Rob Jeppsen
Host of Sales Leadership Podcast
I help develop world-class sales leaders so they can develop world-class sales teams. Every year a lower % of salespeople hit their goal, forecast accuracy goes down, and the tenure of the average VP of Sales gets shorter (less than 2 years now). How you lead your team is your most defensible competitive advantage and I help sales leaders leverage the 4 levers that lead to predictable, sustainable success at Xvoyant.
I love moving the Sales Needle. I'm a high-energy dealmaker with emphasis in technology & financial services sectors. I have worked for & consulted with many organizations & have expertise in sales, sales process, leadership development & the commercialization of new products and services.
I enjoy building and driving growth of emerging organizations. Relationship development, business development, marketing, & corporate strategy are key ways I engineer value in organizations.
I have received 15 Stevie Awards for Sales and Service since 2007. These awards are in categories such as Sales Team of the Year, Sales Coaching Program of the Year, Sales Training Curriculum of the Year, Sales Process of the Year, Sales Director of the Year, & Sr. Sales Executive of the Year. I speak in over 100 events each year. My 6 course training series was recognized as "Sales Training Curriculum of the Year" in 2012's Stevie Awards for Sales & Service, & has successfully been taught to over 900 businesses. I received the Salesforce Surfboard Award for the Salesforce user that best used their technology for winning new business in 2014 and in 2015 I received the SAMY Award from Utah Business Magazine.
Rob Jeppsen has hosted 301 Episodes.
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Episode 109: #109: Armand Farrokh of Carta — Build a Culture of Commitment
July 27th, 2020 | 53 mins 57 secs
building a sales team, culture, passion onboarding, practice, sales improvement, training
One of the biggest mistakes sales leaders make during their 1:1’s with their sales reps is having conversations but not making commitments. On this episode of the Sales Leadership Podcast, learn from Armand how to build a culture of commitment for your team, and then teach your reps to get commitments with their customers.
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Episode 108: #108: Laura Guerra of ringDNA — Culture: It Isn't Part Of The Game...It Is The Game
July 20th, 2020 | 56 mins 7 secs
building a sales team, culture, passion onboarding, practice, sales improvement, training
Laura joins the Sales Leadership Podcast and talks with Rob about culture. She defines culture as a consistent observable pattern of behavior. Culture drives every company, no matter what the business builds and sells. Laura says that culture is made up of the small things the people at your company do every day, not the big things you do once a year or something you did years ago. Culture can be a leader’s best friend or their greatest challenge. Learn from Laura how the best corporate cultures are intentionally maintained, and not just a happy (or unhappy) accident.
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Episode 107: #107: Scott Leese, CEO and Founder of Scott Leese Consulting — Talking ‘Bout an Evolution (in Sales)
July 13th, 2020 | 59 mins 45 secs
building a sales team, culture, passion onboarding, practice, sales improvement, training
Scott defines the role of a sales leader as helping salespeople reach their desired level of success, whatever that is. Scott is well-known as a sales leader who can show you how to evolve your team to changing conditions, and that those teams who move first will have great advantages over slower-moving competitors. Learn how important it is to be a doer, and to be one of those who take quick action and win the most.
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Episode 106: #106: Mike Bosworth of Solution Selling - Creating a Sales Experience Your Customers Will Thank You For
July 6th, 2020 | 53 mins 6 secs
building a sales team, culture, passion onboarding, practice, sales improvement, training
Mike Bosworth, author and founder of Solution Selling, talks about the concerns buyers go through in the sales process, and how you can manage those concerns. Buyer phases go from emotional to logical to emotional again, and navigating through these phases can be challenging for unprepared salespeople. Learn how you can build a better relationship with your customers and help them reach their own visions of success.
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Episode 105: #105: Morgan Ingram, Director of Sales Execution and Evolution — Playing Offense without Being Offensive
June 29th, 2020 | 57 mins 43 secs
1:1, action, sales coaching, sales leadership, success, xvoyant
Morgan Ingram, Director of Sales Execution and Evolution, JB Sales Training joins us on Episode 105. Are you an action-oriented leader, or just a big talker? Morgan shows us how to be an action leader, not merely a thought leader. While planning is important, doing is what helps you create confidence, and figure things out. The best and most-effective sales leaders can demonstrate the key skills and activities that lead to success. Now is the time for your sales team to evolve, and you can start by following Morgan’s proven path to sales success.
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Episode 104: #104: Julie Hansen, Founder of Performance Sales and Training — Creating Connection with Video
June 23rd, 2020 | 1 hr 6 mins
coaching technology, culture, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, training, video, xvoyant
The sales world has changed, and many sales leaders are wondering how to rewrite their sales playbook. Julie Hansen, Founder of Performance Sales and Training, shows us how video has become not just a critical platform for sales success, but a critical skill as well. Julie is an expert at using modern sales tools and processes like video to sell, and can help your team learn, apply, and internalize winning skills to deliver a persuasive, compelling presentation or demonstration that wins business when it counts…and it always counts.
