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 93: #93: Chad Olds of Anchore — Be Kind and Grind

    April 6th, 2020  |  1 hr 6 mins
    building a sales team, culture, passion onboarding, practice, sales improvement, training

    This week's episode features Chad Olds, VP Worldwide Enterprise Sales for Anchore. Chad's motto is "Be kind, and grind." His message is that especially in these crazy and difficult times, companies still need their salespeople to be successful. Sales managers should lead with kindness, but don't stop pushing to get the results your business needs to win deals. Those that adapt most rapidly to this new environment will be the ones to not just survive but keep on that golden road to high success.

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    Episode 92: #92: Colleen Stanley of SalesLeadership — Connect With Real-World Empathy

    March 30th, 2020  |  59 mins 7 secs
    building a sales team, culture, empathy, passion onboarding, practice, sales improvement, training

    Colleen Stanley, CEO of SalesLeadership, joins Rob on the podcast this week to talk about how empathy will help sales leaders connect with their sales teams in these difficult times. Real-world empathy means you understand what is really important to both your sales representatives and your customers. With a new reality facing most of us, including new tools, new skills, and a new selling environment, Colleen shows us some new ways to take on these challenges and win.

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    Episode 91: #91: Tim Clarke of UNCrushed—How Salespeople Can Prevent Burnout And Have A Successful Career

    March 23rd, 2020  |  49 mins 25 secs
    building a sales team, culture, passion onboarding, practice, sales improvement, stress, suicide, training

    This week's guest is Tim Clarke of UNCrushed, back as a Greatest Hit for the Sales Leadership Podcast. Tim brings a special story today on an important topic. He believes that salespeople need to be wary of the pressure to win, to be a "crusher," because that kind of success comes with negative effects. Tim says that we are so focused on outcomes that we often lose track of people. Tim's non-profit group, UNCrushed, helps salespeople avoid the negative impact of the "crush it" culture. He talks about how to minimize the soul-crushing rejection, the uncertainty, and the fear in order to be successful and thrive. Tim sums it up with the belief that strength comes from vulnerability. Check out this episode for more information.

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    Episode 90: #90: Adam Peek of Fortis Solutions Group — Invest in Your Own Career

    March 16th, 2020  |  1 hr 2 mins
    coaching technology, culture, development, leadership, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, training, xvoyant

    Adam Peek of Fortis Solutions Group shows us how to get off the sidelines and take charge of your own career and development. When you find solutions that can help you succeed, and bring success to your team and company, you build influence and become a great leader even if you don't have that VP of Sales title.

  • Episode 89: #89: John Madsen of Athletic AF — Your Mindset Drives Your Success

    March 9th, 2020  |  58 mins 2 secs
    building a sales team, culture, mindset, passion onboarding, practice, sales improvement, training

    John Madsen, CEO of Athletic AF joins Rob to discuss how your mindset can be your greatest catalyst or your most permanent limiter. Learn how to become the best version of yourself by managing your mindset.

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    Episode 88: #88: Rob Jeppsen of Xvoyant — The Sales Leadership Crisis

    March 2nd, 2020  |  37 mins 53 secs
    building a sales team, culture, passion onboarding, practice, sales improvement, training

    Max Altschuler interviews Rob Jeppsen on this episode of the Sales Leadership Podcast, talking about the crisis facing sales leaders today. Sales reps want to be coached on a path of high growth, but leaders think they are doing a great job, but the truth is they aren't good at coaching. Learn on this podcast how to give your reps the leadership they want and deserve.

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    Episode 87: #87: Tiffani Bova of Salesforce — Innovate Your Sales Team in 2020

    February 24th, 2020  |  56 mins 56 secs
    innovation, sales, transflormation

    Tiffani Bova, the Customer Growth and Innovation Evangelist at Salesforce, joins Rob to discuss how sales leaders can add balance and inject passion for each member of their team by taking advantage of technology and managing time better. When 60 percent of a rep's time is spent on something other than sales, but 58 percent will not meet quota, your reps need you to help them in individual ways.

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    Episode 86: #86: Thiago Sa Freire of Hudl — Having a Growth Mindset

    February 17th, 2020  |  54 mins 46 secs
    building a sales team, culture, high growth, passion onboarding, practice, sales improvement, thiago, training

    Thiago Sa Freire, SVP of Global Sales & Customer Success at Hudl, joins Rob on this episode to talk about his keys to having a high-growth mindset. Thiago shows us why you can't scale your business if you don't give up some control and trust the people on your team, and why the best leaders hire people who are better than themselves in some way. Find people who can level up the company, and together you are creating that high-growth culture.

