Sales Leadership Podcast

Episode 197: #196: Derek Shebby of Modern Sales Training — Why Prospecting Should be SCARY

September 14th, 2022  |  56 mins 32 secs

derek shebby, modern sales training, pipeline, prospecting, rob jeppsen, sales, sales leadership, scary

Derek is the Founder and CEO of Modern Sales Training. Derek and his team have helped over 20,000 salespeople worldwide become Fearless Prospectors and win more without dropping their price. Derek joins the show and talks about why Scary Prospecting is a good thing and how to help every member of your sales team build robust pipelines quickly and without the guesswork. Derek shares a playbook every sales leader can implement quickly in this important episode.

To check out Derek’s FREE course head to: https://academy.modernsalestraining.com/p/salesin21days-trial

To learn more about how Derek and his team help sales leaders world wide check out: www.modernsalestraining.com.

For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United at www.patreon.com/salesleadershipunited.

Episode 196: #195: Mor Assouline of From Demo To Close — You're NOT the Boss.

September 7th, 2022  |  59 mins 49 secs

fdtc, moi assouline, revenue, rob jeppsen, sales, sales leadership, transform

Mor is the founder of From Demo to Close. Mor and his team help AE’s close more sales by having more powerful conversations and demonstrations. Mor has been a 3x VP of Sales and has helped create massive revenue transformations with organizations around the world. Today he joins the show and discusses how leaders can create impact as they help people transform rather than conform in an insightful conversation.

To learn more Mor and his work...head to www.demotoclose.com.

To follow Mor’s podcast: https://podcasts.apple.com/us/podcast/saas-talks-from-lead-to-close/id1399730223

For video snippets of this and other episodes, head to Sales Leadership United at www.patreon.com/salesleadershipunited.

Episode 195: #194: Chris Walker of Refine Labs — Creating Experiences that Build New Sales Patterns that Scale

August 31st, 2022  |  59 mins 51 secs

chris walker, go to market, gtm, marketing, refine labs, revenue generation, rob jeppsen, sales, sales leadership

Chris is the founder and CEO of Refine Labs. Chris is one of the most important voices in the Modern Revenue Generation world. He works with Marketing and Sales leaders at iconic companies worldwide increase and capture demand by orders of magnitude.

To learn more about Chris and his work check out www.refinelabs.com.

Subscribe to Chris’ podcast here.

Check out Chris’ YouTube channel here.

For video snippets of this and other episodes, head to Sales Leadership United at www.patreon.com/salesleadershipunited.

Episode 194: #193: Adam Jay of Oncue — Busting the “I Can’t Tell You What it is, But I Know it When I See it" myth, and building an Elite Culture

August 24th, 2022  |  58 mins 23 secs

adam jay, culture, growth, mindset, rob jeppsen, sales, sales leadership

Adam Jay is the Vice President of Revenue for Oncue. His team is growing fast and there is no accidental success. Adam’s teams have booked well over $100MM in ARR, hired over 350 sales professionals, and had Dozens of reps earn Internal promotions over the course of his leadership career. Today he shares how culture is the catalyst for rapid growth and massive success…regardless of the external circumstances in an insightful conversation loaded with tactics you can use today.

For video snippets of this and other episodes, head to Sales Leadership United at www.patreon.com/salesleadershipunited.

Episode 193: #192: John Madsen of Supra Human — Success By Design

August 17th, 2022  |  55 mins 36 secs

belief, john madsen, mindset, rob jeppsen, sales, sales leadership, success, thoughts

John Madsen is the founder and CEO of Supra Human. John has helped thousands of Businessmen, CEOs and Entrepreneurs find elite success in every aspect of their lives…Financially, Fitness, and Family. John teaches every client he works with that success of any kind begins with mindset. In this episode, John shares how each sales leader can build strong mindsets that fuel Elite levels of performance.

To learn more about Supra Human, head to www.suprahuman.com.

Check out John’s Podcast, “The Show with John Madsen” here: The Show

For video snippets of this and other episodes, head to Sales Leadership United at www.patreon.com/salesleadershipunited.

