Sales Leadership Podcast

High-Growth Tactics for High-Growth Teams

About the show

Each episode finds Rob Jeppsen and guest diving into the biggest question in business: How do you create predictable, repeatable, and scalable success? They discuss tactics and practices that the best sales leaders use to drive head-turning success. Rob lets you know what you can expect from each episode and gives you his promise: you'll leave each episode with new ideas to help you drive high growth with your team.

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Episodes

  • Episode 25: #25: The Best of the Sales Leadership Podcast, Volume 1

    December 4th, 2018  |  51 mins 40 secs

    We've taken the best of our first 25 episodes and found the common traits that these great leaders share. In Volume 1, Rob Jeppsen breaks down episodes with Robert Beattie, Justin Welsh, Travis Huff, Mark Smith, Ralph Barsi, Robert Cornell, Tonni Bennett, Kevin Dorsey, John Barrows, Scott Leese, Justin Hiatt, and Jacob Heugly.

  • Episode 24: #24: Doug Landis of Emergence Capital—What Great Sales Leaders Do to Stay in High Growth Mode

    November 27th, 2018  |  53 mins 11 secs
    competitive advantage, customer voice, operationalizing, playbook

    This week’s guest is Doug Landis of Emergence Capital. He is an icon in the Sales industry. Doug asks a simple question of salespeople: Who’s voice are you using? Too often salespeople find themselves speaking with the voice that they think the company wants. Doug is committed to speaking with the voice of the customer, and he gives actionable advice on building the listening function into your leadership process. He believes it is your most competitive advantage and that the 1:1 is the place to facilitate it.

  • Episode 23: #23: Cody Lamens of TINYpulse—Using Engagement as a Competitive Advantage in Sales

    November 20th, 2018  |  45 mins 54 secs

    This week Cody Lamens of TinyPulse talks about how engagement drives not just how hard you work, but how effective you are in your efforts. He describes how sales leaders can face and defeat challenges by adapting and adjusting to the pressure and opposition. Cody brings great success to TinyPulse by tuning his processes and building passion in his teams through effort, quality, and open communication.

  • Episode 22: #22: Michael Barton of Avery Dennison—Taking What the Market Will Give, and Then Some

    November 13th, 2018  |  42 mins 11 secs
    buy in, facts, mentality

    This week’s guest brings a ton of experience in taking more from the market. Michael Barton of Avery Dennison shares his process for achieving stretch goals, which includes three major tenets. First, he believes it is all about mentality. Everyone must buy in to take more from the market. You must be in high-growth mode, and if you focus everything you do on that goal, you will achieve it. Second, he believes that you must be even-handed with your team. If you are transparent with your dealings, your team will buy in quicker, but your company must show increased support for initiatives. Third, you must deal with facts. You can’t be about emotion. You must see accountability over time to ensure predictability. By following these guidelines, Michael has been able to take what the market gives… and then some.

  • Episode 21: #21: Dan Cook of Lucidchart—Scars to Avoid When Scaling Your Sales Team

    November 6th, 2018  |  47 mins 44 secs
    execution, sales, sales growth, sales tactics

    This week, Dan Cook, Senior Vice President of Sales and Customer Success at Lucidchart, addresses the fact that scaling is no joke. According to Dan, there is no end to the thirst for growth, so you had better learn how to scale your team and your processes. To do that, he believes that reps need to self-assess and design their processes around what they find. In combination with the 1:1 report, self-assessment is the only way to close the communication loop and scale a sales team. He addresses the challenges of operationalizing your sales playbook, of keeping your growth hackers occupied and how to take care of yourself in the process.

  • Episode 20: #20: Ryan Leavitt of Learncore—Attention Salesleaders! It's Time to Stop, Collaborate and Listen

    October 30th, 2018  |  45 mins 52 secs
    sales, sales team, strategy

    Today’s guest is Ryan Leavitt, Founder of Learncore and current Head of Growth and Strategy at Showpad. Ryan shares his unique insight into building a team from scratch. His biggest tool? Collaboration. According to Ryan, it teaches resourcefulness for problem-solving, creates accountability, fosters proactiveness, and creates teammates well prepared to execute. He and Rob even get a little nostalgic for the 80’s and Vanilla Ice. Don’t miss this one!

