Sales Leadership Podcast
Episode Archive
Episode Archive
304 episodes of Sales Leadership Podcast since the first episode, which aired on June 20th, 2018.
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Episode 96: #96: Robynn Storey of Storeyline Resumes — Own Your Success When Telling Your Story
April 27th, 2020 | 51 mins 58 secs
building a sales team, passion onboarding, practice, resume. culture, sales improvement, training
If you are looking for a new opportunity during this challenging time or if you just need to update your resume for the future, this episode features Robynn Storey of Storeyline Resumes. Robynn’s company is the top resume expert on LinkedIn, and she talks about how you should own your success when telling your story through your resume in a way you are not afraid to share it or talk about it to hiring managers. We need to be able to show not just that we have something to offer to hiring managers that they are looking for, but also that we have can bring the impact that companies need in a salesperson.
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Episode 95: #95: Corey Sommers of Enableocity — Engineering Experiences That Build Trust
April 20th, 2020 | 1 hr 57 secs
building a sales team, culture, passion onboarding, practice, sales improvement, training, trust
Corey Sommers, Co-Founder of Enableocity joins Rob on the Sales Leadership Podcast. Corey says that sales enablement is a way to prepare salespeople to build trust, and trust is the currency of any relationship. For many of us, trust is tough to define, but we all agree it is important. When salespeople show their customers that when they experience interactions with you that they solve problems they care about or achieve results that are important to them, those experiences will build trust, and this is one of the great ways to stand out from your competitors.
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Episode 94: #94: Kristie Jones of Sales Acceleration Group — How to Embrace Change
April 13th, 2020 | 55 mins 28 secs
building a sales team, change, culture, passion onboarding, practice, sales improvement, training
Kristie Jones, Principal of Sales Acceleration Group, joins Rob on the podcast to talk about how companies who use creativity and innovation to change during this challenging time will be the ones who win their way to not just survival, but high-growth success. Companies must be ready to adapt quickly and be prepared to reevaluate everything. Kristie reminds us that when we embrace change, we have to understand that failure is to be expected as we implement new products, new pricing models, and new partners.
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Episode 93: #93: Chad Olds of Anchore — Be Kind and Grind
April 6th, 2020 | 1 hr 6 mins
building a sales team, culture, passion onboarding, practice, sales improvement, training
This week's episode features Chad Olds, VP Worldwide Enterprise Sales for Anchore. Chad's motto is "Be kind, and grind." His message is that especially in these crazy and difficult times, companies still need their salespeople to be successful. Sales managers should lead with kindness, but don't stop pushing to get the results your business needs to win deals. Those that adapt most rapidly to this new environment will be the ones to not just survive but keep on that golden road to high success.
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Episode 92: #92: Colleen Stanley of SalesLeadership — Connect With Real-World Empathy
March 30th, 2020 | 59 mins 7 secs
building a sales team, culture, empathy, passion onboarding, practice, sales improvement, training
Colleen Stanley, CEO of SalesLeadership, joins Rob on the podcast this week to talk about how empathy will help sales leaders connect with their sales teams in these difficult times. Real-world empathy means you understand what is really important to both your sales representatives and your customers. With a new reality facing most of us, including new tools, new skills, and a new selling environment, Colleen shows us some new ways to take on these challenges and win.
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Episode 91: #91: Tim Clarke of UNCrushed—How Salespeople Can Prevent Burnout And Have A Successful Career
March 23rd, 2020 | 49 mins 25 secs
building a sales team, culture, passion onboarding, practice, sales improvement, stress, suicide, training
This week's guest is Tim Clarke of UNCrushed, back as a Greatest Hit for the Sales Leadership Podcast. Tim brings a special story today on an important topic. He believes that salespeople need to be wary of the pressure to win, to be a "crusher," because that kind of success comes with negative effects. Tim says that we are so focused on outcomes that we often lose track of people. Tim's non-profit group, UNCrushed, helps salespeople avoid the negative impact of the "crush it" culture. He talks about how to minimize the soul-crushing rejection, the uncertainty, and the fear in order to be successful and thrive. Tim sums it up with the belief that strength comes from vulnerability. Check out this episode for more information.
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Episode 90: #90: Adam Peek of Fortis Solutions Group — Invest in Your Own Career
March 16th, 2020 | 1 hr 2 mins
coaching technology, culture, development, leadership, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, training, xvoyant
Adam Peek of Fortis Solutions Group shows us how to get off the sidelines and take charge of your own career and development. When you find solutions that can help you succeed, and bring success to your team and company, you build influence and become a great leader even if you don't have that VP of Sales title.