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Episode 103: #103: Heather Monahan of Boss In Heels — Proceed With Confidence
June 15th, 2020 | 56 mins 52 secs
coaching technology, confidence, culture, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, training, xvoyant
As sales leaders, our job is to sell our way through this current Covid19 crisis. Members of our sales teams have to believe they can win, and to do this they have to know that their leaders believe. We must push our confidence into our teams and lift them up. Learn from Heather that doing builds confidence, and you as a leader can create a culture of doing and lean into challenges. Taking action builds confidence, and confidence is what is needed to sell through this difficult time.
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Episode 102: #102: Sam Dunning of Web Choice — The Impact of a Great Manager
June 8th, 2020 | 54 mins 39 secs
building a sales team, culture, passion onboarding, practice, sales improvement, training
Sam Dunning, Sales & Marketing Director and Co-owner of Web Choice joins Rob on the podcast to talk about how great managers create clear, well-lit pathways to success. They don’t just give them a quota and then let the stack-rank report light the way. The best managers don’t leverage pressure and gamification, they create individualized plans for each member of the team and then help them execute. The plan is very personal…and not an “average” plan for the entire team.
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Episode 101: #101: Darryl Praill of VanillaSoft — Speaking With the Voice of Your Customer
June 1st, 2020 | 1 hr 1 min
building a sales team, culture, customer voice, passion onboarding, practice, relevance, sales improvement, training
Darryl’s powerful combination of sales and marketing experience brings a valuable view of the sales world today. With the Covid19 crisis affecting every business, salespeople need to take better care of each lead. Your targeted customers are picking up the phone and letting their guard down a bit more than during the “old normal”. If you can be authentic and offer relevant and helpful information in the customer’s own voice, the same voice a marketer uses, then you can get back the high growth place where you belong.
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Episode 100: #100: Kristina Jaramillo of Personal ABM — Helping Buyers Learn to Buy Again
May 26th, 2020 | 53 mins 8 secs
building a sales team, culture, passion onboarding, practice, sales improvement, training
Kristina Jaramillo, President at Personal ABM, talks with Rob on this latest edition of the Sales Leadership Podcast about how to rebound from the Covid19 sales crisis and what it will take to teach buyers how to buy again. Selling used to be about meeting the needs of the customer by solving a problem, building a good business case versus the risk of not solving a specific problem. Now selling requires finding a way to solve the problem right now, and purchase decisions are made requiring many more people to come to an agreement on a solution that must solve a mission-critical problem.
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Episode 99: #99: Alain Hunkins, Managing Director of Hunkins Leadership Group — Cracking the Sales Leadership Code
May 18th, 2020 | 56 mins 58 secs
building a sales team, culture, leadership, passion onboarding, practice, sales improvement, training
Alain Hunkins, Managing Director of Hunkins Leadership Group, shows us that success or failure is often a result of the environment we create, and sales leaders have the responsibility to shape environments that lead to success. The emotions of sales leaders are contagious, and the environment is set by the people in the company, not the outside influences. Alain’s three C’s: how do we connect, how do we communicate, and how do we collaborate are powerful ways leaders can create the culture at their company.
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Episode 98: #98: Paul Salamanca of SecurityScorecard — True Salesmanship Will Stand Out
May 11th, 2020 | 1 hr 2 mins
building a sales team, culture, passion onboarding, practice, sales improvement, training
Paul Salamanca, VP Global Accounts at SecurityScorecard, joins Rob on the 98th episode of the Sales Leadership Podcast. Paul says that in this unique environment, true salesmanship will stand out. Fundamental sales skills are still the key to winning deals. Customers still need to identify there is a problem worth solving, and that you are the best partner to help them solve that problem. They still have to be willing to secure the political and financial resources to make it happen. Sales leaders who take the time and energy to develop basic skills at the individual level for each sales rep will find great success in spite of the challenges resulting from Covid 19.
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Episode 97: #97: Dale Dupree of The Sales Rebellion — Choose To Be Legendary
May 4th, 2020 | 1 hr 9 mins
building a sales team, culture, passion onboarding, practice, sales improvement, training
Dale Dupree, CEO of The Sales Rebellion, joins Rob to talk about the kind of leader you choose to be. Do you really know your sales team? Do you support what they want, or are you just translating to them what you want to accomplish? Learn how legendary leaders use constructive methods to help your reps build confidence and reach success levels higher than they think is possible.
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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.