  • Episode 19: #19: Matt Millen of Outreach—Going Fast with Certainty and Confidence

    October 23rd, 2018  |  44 mins 48 secs

    This week Matt Millen, Senior Vice President of Revenue at Outreach, shares his formula for going FAST. Matt brings his experiences as a professional racing driver to bear on the sales process and shares the wisdom that has helped him create one of the fastest-growing sales teams in the U.S. Matt believes that there are three things that sales leaders must control to be successful: You have to be a storyteller, you have to manage how you spend your time and you have to have the right mindset with your attitude toward your company. He says a great leader must look inward first, do the right thing and most of all—have fun.

  • Episode 18: #18: Jeff Spencer of Waste Management—Creating a Sales Environment Your Reps Won't Want to Leave

    October 16th, 2018  |  45 mins 33 secs
    culture, discipline, high-growth, process, sales, self-correction, tactics

    This week's guest is Jeff Spencer, Sr. Director of Sales Operations and Marketing at Waste Management. Jeff is the architect of one of the most sophisticated sales organizations in the world. Jeff's team of over 3,000 salespeople has impressive results and ridiculously low turnover. Much of the loyalty that a rep has for a company comes from what the coaching process is like, and at Waste Management, Jeff has brought consistency and discipline to the coaching process. He has three traits that have led to his success: 1—The ability to be decisive, 2—He's not afraid of change, and 3—He takes ownership of the change mindset. Under his direction, coaching is not just for underperformers. Jeff believes in the power of self-correction and shared vision to ensure the success of every rep and his results speak for themselves.

  • Episode 17: #17: Sean Murray, Chief Revenue Officer at Salesloft—Healthy Growth vs. Growth: A Blueprint for Organizational Success

    October 9th, 2018  |  41 mins 19 secs
    execution, sales, sales growth, sales tactics

    Sean Murray is the Chief Revenue Officer for SalesLoft. SalesLoft has helped transform how Modern Sales Organizations provide a world-class sales experience. After leadership roles helping launch the Challenger Sale, taking a company public, and now helping SalesLoft accelerate their already impressive growth rate, Sean has a unique perspective on what sales leaders need to focus on. His primary lens: Healthy Growth vs. Growth at all cost. Sean shares a 5-point blueprint to help you create an environment where Healthy Growth can drive the success of any team. This thought-provoking episode will share key insights to help you find that next level, regardless of your team’s size.

  • Episode 16: #16: Brad Jensen of Motivosity—The 1:1 Is Everything: Getting Real with Every Rep

    October 2nd, 2018  |  38 mins 25 secs

    Brad Jensen is VP of Sales for Motivosity. He's helping disrupt how organizations reward teamwork and connect with each other and has a team that is growing faster than projections called for. Disruption takes energy and effort...a lot of it. Disruption doesn't come easily or quickly and Brad has found 2 "go-to" focus points to help him keep his team in high-growth mode. In this episode, Brad discussed these 2 leverage points and really dives into what he calls "The Greatest Missed Opportunity in the History of Sales Leadership." Avoiding this one mistake may very well be the fastest way you grow revenue in both the short and long term. Brad's "non-negotiables" are worth considering for every sales leader. Check out this week's episode and add both of these to your leadership gameplan.

  • Episode 15: #15: Kyle Norton of League — Slow is Smooth...Smooth is Fast

    September 25th, 2018  |  43 mins 6 secs
    building a sales team, culture, enthusiasm, passion onboarding, practice, sales improvement, training, trust

    Kyle Norton is VP of Sales for League. He has taken advantage of the unique opportunity to take a blank slate and create a high growth sales team from scratch. Kyle is a Black Belt in Jiu-Jitsu and has applied the martial arts approach of "Slow is Smooth, Smooth is Fast" to the sales team. In this episode, Kyle shares the importance of Iteration and Innovation as they not only got the sales team built, but how this keeps them aligned with the customers in their markets. Kyle gives killer insights on things like capturing attention, the importance of learning from losses, and even shares a tip on how to prospect HIM effectively.

