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.
The Sales Leadership Podcast is brought to you by Skipio. Get your free 30 day trial by going to Skipio.com and using the promo code Rob to see just how powerful texting in the sales process can be!
June 30th, 2021 | 1 hr 3 mins
eric, rob jeppsen, sales, sales coaching, sales leadership, skipio, text, texting
Eric Buckley is President of Skipio. This week he joins us to discuss how to get texting right as part of the sales process. If you aren't using text as part of your sales process...you need to. The reason is simple. Over 80% of emails never get read. And 98% of texts do get read. But it isn't as simple as just using a texting tool. You've got to use text the right way and in the right part of the sales process...and Eric gives everyone a blueprint of texting done right in this insightful conversation.
Reach out to Eric and not only will you get a free 30 day trial of Skipio...the top texting platform available to salespeople today...but you'll get a free 1 hour consult on how to use texting in your sales org.
Texting is the last platform that has not been overused and using it correctly will help you create differentiated interactions that lead to more meetings, more connection, and more sales. Don't miss this episode or Eric's special offer to all listeners worldwide.
Episode 145: #145: Sara Hurst of SAP Concur — Creating Organizational Impact by Choosing Growth Over Talent
June 16th, 2021 | 1 hr 1 min
leadership, sales blueprint, sales coaching, sales leader
Sara Hurst is turning heads in the SAP/Concur enterprise. As Sr. Director of Client Sales, she has won Manager of the Year, is on top of the leaderboard, and is helping those she leads have career-best years. Sara joins the show this week to prove that you really can choose growth over talent and that you can create organizational impact quickly. Sara's blueprint is relevant, timely, and sure to help each sales leader find ways to create larger-scale impact faster than you might think.
June 10th, 2021 | 58 mins 26 secs
momentum, rob jeppsen, ryan lallier, sales coaching, sales leadership
Momentum is a sales leader's best friend. In this episode, Ryan Lallier of SalesGevity shares how to build momentum by building morale with the members of your team. Ryan shares the building blocks of morale and how they can be used to build up...or tear down...the momentum your team generates. Ryans shares why sales leaders need to move past the "More" button and how to create objectives that lead to morale, momentum, and new standards of success.
Episode 143: #143: Michael Chan of Venli Consulting Group — Transformational Leaders vs. Transactional Managers: A Roadmap to Discretionary Effort
June 2nd, 2021 | 1 hr 12 secs
effort, sales, salesleaders, win deals
Marcus Chan is turning heads worldwide. In this episode, Marcus shows why he is one of Salesforce's Top Sales Influencers to follow with an insightful conversation on how to become a transformational sales leader rather than a transactional one. This episode will help you tap into one of the most powerful tools a leader can access: Discretionary Effort.
Episode 142: #142: Darren Reinke of Group Sixty — Don’t Be Afraid of Being Great: Becoming Authentically Confident
May 26th, 2021 | 57 mins 58 secs
boost sales, greatness, increase performance, rob jeppsen, sales leadership
Darren Reinke is the CEO and Founder of Group Sixty, an executive coaching and training company committed to building strong leaders from the inside out. In this episode, he brings the heat and challenges each listener not to be afraid of chasing greatness. He provides a blueprint on how to chase greatness in a way that is authentic to each individual. This is an inspiring episode and one that will help you chase greatness with each member of your team. What are you chasing?
Episode 141: #141: David Dulany of Tenbound — Wipe Out The Whiteboard: A Project Management Approach to SDR Success
May 19th, 2021 | 58 mins 13 secs
david dulany, pipeline, project management, sales leadership, sdr
David Dulany is the Founder and CEO of Tenbound. His team helps sales leaders worldwide have wildly successful SDR teams. In this episode, David shares how to use a Project Management approach and demystify the pipeline creation function. With a big fat pipeline your chances of winning change fast. Be sure to check out David's book, the Sales Development Framework...it is a fantastic resource for every sales leader.
Episode 140: #140: Davida Ginter of Enkindle Global — Keeping the Fire Burning in your team: Preventing Burnout
May 12th, 2021 | 1 hr 5 mins
burnout, coaching sales improvement, davida, enkindle, sales leader
Burnout is a bigger problem for today's sales leader than it has ever been. The challenges and changes of the last year have been tough. May is Mental Health Awareness Month. Burnout is a part of the Mental Health challenge facing salespeople worldwide. This is an important episode for every single sales leader. How can you keep the fire burning with the team you lead?