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Episode 89: #89: John Madsen of Athletic AF — Your Mindset Drives Your Success
March 9th, 2020 | 58 mins 2 secs
building a sales team, culture, mindset, passion onboarding, practice, sales improvement, training
John Madsen, CEO of Athletic AF joins Rob to discuss how your mindset can be your greatest catalyst or your most permanent limiter. Learn how to become the best version of yourself by managing your mindset.
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Episode 88: #88: Rob Jeppsen of Xvoyant — The Sales Leadership Crisis
March 2nd, 2020 | 37 mins 53 secs
building a sales team, culture, passion onboarding, practice, sales improvement, training
Max Altschuler interviews Rob Jeppsen on this episode of the Sales Leadership Podcast, talking about the crisis facing sales leaders today. Sales reps want to be coached on a path of high growth, but leaders think they are doing a great job, but the truth is they aren't good at coaching. Learn on this podcast how to give your reps the leadership they want and deserve.
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Episode 87: #87: Tiffani Bova of Salesforce — Innovate Your Sales Team in 2020
February 24th, 2020 | 56 mins 56 secs
innovation, sales, transflormation
Tiffani Bova, the Customer Growth and Innovation Evangelist at Salesforce, joins Rob to discuss how sales leaders can add balance and inject passion for each member of their team by taking advantage of technology and managing time better. When 60 percent of a rep's time is spent on something other than sales, but 58 percent will not meet quota, your reps need you to help them in individual ways.
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Episode 86: #86: Thiago Sa Freire of Hudl — Having a Growth Mindset
February 17th, 2020 | 54 mins 46 secs
building a sales team, culture, high growth, passion onboarding, practice, sales improvement, thiago, training
Thiago Sa Freire, SVP of Global Sales & Customer Success at Hudl, joins Rob on this episode to talk about his keys to having a high-growth mindset. Thiago shows us why you can't scale your business if you don't give up some control and trust the people on your team, and why the best leaders hire people who are better than themselves in some way. Find people who can level up the company, and together you are creating that high-growth culture.
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Episode 85: #85: Shari Levitin of The Levitin Group — Empathy Builds Trust In Sales
February 10th, 2020 | 58 mins 16 secs
building a sales team, culture, empathy, passion onboarding, practice, sales improvement, training
Shari Levitin, CEO of The Levitin Group, joins Rob on Episode 85 of the Sales Leadership Podcast. In this time of information overload, Shari shows us how to become the "sense maker", and how to be the person who knows how to make the connection. While empathy and competency are both huge parts of sales, the order you bring them to the sales process matters. Learn how to make empathy your competitive advantage.
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Episode 84: #84: Jonathan Graham of IRC Group — Hire For Skill, Then For Experience
February 3rd, 2020 | 53 mins 55 secs
coaching technology, culture, hiring, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, skills, training, xvoyant
Jonathan Graham, Managing Director of IRC Group, is an expert on hiring the right salesperson. He talks about how hiring managers can be seduced by the companies listed on a candidate's resume, and as a consequence, that person may not have the skills required to be successful for the job. Learn from Jonathan how to hire for skills first, then for experience, and how that can get you moving towards greater sales success faster.
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Episode 83: #83: Ralph Barsi of Tray.io — Play the Long Game While Keeping Your World Small
January 27th, 2020 | 52 mins 57 secs
building a sales team, culture, gratitude, leadership, passion onboarding, practice, sales improvement, success, training
Ralph Barsi, VP of Global Inside Sales of Tray.io, joins Rob and talks about how sales leaders can earn the right to be a leader who is listened to. The best sales leaders are those who have created standards of excellence and who know what brings success for their reps and makes sure they are following a well-lit path to high growth. Ralph teaches us about how having an attitude of gratitude will help us keep things in perspective and make it through the tough times that are a part of being in sales.
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Episode 82: #82: Richard Harris of Harris Consulting Group — What Great Sales Leaders Do
January 20th, 2020 | 56 mins 59 secs
building a sales team, culture, passion onboarding, practice, sales improvement, training
Richard Harris of the Harris Consulting Group joins the podcast to share what the great sales leaders do to be successful. First, sales leaders help their company leaders realize they don’t need to know it all. Sales leaders should utilize sales operations teams to manage the important sales data and make sure baseline metrics are tied to revenue. Richard also discusses his work with Uncrushed, and how the group helps sales leaders find better mental health.
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Episode 81: #81: Max Altschuler of Outreach — Setting Goals That Work in 2020
January 13th, 2020 | 59 mins 8 secs
building a sales team, culture, goals, passion onboarding, practice, sales improvement, training
Max Altschuler joins Rob for the second time in the Sales Leadership Podcast to share his excellent method for creating goals and having a growth mindset. As we start this year, use Max's tactics for taking stock of what is important and beneficial for you, and plan out where you want to be in 2021 and beyond.