Sales Leadership Podcast

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.

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.

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.

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.

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.

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.

Episode 51: #51: Mike Lockert of Simplus - Why Listening to Your Customers and Sales Reps Matters

June 18th, 2019  |  47 mins 5 secs

building a sales team, culture, disruption, passion onboarding, sales coaching, training

This episode features Mike Lockert, Chief Revenue Officer of Simplus. Mike shares his blueprint for how to keep your sales on the high-growth trajectory. He talks about how culture is a key ingredient to that success, and how it is made up of all the things you do as a sales leader. Mike gives the key to making your sales reps WANT to follow you, something that is invaluable in this world of short-term job longevity for sales professionals.

Episode 50: #50: Jacco van der Kooij of Winning by Design - Double Your Sales Without Doubling Your Sales Team

June 11th, 2019  |  56 mins 40 secs

building a sales team, culture, enthusiasm, passion onboarding, practice, sales improvement, training, trust

On our 50th Episode, Jacco van der Kooij, Founder of Winning by Design, joins the Sales Leadership Podcast to talk about how you can become a modern sales leader. Jacco shows us how focusing on what matters most to the customer can grow your sales by 2X without doubling your sales team or doubling the price. He shows us the seven key moments that a modern sales leader can work on with the sales team and be a coach, not a trainer.

Episode 49: #49: Jen Spencer of SmartBug Media - How to Align Your Sales and Marketing Efforts to Maximize Revenue

June 4th, 2019  |  51 mins 17 secs

In this week's episode, Jen Spencer of SmartBug Media joins us to talk about team. She describes, in detail, a good, authentic approach to creating a "team." According to Jen, you should build a team that compliments your own strength and overshadows your weaknesses. Her advice is to stay close to the Market, close to your staff, and find ways to level your people and compensate for their weaknesses. If you can do these things, you can build the right team to spur growth.

Episode 48: #48: Ryan O'Hara of LeadIQ - The Art of Prospecting in the Digital Age

May 28th, 2019  |  53 mins 22 secs

In this week's episode, Ryan O'Hara, VP of Growth and Marketing at LeadIQ, talks about one of the most important skills in Sales: building pipeline. He says you can't have the important conversation about your product and the problems it solves if you can't prospect to find someone to converse with. Ryan believes that you were hired to be yourself, not someone else because it is your unique skills that your company needs. Authenticity is what will help you win. Ryan also believes in building brands around people, not just around products and companies, so as a sales leader, you should help build the brands of your people.