career as a sales leader with global sales leadership positions at several organizations including Amazon before her current role with Crunchbase. In this episode she shares her approach to creating an environment where members of the sales team choose growth every day and a blueprint on how every sales leader can create growth environments that lead to big success stories.

Episode 160: #159: Brad Jensen of Motivosity — Creating a Culture of Motivated Teammates

October 26th, 2021  |  56 mins 22 secs

coaching, motivation, sales leadership

Brad Jensen is the VP of Sales for Motivosity. Under Brad’s leadership, Motivosity has had head-turning growth with their award-winning recognition platform that helps people be happier at work. Brad is a rare repeat guest and one of the top sales coaches in the world. To learn more about Brad and the way Motivosity helps create a culture of motivated employees, visit www.motivosity.com.

Episode 159: #158: Bryan Elsesser of SaaStr — The Difference Maker is the Sales Leader

October 20th, 2021  |  1 hr 1 min

sales coaching, sales growth, sales leadership

Bryan Elsesser is the VP of Sales for SaaStr. He works with SaaS organizations around the world helping them enter High Growth mode. Bryan has led High Growth sales teams as a practitioner and now advises some of the fastest growing SaaS companies in the world. You can follow Bryan on Linked in or learn more about SaaStr at www.saastr.com.

Episode 158: #157: Heather Monahan of Boss in Heels — The Power of Belief

October 12th, 2021  |  50 mins 11 secs

confidence, heather monahan, rob jeppsen, sales coaching, sales leadership

Heather Monahan is a bestselling author, award-winning speaker, and an expert in helping create confidence. She works with sales teams worldwide in developing sales leaders and salespeople fueled with authentic confidence that helps them overcome challenges that others run from. Her newest book, Overcome Your Villains is available at https://overcomeyourvillains.com/.

Episode 157: #156: Kyle Petersen of of Catalyst Software — Achieving Elite Performance Through Trust & Consistency

September 28th, 2021  |  52 mins 51 secs

consistency, kyle petersen, leadership, rob jeppsen, sales, sales coaching, trust

Kyle Petersen runs sales at Catalyst Software. They were just named one of the top 40 privately held companies in the world. Kyle shares how to create trust through a leadership style grounded in consistency. As you prepare for a year end push and preparation for the upcoming 2022 year…Kyle shares how to use Consistency in ways that build trust and create results without pushing the panic button.

Episode 156: #155: Nadia Rashid of Seismic — Adapting Your Leadership to Fuel the Development of Each Member of Your Team

September 21st, 2021  |  53 mins 26 secs

coaching, leadership, nadia, rob jeppsen, sales

Nadia Rashid is the SVP of Sales at Seismic. She’s helped Seismic get into high growth mode, but more importantly…stay there. Today she shares how she’s had to change her leadership approach to make sure she is able to fuel the growth of each individual of her team. She shares how leaders need to adapt and what the new non-negotiables are in an insightful conversation you won’t want to miss.

Episode 155: #154: Dr. Garland Vance of AdVance Leadership — Avoiding Burnout by Making Busy a Bad Word

September 9th, 2021  |  55 mins 36 secs

busy, garland vance, leadership, rob jeppsen, sales leadership

Garland Vance is helping professionals all around the world make the word “Busy” a bad word. And right now, burnout is at an all-time high and sales leaders need tools to help the people they lead overcome this epidemic facing salespeople worldwide. His book, Getting’ UnBusy is a bestseller and a fantastic resource to help you kill busyness and live with purpose, productivity and peace. This episode is one every sales leader will want to listen to multiple times as the topic has never been more important than it is right now.

Episode 154: #153: Ryan Staley of Whale Boss — The Core Systems Every Sales Leader Needs to Create Predictable Success

September 2nd, 2021  |  45 mins 49 secs

coaching, leadership, rob jeppsen, ryan staley, sales training

Ryan Staley is the founder and CEO of Whale Boss. He helps organizations around the world build the systems required to have predictable success selling to large enterprise customers. This conversation introduces those key systems and insights you can use to start building the systems for your team immediately. To join Ryan’s Referrals for Revenue Workshop, you can learn more and sign up here: https://www.referralsforrevenuechallenge.com/go. To join the MasterClass on accelerating your success in advancing and closing deals, you can sign up here: https://www.robandryan.live/training.

