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 67: #67: Kelly Roach — How Connecting To Your Reps' "Big Why" Equates To Sales

    October 7th, 2019  |  50 mins 35 secs
    1:1, analysis, app, coaching, coaching session, deal coaching, engagement, executive, insights, one on one, performance, pipeline, plugin, sales, sales leaders, sales team, salesforce, technology, xvoyant

    Kelly Roach joins the Sales Leadership Podcast and shows us why being fanatical about setting the right tone and expectation can make the difference for your reps. Kelly teaches us how spending part of each day helping each rep improve creates a culture of coaching that will create phenomenal growth.

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    Episode 66: #66: Mark Kosoglow of Outreach — How to Grow Your Company From $34 to $1 Billion

    September 30th, 2019  |  1 hr 1 min
    coaching technology, culture, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, training, xvoyant

    Mark Kosoglow, VP of Sales at Outreach shows us how to engineer remarkable growth without adding huge amounts of headcount to match. Learn why building the right system for each sales process will solve your toughest problems and how training and enabling your sales leaders can help your teams reach the success that before looked impossible.

  • Episode 65: #65: Jason McElhone of RemoteSales — How to Manage Without Micromanaging

    September 23rd, 2019  |  59 mins 24 secs
    1:1, analysis, app, coaching, coaching session, deal coaching, engagement, executive, insights, one on one, performance, pipeline, plugin, sales, sales leaders, sales team, salesforce, technology, xvoyant

    Jason McElhone, Founder, and CEO of RemoteSales shows us how in this tightest of job markets, it is essential that you are able to recruit the best salespeople worldwide. Technology now makes it possible to hire the best salespeople, wherever they are. Learn why self-starters are the best remote workers, and why having a culture of "fail fast, fail forward" is the key to having success in the tough grinder of the sales lifestyle.

  • Episode 64: #64: Justin Welsh – How to Eliminate Guesswork

    September 16th, 2019  |  54 mins 48 secs
    building a sales team, culture, data, justin, passion onboarding, practice, process, sales improvement, training

    Justin Welsh joins Rob as our first-ever repeat guest. They talk about Justin's keys to eliminating the guesswork as you build a high-growth sales team: Getting the right people, and then the right process. Are you managing data the right way? Justin also discusses how to maintain your own personal balance and sense of who you are to avoid burnout and depression.

  • Episode 63: #63: Richard Smith of Refract - How to Build An Effective Coaching Culture

    September 9th, 2019  |  58 mins 9 secs
    building a sales team, culture, passion onboarding, practice, sales improvement, training

    This week's guest is Richard Smith, Co-founder & Head of Sales for Refract. Richard is a champion of sales coaching and tells us how companies are learning the importance of having a coaching culture. He says that hiring the right people for your sales team is important, but having a manager that knows how to help each of those reps improve is of equal importance. Learn how to create that coaching culture in your company and make it a competitive advantage.

  • Episode 62: #62: Michael Gallagher of The Stevie Awards - The Importance of Showing Your Team Appreciation

    September 2nd, 2019  |  43 mins 38 secs
    building a sales team, culture, passion onboarding, practice, sales improvement, stevie, training

    Michael Gallagher, President of The Stevie Awards talks with Rob on why it is important that a sales leader is able to tell the story of the team's success, and then successfully repeat it. The Stevie Awards help leaders share that story and also gives the team a chance to celebrate that success and be publically recognized for it. In this podcast, learn about how to nominate your sales team for a Stevie Award, and also how you can review past Stevie winners' stories and see how they created their own success.

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    Episode 61: #61: Lance Tyson, President and CEO of The Tyson Group - The Importance of Building A Positive Sales Culture

    August 26th, 2019  |  59 mins 14 secs
    building a sales team, culture, passion onboarding, practice, sales improvement, training

    Lance Tyson, President & CEO of the Tyson Group, teaches us some of the things he has learned in a long career of teaching professional sports franchises how to sell. Considering that these businesses are selling something that their customers don't need, but want to buy, it presents some interesting challenges. Lance believes that culture is the key to creating an environment where the motivated can succeed. He has found his greatest success by ensuring that the sales leaders are always trained first, and then they need sales reps who are determined to win their individual games.

  • Episode 60: #60: Samantha McKenna - How Knowing Your Customers Drives Success

    August 20th, 2019  |  58 mins 40 secs
    building a sales team, culture, linkedin, passion onboarding, sales leader, training

    This episode features Samantha McKenna, Head of Sales, Enterprise NYC for LinkedIn. Samantha is an expert at selling to large enterprise customers, and she shows us how multithreading is essential to win those massive accounts. Her tactics on how to build engagement through personal relationships and why you need to get comfortable at being uncomfortable will help you win deals both large and small.