May 5th, 2021 | 1 hr 50 secs
change profit sales leaders, coaching, keith rosen, rob jeppsen, sales
Keith Rosen literally has written the book on sales leadership and sales coaching. He is one of the rare repeat guests on the show and joins us this week to talk about how sales leadership and coaching has changed and what leaders need to do in order to create impact your reps will thank you for. Keith has a passion and level of insight that is unmatched. This is a high-energy episode packed with insights you won't want to miss.
April 28th, 2021 | 58 mins 39 secs
cut through the noise, don yaeger, rob jeppsen, sales, sales leaders, sales leadership, storeytelling, stories
Simon Sinek has called Don Yaeger the "Greatest Storyteller of our Time." Don joins us this week with a MasterClass on storytelling. Don has created a workbook for all listeners of the Sales Leadership Podcast. To get it, send an email to [email protected] with the subject line of "Sales Leadership Podcast-Storytelling" and Don's team will send you the workbook right away. Get your free trial of Skipio's text messaging platform at www.skipio.com and use the promo code of springfree.
April 20th, 2021 | 55 mins 32 secs
digital, mario martinez jr., prospecting, sales, sales coaching, sales leadership
Recent research shows that 60% of salespeople find the most difficult part of sales is getting that first conversation with a prospect. Mario Martinez and his team at Vengresso have been helping sales teams worldwide prospect effectively in the digital era. If your pipeline is your lifeline in sales…this is an episode you’ll refer to over and over again. Mario brings a blueprint of sales prospecting excellence in his trademark style of both style and substance. Want to know what’s working today? Listen to Mario and find out.
April 13th, 2021 | 53 mins 33 secs
coaching, leaders, reprise, sales, technology
Joe Caprio is the co-founder of Reprise. Reprise is changing how SaaS companies around the world handle the demonstration of their technologies. Reprise is growing fast having just secured a $17MM Series A financing and is servicing customers worldwide. In this episode, Joe discusses how customers want to buy products in the modern era and the importance of removing friction from the buyer's experience. Joe provides real-life examples on how to help people buy rather than emphasizing how to sell. This episode will help you re-think how you use your product in the buying process. You can learn more about Joe and Reprise at www.getreprise.com.
April 6th, 2021 | 1 hr 5 mins
coaching, pressure, sales, sales leadership, utah jazz
Chris Barney is the CRO of the Utah Jazz. He shares the inside scoop of watching the NBA shut down when one of their players tested positive for COVID and how they navigated the shut down of the NBA. Chris shares his blueprint of how he and his team responded, adapted and came back stronger. Today not only are the Jazz in first place in the NBA standings and one of the top sales teams in the NBA as well. Chris' insights will help every sales leader...regardless of the industry they work in. Don't miss this episode with a story you won't hear anywhere else.
March 30th, 2021 | 58 mins 13 secs
christine, high-energy, leadership, rob, sales, sales coaching, sales leaders
Christine Rogers is President and COO of Aspireship. She helps SaaS Sales Leaders around the world create high performance teams. In this episode she shares how to build a high-energy team and why energy is so crucial to a team’s success. In a time where so much change has happened to salespeople around the world, a dose of energy can go a long way. Check out Christine’s blueprint and help your team find the benefits that come from energized sales teams with energized sales leaders. The results come faster than you might think.
Episode 133: #133: Spencer Dent of Clozd — The Truth, The Whole Truth and Nothing But the Truth: Learning Why Customers Buy
March 23rd, 2021 | 1 hr 6 mins
clozd, sales, sales leadership, win deals, win-loss
In nearly 3 years of this show’s history, we’ve never hit Win Loss Intelligence. So we do it with the top provider of win loss insights in todays’ show with Spencer Dent of Clozd. Spencer shares how to learn directly from your customer why they buy…and why they don’t. He shares how you can use this to create massive competitive advantages and the ways to make sure you collect this in a way that give you insights you can count on. With all the changes that have happened in the last 12 months…the timing for this discussion has never been better.
March 4th, 2021 | 57 mins 7 secs
development, improvement, larry, rob, sales coaching, team building, teamwork
Larry Long Jr. is one of the top sales coaches in the world today. In this episode, Larry brings his trademark enthusiasm and shares the top three things any sales leader must do to win with their team today. People development has never been more important than it is right now and Larry gives a bulletproof blueprint on how to help your team members intentionally improve. You won't want to miss this entertaining conversation.