  • Episode 85: #85: Shari Levitin of The Levitin Group — Empathy Builds Trust In Sales

    February 10th, 2020  |  58 mins 16 secs
    building a sales team, culture, empathy, passion onboarding, practice, sales improvement, training

    Shari Levitin, CEO of The Levitin Group, joins Rob on Episode 85 of the Sales Leadership Podcast. In this time of information overload, Shari shows us how to become the "sense maker", and how to be the person who knows how to make the connection. While empathy and competency are both huge parts of sales, the order you bring them to the sales process matters. Learn how to make empathy your competitive advantage.

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    Episode 84: #84: Jonathan Graham of IRC Group — Hire For Skill, Then For Experience

    February 3rd, 2020  |  53 mins 55 secs
    coaching technology, culture, hiring, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, skills, training, xvoyant

    Jonathan Graham, Managing Director of IRC Group, is an expert on hiring the right salesperson. He talks about how hiring managers can be seduced by the companies listed on a candidate's resume, and as a consequence, that person may not have the skills required to be successful for the job. Learn from Jonathan how to hire for skills first, then for experience, and how that can get you moving towards greater sales success faster.

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    Episode 83: #83: Ralph Barsi of Tray.io — Play the Long Game While Keeping Your World Small

    January 27th, 2020  |  52 mins 57 secs
    building a sales team, culture, gratitude, leadership, passion onboarding, practice, sales improvement, success, training

    Ralph Barsi, VP of Global Inside Sales of Tray.io, joins Rob and talks about how sales leaders can earn the right to be a leader who is listened to. The best sales leaders are those who have created standards of excellence and who know what brings success for their reps and makes sure they are following a well-lit path to high growth. Ralph teaches us about how having an attitude of gratitude will help us keep things in perspective and make it through the tough times that are a part of being in sales.

  • Episode 82: #82: Richard Harris of Harris Consulting Group — What Great Sales Leaders Do

    January 20th, 2020  |  56 mins 59 secs
    building a sales team, culture, passion onboarding, practice, sales improvement, training

    Richard Harris of the Harris Consulting Group joins the podcast to share what the great sales leaders do to be successful. First, sales leaders help their company leaders realize they don’t need to know it all. Sales leaders should utilize sales operations teams to manage the important sales data and make sure baseline metrics are tied to revenue. Richard also discusses his work with Uncrushed, and how the group helps sales leaders find better mental health.

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    Episode 81: #81: Max Altschuler of Outreach — Setting Goals That Work in 2020

    January 13th, 2020  |  59 mins 8 secs
    building a sales team, culture, goals, passion onboarding, practice, sales improvement, training

    Max Altschuler joins Rob for the second time in the Sales Leadership Podcast to share his excellent method for creating goals and having a growth mindset. As we start this year, use Max's tactics for taking stock of what is important and beneficial for you, and plan out where you want to be in 2021 and beyond.

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    Episode 80: #80: John Barrows of JBarrows Sales Training — Getting Sales Right in 2020

    January 6th, 2020  |  1 hr 10 mins
    building a sales team, culture, passion onboarding, practice, sales improvement, training

    John Barrows joins the podcast to talk about how companies can "get sales right" by starting with the leaders who are fully involved in creating that amazing sales culture and drive improvement for each individual rep. John warns that sales leaders who just chase a number will lose out on developing their teams and will end up not reaching the high growth levels that are possible. Learn how to define the core values that can unite your team and paint the vision that drives success.

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    Episode 79: #79: Greatest Hits Mark Smith — Trust: The Currency of Every Relationship and How a Sales Leader Can Earn It.

    December 30th, 2019  |  42 mins 24 secs
    building a sales team, culture, passion onboarding, practice, sales improvement, training

    This is one of our greatest hits from the Sales Leadership Podcast, original episode #5. Mark Smith is VP of Sales for Womply. Womply has not only entered high-growth mode….they’ve been there for awhile now. His secret to ongoing growth? It isn’t a sales methodology, technology, or process…though they certainly use all of those things well. The fuel that has helped Mark’s team succeed has been developing trust. Mark shares why trust is the currency of every relationship and how they’ve built a team where trust helps them execute, adapt, and smash all of their sales goals. Mark believes the biggest challenge each leader has is to get every team member to believe in themselves. And here’s an interesting twist: If you have to ask for their trust, you’re doing it wrong. Mark lays down a blueprint on how to create a team fueled by mutual trust. The results speak for themselves.

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    Episode 78: #78: Lisa Magnuson of Top Line Sales — How to Sell the Big Deal

    December 23rd, 2019  |  56 mins 13 secs
    big deals, coaching technology, culture, lisa, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, training, xvoyant

    Lisa Magnuson of Top Line Sales joins us to talk about how you and your sales teams can get those big deals won. Lisa defines a "big deal" as a deal 5x over what is normal for your company, and she talks about the huge gap between the experience of sales leaders over the sales reps when big deals are in the pipeline. Learn how teams can rise above the challenges by focusing on the important issues and get those big deals won.