Episode 192: #191: Bryan Gray of the Revenue Path Group — Moving Past Problems and Creating Priority with Your Buyers

August 10th, 2022  |  59 mins 24 secs

bryan gray, coaching, priority, problem solving, rob jeppsen, sales, sales leadership, value collapse

Bryan is the Founder and CEO of the Revenue Path Group. Bryan’s team helps steer their organizations through times of high velocity and uncertainty and overcoming the biggest current threat facing sales teams: Becoming a commodity in your prospect’s eyes. Bryan joins the show and shares insights on why problem-based selling isn’t enough and how to become a priority with the buying teams you engage with at a time where Value Collapse is becoming a sales epidemic…and how to overcome it.

For an eBook to reinforce this conversation check out www.valuecollapse.com.

To order Bryan's Book, The Priority Sale, head to www.revenuepathgroup.com/book.

To learn more about overcoming the 3 Cs...head to www.revenuepathgroup.com

And for video snippets of this and other episodes, head to Sales Leadership United at www.patreon.com/salesleadershipunited.

Episode 191: #190: Ed Porter of Blue Chip CRO — Owning Your Own Development

August 3rd, 2022  |  1 hr 44 secs

development, ed porter, ownership, revenue, rob jeppsen, sales, sales leadership, teams

Ed Porter helps revenue teams around the world intentionally improve. Today he joins us to share a blueprint on how sales leaders can take charge of their own development. While it is true that organizations SHOULD take a more deliberate role in the development of their sales leaders, the fact is that most don’t. And right now, with so much changing, being intentional and deliberate about how we lead has never been more important. Ed shares important insights that will help you find ways to create greater impact with those you lead in a very important, very timely episode.

For video snippets of this and other episodes, head to Sales Leadership United at patreon.com/salesleadershipunited.

Episode 190: #189: Sam Stull of GCPay — Using “Show Me” Sales Leadership to Create Legendary Results

July 27th, 2022  |  1 hr 11 secs

coaching, credibility, example, gcpay, leadership, rob jeppsen, sales, sam stull

Sam Stull is the head of Sales for GCPay. GCPay is a SaaS platform experiencing tremendous growth helping contractors automate functions that have been inefficient, costly and difficult to manage. Sam is a self-taught sales leader who has put together a 10 year run of sales leadership with head-turning successes. He joins us today to talk about why Elite Leaders need to build credibility in what they do…not in what they say.

For video snippets of this and other episodes, head to Sales Leadership United at www.patreon.com/salesleadershipunited.

Episode 189: #188: Tim Strickland of ZoomInfo — Execution: Never Just a Numbers Game

July 20th, 2022  |  1 hr 3 mins

coaching, execution, market, numbers, rob jeppsen, sales, sales leadership, tim strickland

Tim Strickland is the Chief Revenue Officer for ZoomInfo. ZoomInfo’s suite of modern go-to-market software, data, and market intelligence is used by thousands of sales and marketing teams worldwide to uncover new opportunities and accomplish their goals through otherwise unknown insights and drivers of engagement for customers and prospects around the world. In this episode, Tim shares how world-class execution has led to massive growth at scale, regardless of the market conditions.

Head to www.zoominfo.com to learn how insight-driven engagement can fuel next-level execution with your team.

For video snippets of this and other episodes, head to Sales Leadership United at www.patreon.com/salesleadershipunited.

Episode 188: #187: Todd Caponi of Sales Melon — Transparency > Perfection Every Time

July 12th, 2022  |  58 mins 8 secs

culture, perfection, rob jeppsen, sales, sales leadership, todd caponi, transparency

Todd Caponi works with revenue organizations off all sizes worldwide on how to leverage transparency to maximize their revenue capacity. He’s a highly successful sales leader, a sought-after speaker, and advisor to some of the world’s most iconic companies. His first book, the Transparent Sale is a best-seller and won multiple awards. In this episode, Todd rejoins the Podcast to discuss “The Transparent Sales Leader” and how the principles of transparency can help you become an Elite Sales Leader. To learn more about Todd, get his books, or gain access to all of Todd's work head to www.toddcaponi.com.

For video snippets of this and other episodes, head to Sales Leadership United at patreon.com/salesleadershipunited.

Episode 187: #186: Brandon Bornancin of Seamless.ai — Thriving in Challenging Times with Elite Sales Leadership

June 29th, 2022  |  1 hr 1 min

brandon bornancin, rob jeppsen, sales, sales coaching, sales goals, sales leadership, sales pipeline, sales team, thriving

Brandon Bornancin is the founder and CEO of Seamless.ai, and is changing the game in how salespeople get and use data to create the best leads in the world. Brandon has built a company that has grown and thrived through all imaginable market conditions. Besides building one of the top tech companies in the world, Brandon has written 3 #1 best selling books, runs his own podcast, and speaks at events worldwide.