Episode 153: #153: Rob Jeppsen of Sales Leadership United — Maximum Effort Does Not Always Equal Maximum Speed

August 27th, 2021  |  38 mins 7 secs

rob jeppsen, sales coaching, sales leadership, velocity

Ever felt like you're doing maximum effort but not creating maximum speed? Our job as sales leaders is to help those we lead choose growth and to outgrow their talent. This is easier said than done. This week, Rob shares an episode from his private podcast, Coaches' Corner. Coaches' Corner is something Rob updates weekly for members of Sales Leadership United, a community of sales leaders working to create elite impact for the people they lead. Each week he shares insights based on work he is doing with other sales leaders around the world. To access all the episodes of Coaches' Corner, over 100 hours of training, and Sales Leadership Content in every leadership topic you'll need...check out Sales Leadership United here: https://www.patreon.com/SalesLeadershipUnited.

Episode 152: #152: Jon Selig of Comedy Writing for Sales Teams — Create More Connections by “Roasting Your Prospect’s Pain”

August 20th, 2021  |  55 mins 52 secs

coaching john selig, humor. leadership, rob jeppsen, sales

Jon Selig teaches sales teams how to connect to the challenges of a prospect through humor. In a world where the sales noise is louder than it has ever been, learning how to connect to things clients and prospects care about has never been more important than it has ever been. This episode is not about punchlines…it is about pipelines. Jon shares how sales and comedy are more similar than most expect. Learn the secrets from the great comedians on how they become more relevant and relatable to their audience…and how your salespeople can as well.

Episode 151: #151: Tony Hughes of Sales IQ Global — How to Thrive as a Sales Leader in the 2020’s

August 12th, 2021  |  57 mins 46 secs

coaching, hughes, jeppsen, rob, sale ig, sales leader, tony

Tony Hughes is a legend in the sales community. He joins the show this week to talk about what sales leaders need to do in order to thrive in the 2020s and beyond. His insights will help every sales leader connect to the members of their teams in ways that creates life-changing years to each of the people they lead. This is a can’t miss episode with tactical suggestions each leader can use immediately.

Episode 150: #150: Josh Roth of Lob — Influence: Leading With More Than Just the Numbers

August 5th, 2021  |  1 hr 28 secs

growth, impact, josh roth, rob jeppsen, sales coaching, sales leadership, sdr

Josh Roth has had a huge impact in the modern sales world. As a co-founder of SDR Defenders and the Sr. Director of Inside Sales for Lob...he's seen firsthand how to fuel rapid growth. Josh shares how the great leaders move past the spreadsheets and connect to the whole person...not just the salesperson...in finding ways to create influence. Learn how top leaders help those they lead choose growth over talent in one of our most important episodes yet.

Episode 149: #149: Amy Slater of Palo Alto Networks — How to Stop Checking the Boxes and Start Engaging With Your Reps

July 22nd, 2021  |  1 hr 1 min

1:1, amy slater, relationships, sales coaching, sales leadership

Amy Slater is one of the top sales leaders in the business right now. She’s worked with several of the world’s most iconic sales teams and right now is VP of GTM for Internet Security at Palo Alto Networks. Her commitment to the individual development of salespeople. She joins the show to share why it is more important than ever before to stay connected to members of your team and how to do it in an ever-changing environment. Learn insights to having 1:1s your reps will thank you for and how to connect to the whole person…not just the salesperson in this important conversation.

Episode 148: #148: Cherilynn Castleman of Sistas In Sales — Creating Connections that Matter

July 15th, 2021  |  59 mins 45 secs

cherilynn castleman, sales, sales coaching, sales leadership, sistas in sales

Cherilynn Castleman helps women of color in the sales community become too good to be ignored. She’s learned that those who connect best have the most success. As a result, she’s developed frameworks to have conversations that create connection and fuel head-turning results. She joins us this week and shares her conversation frameworks so you can make a difference with the careers of those you lead almost immediately. Want to be too good to be ignored? Follow Cherilynn’s blueprint.

Episode 147: #147: Ryan Walsh of RepVue — More than a Numbers Game: The Quota Attainment Challenge

July 8th, 2021  |  1 hr 2 mins

coaching, data, pipeline, repvue, ryan walsh, sales, sales leadership

It is no secret that the percentage of reps hitting quota continues to be a real challenge for sales leaders in nearly every industry. Too many leaders continue to rely on the 80/20 rule and ride their top performing reps while the others continue to struggle. Ryan Walsh, founder and CEO of RepVue joins the show and shares insights on how the most successful sales leaders are beating this trend. Ryan shares a blueprint of how to overcome this attainment challenge and creating an organization that attracts the right kind of reps to your team. Ryan's work at RepVue gives him unique insights to what is driving success and why many of the "usual things" don't work in the modern sales environment. Check this episode out and start beating the attainment trend with your team today.

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