  • Episode 14: #14: Haley Katsman of Highspot—Creating a Growth Organization (Not Just Sales)

    September 18th, 2018  |  46 mins 39 secs

    Haley Katsman is Vice President of Account Development, Enablement, and Growth and HighSpot. Her job is to more than just drive sales. She is building a growth organization. Her team fuels the Sales Pipeline of HighSpot as well as the People Pipeline. In this week's episode, Haley discusses the how she's developed a growth organization. She's traded "force-feeding" management strategies and instead has developed a team built on self-awareness and collaboration. Haley's perspective is unique to our show as she shares her journey of joining HighSpot as the first SDR and now leads the growth engine of one of the fastest growing software companies in North America.

  • Episode 13: #13: Jacob Heugly of Zions Bancorporation—Teach, Don't Preach. Show, Don't Tell.

    September 11th, 2018  |  41 mins 26 secs
    b2b, banking, process, product number

    Commercial Banking is a complex B2B sales motion. Like any complex sales team, these bankers have turned to process and technology to create better customer experiences and to create measurable value. One of the complexities comes in the sheer number of products these bankers have to offer their clients. Jake Heugly of Zions Bancorporation leads one of the most successful fee income teams in the United States. They are growing at an industry-beating rate and are averaging 15 products per customer…double the industry average…without having product-related goals. In this insightful episode, Jake shares how his team uses process in a unique way to create experiences their customers aren’t used to having and how this not only creates successful customer relationships, the process creates powerful coaching opportunities that inspire and engage the members of his teams.

  • Episode 12: #12: Justin Hiatt of Workfront—A Sales Leader's Guide to 90% Retention

    September 4th, 2018  |  44 mins 44 secs

    The Sales Development role is an important one…but a challenging one. So challenging, the turnover rate is consistently between 35-40% annually.

    Just not at Workfront.

    Justin Hiatt is VP of Sales Development at Workfront. He’s built a team that not only is crushing their quotas, they’ve built a culture that has resulted in 90% retention rates. In this episode, Justin shares the non-negotiables that has led to a high-performing team that is growing fast, how he’s been able to create clear career paths for every rep on his team, why coaching is a leaders’ primary role…and why a rep should quit if they aren’t getting meaningful coaching from their leaders.

  • #11: Scott Leese of Qualia—The First Hire Every Sales Leader Should Make, and How to Find Them.

    August 28th, 2018  |  43 mins 6 secs

    Scott Leese, SVP of Sales at Qualia, is an anti-establishment sales leader who finds ways to maximize his time and impact with each member of the sales team. In this episode, Scott explains how he views his team differently and how he ensures that each rep is set up for success. He believes in doing what you are passionate about and what you are best at. Connecting with each rep and helping them in their personal journey along with getting the right operational help and building a reliable network is his formula for success. Scott is a best-selling author and producer of the first non-conference sales conference ever conducted from a surfboard (www.surfandsales.com). Scott shares the first two things he does with every company he works with....and why it is a difference maker in this week's episode.

  • Episode 10: #10: John Barrows of John Barrows Consulting—What High-Growth Sales Leaders Do Differently

    August 21st, 2018  |  45 mins 17 secs
    execution, sales, sales growth, sales tactics

    John Barrows is trainer to the world’s fastest growing companies. But John bristles at the label of “Sales Trainer.” Much of John’s success has come because he is an active, practicing salesperson that shares what he’s learned and tactics that are currently working for him with other organizations. We invited John to the Sales Leadership Podcast to share what he sees the High Growth Sales Leaders do that those wanting to get in high growth mode NEED to do. John outlines what High Growth leaders do that elevates their results above other leaders. Look for the “John Barrows Top 10 things High Growth Sales Leaders Do Different” in the So-What portion of this extended interview.