Head to www.seamless.ai to learn how to get the best sales leads in the world.

To get Brandon’s bestselling books and other resources for sales leaders head to https://www.brandonbornancin.com/.

For video snippets of this and other episodes, head to Sales Leadership United at www.patreon.com/salesleadershipunited.

Episode 186: #185: Yoav Vilner of Walnut — Don't Be Bored by Generic Outreach Ever Again!

June 23rd, 2022  |  53 mins 13 secs

leadership, outreach, sales, storytelling, yoav

Yoav Vilner is the CEO and founder of Walnut.io, the world’s leading sales demo experience platform. Prior to founding Walnut, Yoav led a 600 client strong marketing company as CEO, was a founding CMO at an anti-bullying startup, and advices hundreds of startups in various accelerators worldwide. Yoav writes guest columns for CNBC, Forbes, Entrepreneur, Inc, theNextWeb and many more. In this episode, Yoav shares how to become a storyteller that will never bore a prospect again.

For video snippets of this and other episodes, head to Sales Leadership United at patreon.com/salesleadershipunited.

Episode 185: #184: Valerie Young of Impostor Syndrome Institute — How to Overcome Impostor Syndrome

May 23rd, 2022  |  1 hr 1 min

coaching, goal, imposter, leader, quota, sales leadership, syndrome

Valerie Young is an internationally-recognized impostor-syndrome expert. She is the Co-Founder of the Impostor Syndrome Institute and is committed to stamping out Impostor Syndrome worldwide. Valerie has been leading the charge against Imposter Syndrome since founding the Impostor Syndrome Institute in 1982 and has helped many of the world’s most iconic companies successfully address Impostor Syndrome. To learn more about Valerie, her work, and the “Rethinking Impostor Syndrome” solution, visit www.impostorsyndrome.com.

For video snippets of this and other episodes, head to Sales Leadership United at patreon.com/salesleadershipunited.

Episode 184: #183: Jason Santana of Axiom — How to Be an Informed Sales Leader…and Why It Matters

May 10th, 2022  |  58 mins 38 secs

leadership, sales coaching, sales goal, sales leader, sales pipeline, sales team

Jason Santana is the Sr. Vice President and Head of Global Sales Strategy and Operations at Axiom. Jason is a data scientist turns Sales Leader. He’s had massive success with some of the largest, most successful sales teams in North America. He joins us today to discuss one of the biggest challenges sales leaders face…using data to inspire rather than weaponizing data as so many sales leaders unintentionally do. This is a fantastic decision for every sales leader of all experience levels.

For video snippets of this and other episodes, head to Sales Leadership United at patreon.com/salesleadershipunited.

Episode 183: #182: Stratton Glaittli of TOOLBX — Conversations are King

April 27th, 2022  |  1 hr 15 secs

leadership, sales coaching, sales goal, sales leader, sales pipeline, sales team

Stratton Glaittli is the Director of Sales for ToolBx, a high-growth SaaS company in the contruction management space. Prior to joining ToolBx, he helped develop a multi-billion dollar inside sales business for Wayfair. Stratton joins us today to share how to have coaching conversations that create influence that ultimately changes lives and careers. If you want to enhance your coaching skills…this is a can’t miss episode.

For video snippets of this and other episodes, head to Sales Leadership United at patreon.com/salesleadershipunited.

Episode 182: #181: Katy McFee of Insights to Action — The 3 Things that Stop You From Being Promoted…and How to Overcome Them

April 12th, 2022  |  1 hr 2 mins

leadership, sales coaching, sales goal, sales leader, sales pipeline, sales team

Katy McFee has had an award-winning career as an Executive Sales Leader with emphasis in the biotech and technology segments. Today she is the CEO and Founder of Insights to Action and works with sales leaders worldwide helping develop new and emerging sales leaders. Her mission is to help new and aspiring leaders get to that next level…and get there fast. She shares her framework of how to get “unstuck” in your career and earn that first…or next promotion.

For video snippets of this and other episodes and for Rob's sales leadership resource center, head to Sales Leadership United at patreon.com/salesleadershipunited.