Sales Leadership Podcast

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?

Episode 139: #139: Keith Rosen of Profit Builders — Coaching: The Art of Creating New Possibilities

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.

Episode 138: #138: Don Yaeger of Greatness, Inc — Storytelling: The Currency of Kings and Queens

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.

Episode 137: #137: Mario Martinez Jr. of Vengreso — Getting More First Conversations

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.

Episode 136: #136: Joe Caprio of Reprise — Removing Friction in the Buyer Journey

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.

Episode 135: #135: Chris Barney of the Utah Jazz — The Privilege of Pressure

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.

Episode 134: #134: Christine Rogers of Aspireship — Building an Energized Workforce

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.

Episode 132: #132: Larry Long Jr of Teamworks — Common Knowledge ≠ Common Practice

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.

Episode 131: #131: Ginnette Harvey of Real Staffing — What’s Your Leadership Identity?

February 17th, 2021  |  53 mins 49 secs

coaching, ginnette, identity, kindness, leadership, rob, sales

This Week Ginnette Harvey, Sr. Vice President of Sales for the Specialist Staffing Group joins us and talks about the importance of your Sales Leadership Identity. What do you want to be known for? How do you create a leadership style that creates both trust AND results? What are the characteristics of the Sales Leaders today creating the most impact? Check out this episode with one of the top sales leaders in the modern era.

Episode 130: #130: Ryan Bott of Sodexo - Connect before you Correct: Building Authentic Relationships with Those You Lead

January 29th, 2021  |  54 mins 30 secs

Ryan Bott leads sales at one of the largest companies in the world. He shares why authentic relationships are so important today and more important...how to develop them. In a time where everything seems to be changing, the importance of connection to the people you lead has NEVER been more important than it is right now. Connect before you correct...and your leadership efforts will have more impact...faster...than ever before.

Episode 129: #129: Dale Dupree of The Sales Rebellion — Momentum: A Leader’s Best Friend…and How to Build it

January 13th, 2021  |  57 mins 42 secs

coaching, leadership, momentum, sales, sales enablement, sales leadership, success, win deals

As we kick off 2021, one of the most important topics a sales leader can put structure around is Momentum. Momentum is a sales leader's best friend. With momentum, you give teams reasons to believe. With momentum, people think their leaders are geniuses. With momentum, people overlook mistakes. Momentum is very real...and very elusive. Dale DuPree is the founder and CEO of Sales Rebellion. He's a highly sought after author and speaker and helps sales teams worldwide build momentum by creating experiences that help you stand out. In this can't-miss episode, Dale joins us and talks about how sales leaders can build momentum in very real, very tangible ways to help your team get off to a fast start. And as we all know...the better you start, the better you'll finish.

Episode 128: #128: Jake Dunlap of Skaled Consulting — Sales in 2021: It’s about Experiences

January 5th, 2021  |  48 mins 19 secs

building a sales team, culture, jake dunlap, passion onboarding, practice, sales improvement, training

Jake joins us again on the Sales Leadership Podcast to talk about how sales is changing in 2021. As sales teams work to keep customers and close more deals in 2021, one of the best ways to ensure success is to build multiple relationships in your accounts and create positive experiences for all of them. Do not get stuck working with just one person and leaving the success or failure of the future of the account on that one person. Learn how to use mutual action plans to build experiences your customers will thank you for.

Episode 127: #127: Jared Robin of RevGenius — The Rise of Communities in the World of Sales

December 17th, 2020  |  57 mins 50 secs

building a sales team, communities, culture, passion onboarding, practice, sales improvement, training

Communities have exploded on the scene for salespeople and sales leaders and become an important resource. And none have grown faster or become more valuable than RevGenius. Jared Robin, co-founder of RevGenius joins the show to share why Communities are so important to the growth and success of a sales leader, how they can find the right communities for their career, and how to get the most out of your community involvement. This is an eye-opening conversation that will change how you pick the communities you participate in.

Episode 126: #126: Roderick Jefferson of Roderick Jefferson & Associates — Using Experiences to Fuel the Buyer Journey

December 9th, 2020  |  51 mins 20 secs

building a sales team, culture, passion onboarding, practice, sales improvement, sales leadership, training

Roderick Jefferson, one of the founding members of the Sales Enablement Society and a top sales leadership guru joins the podcast to teach us how to focus on the buyer experiences rather than the goals and intentions of the seller. Problems get prioritized, while products do not. Roderick shows us how to create experiences that are shared by both the buyer and the seller, creating more wins and more satisfied customers.