Sales Leadership Podcast

Episode 292: Jeff Winters, CRO at Abstrakt Marketing: My Job is to Get More Out of You Than Your MOTHER Thought You Were Capable of in Her MOST HOPEFUL MOMENT.

August 21st, 2024  |  57 mins 36 secs

growth, jeff winters, marketing, rob jeppsen, sales, sales leadership, strategic leadership

Jeff is the Chief Revenue Officer for Abstrakt Marketing. Jeff and his team help sales teams cut through the noisy world and connect to high-value prospects and customers. At just 27 years old…Jeff built Sapper Consulting by leveraging a unique strategy to make connections with Fortune 100 companies and as a result fueled ridiculous growth as Sapper helped other organizations exceed growth expectations…and do it fast. Jeff’s leadership fueled some incredible growth for Sapper as he was able to create connections that led to extreme value for teams worldwide. And as a result, Jeff’s firm was acquired by Abstrakt Marketing. Today, Jeff leads a larger team to help more sales organizations build pipeline with the clients they want most. And the way he helps people do it is something you’re going to enjoy.

Episode 291: Todd Caponi, Founder of Sales Melon: Closing a Deal isn’t the Finish Line…It is the Starting Line: The Power of Transparency in Negotiations.

August 16th, 2024  |  59 mins 35 secs

negotiations, rob jeppsen, sales, sales history, sales leadership, sales melon, todd caponi

Todd Caponi is one of the most downloaded guests in the history of this podcast. Todd first joined the show to share the power of transparency in sales. He rejoined a couple of years later to share his insights around the power of transparency in sales leadership. And today Todd shines the power of transparency in a crucial element of any sales process: Negotiations. Todd shares how we DON’T have to act like a hostage negotiator to get a deal done and why it is important to remember that the negotiation process shouldn’t turn a partnering relationship into an adversarial one. Todd provides every leader with a framework you can use to transform how you negotiate so a completed deal leaves your clients inspired rather than relieved that it is over in an episode you will want to share with every member of your team.

Episode 290: Jeanne Omlor, Leadership Coach: Make Those You Work With Feel BETTER!

August 7th, 2024  |  56 mins 24 secs

belief, growth, jeanne omlor, relationships, rob jeppsen, sales, sales leadership, success

Jeanne Omlor is a coach to some of the world’s most prolific coaches, consultants and leaders. She helps leaders who are ready to make the jump from just working hard and hoping they’ll break through to becoming a transformational, disruptive leader. And she does it by helping these leaders create systems that fuel growth and success without relying on manipulative techniques that nobody enjoys using OR receiving. Jeanne joins us today and shares why each of us has a responsibility to make everyone we engage with feel better as a result of speaking with us and how success in this regard starts with ourselves and what we believe in. This is an episode that will help you create transformative relationships in your team and with those customers you work with.

Episode 289: Armand Farrokh, Founder of 30 Minutes to Presidents Club: Inbound Gets Me In the Game…but Outbound Gets Me to President’s Club

July 31st, 2024  |  1 hr 34 secs

armand farrokh, presidents club, rob jeppsen, sales, sales leadership

Armand Farrokh is the Founder of 3- minutes to President’s Club, the #1 media platform for sales. Armand provides insights, platforms, and frameworks used by some of the most elite, most successful sellers in tech today. Armand joined the show several years ago in one of the most downloaded episodes in show history. Today, Armand RE-JOINS the show to share how elite sales leaders create outbound systems that work. And in a time where response rates are shrinking like a frightened turtle…this is an episode you will want to dive into.

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.