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    Episode 59: #59: Collin Cadmus of Aircall - Trust and Respect: The Foundation of Everything in Sales

    August 13th, 2019  |  56 mins 51 secs
    building a sales team, culture, passion onboarding, respect, training, trust

    This episode features Collin Cadmus, VP of Sales for Aircall. Collin believes the role of a sales leader is to first be a teacher and second build strong relationships with each of your reps. A good sales leader knows how to put the right person in the right role, and Collin shows us how that depends on the leader building trust and earning the respect of the team. He shows us how to build a learning organization and also what are the most important aspects of a winning culture.

  • Episode 58: #58: James Buckley of Ringlead - The Formula For Sales Excellence

    August 6th, 2019  |  57 mins 46 secs
    building a sales team, culture, passion onboarding, training

    James Buckley, Business Development Manager and Brand Ambassador for Ringlead talks with Rob about how being courteous, professional, patient and persistent will drive success in both sales and life. He believes that if you are working, you need to learn to work "right" because for most of us the end of work will never come. James shows us how to help each sales representative build a personal brand, and create unlimited potential.

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    Episode 57: #57: Joel Rackham - How to Build a Culture of Authenticity in the Workplace

    July 29th, 2019  |  53 mins 58 secs
    culture, hope, joel rackham, marketstar, rob jeppsen, sales coaching, xvoyant

    Our latest episode features Joel Rackham, SVP, Global Head of Direct Sales at Marketstar. Joel shows us how culture is more than foosball tables and free soda; it is made up of getting the right process at procedure first. Once you have that set, then consider the environment, made up of the physical and psychological aspects of the workplace. This creates an environment where your sales representatives can flourish and have hope.

  • Episode 56: #56: Paul Butterfield of Vonage - How Consistency in the Sales Process Drives Consistency in Outcomes

    July 23rd, 2019  |  49 mins 8 secs
    building a sales team, culture, one-one-one, passion onboarding, training

    This week we learn from Paul Butterfield, Head of Global Sales Enablement for Vonage. Paul knows that since the role of sales has changed, the role of sales leaders must also change. He tells us that since hiring new salespeople can be an expensive mistake, it is important to equip your sales team with everything they need to be successful and have a coaching process that is based on individual one-on-ones and relevant.

  • Episode 55: #55: Daren Tomey of Revenue Path Group - Being a Co-Pilot and Not a Micromanager

    July 16th, 2019  |  1 hr 1 min
    building a sales team, culture, enthusiasm, passion onboarding, practice, role, sales improvement, training, trust

    This week Daren Tomey of Revenue Path Group teaches us about the importance of role clarity and how to guide your reps as a co-pilot to reach success. He talks about how using coaching during one-on-ones with each rep can help them focus on the activities and skills each individual needs to win. Daren shows us how each sales leader's primary role should be about developing people.

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    Episode 54: #54: Brandon Bornancin of Seamless.AI - Being Obsessed With Every Detail of Your Sales Process

    July 9th, 2019  |  1 hr 4 mins
    brandon bornancin, coaching, details, obsessive, rob jeppsen, role playing, training

    This episode of the Sales Leadership Podcast features Brandon Bornancin, Founder and CEO of Seamless.AI. Brandon discusses how taking care of his sales teams and obsessing over the details helps his teams win over the short and long term. He compares this to winning the SuperBowl every day. Brandon shows us how daily role-playing and actionable coaching and scoring are the keys to high growth success exceeding sales goals consistently.

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    Episode 53: #53: Marius Smyth of Adroll - Keys to High Growth: Consistency, Alignment, and Accountability

    July 2nd, 2019  |  50 mins 59 secs
    building a sales team, culture, passion onboarding, practice, sales improvement, training

    This week we learn from a truly international sales leader, Marius Smyth, Global Head of Sales & Customer Operations at AdRoll Group. Marius shows us how having consistency, alignment, and accountability leads to credibility with your sales team as well as with your customers. He talks about how having consistency in your process will give you consistency in your outcomes, and how you can reduce variance by coaching your sales team.

  • Episode 52: #52: Matt Marino of Global Payments - Using Your Customers' Outcomes as a Measurement for Success

    June 25th, 2019  |  54 mins 6 secs
    building a sales team, culture, enthusiasm, passion onboarding, practice, sales improvement, training, trust

    Matt Marino, VP of Sales for Global Payments, teaches us to set the standard for success based on the success of your customers' experiences. He shows us that passion is the rocket fuel for performance and that as you add value to the careers of each of your reps, you increase that passion and performance.