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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  • Episode 38: #38: Jamie Crosbie of ProActivate—Building a Replicable Sales Process and Formula For Success

    March 19th, 2019  |  48 mins 42 secs

    This week's guest on the Sales Leadership Podcast is Jamie Crosbie. Jamie believes that it doesn't matter whether you are better or worse than your competition. You have to know why you are different and why that matters. Jamie says that in order to have sales success in a competitive market, she lists three things: 1-Specialize; 2- Process, 3-Problem. Although sometimes people get lucky, if you want to be hired as a sales leader, you need to be able to discuss and show how process helped you win. You need to be able to measure the strength of your sales process and have leaders who can help you establish new normals. Jamie says to ask yourself: Do I know that I am impacting the lives of the people that I am working with? Have I helped change the trajectory of a career? Listen to this episode for the answers.

  • Episode 37: #37: Ben Simms of MarketSource—Process Is The Foundation For Everything

    March 12th, 2019  |  45 mins 26 secs

    This week's episode features Ben Simms, Vice President of Commercial Client Services at MarketSource. Ben is a believer in process. He believes that it is the blue print for what it takes to get into high growth mode and stay there. How does he build a team focused on process? MarketSource is good at making sure that they have their I.C.P. for recruiting and they hire for coachability. Ben believes that coachability is the x-factor in whether you are going to get someone to grow with the company and be successful. He also talks about integrity being your best asset. Join Ben and Rob for this enlightening discussion and learn what it takes to internalize process.

  • Episode 36: #36: Keith Rosen—The Blueprint to Coaching Salespeople Into Champions

    March 4th, 2019  |  54 mins 8 secs

    This week's guest is Keith Rosen, is an undisputed expert in the realm of sales coaching. He believes that the biggest problem that managers have is that "Chief Problem Solver" is the role they adopt because they make assumptions that they need to be a fixer and a closer. He believes that managers are here to maximize human potential and that only 1 in 10 managers is qualified to manage - let alone coach. Keith says that if leaders take the right role, they make their people more valuable. Join Rob and Keith as the discuss how to recognize and fill the proper role for success.

  • Episode 35: #35: Max Altschuler of Outreach — Using Marketing to Grease the Wheels of Sales

    February 26th, 2019  |  49 mins 31 secs
    building a sales team, culture, marketing, passion onboarding, practice, sales improvement, training

    In this week's episode, Max Altschuler, a consummate salesman and the founder of Sales Hacker, is now Vice President of Marketing at Outreach. He brings the rare perspective of a sales leader who now leads a marketing team. He explains how using your marketing team to send the right message to connect to problems that your customers are experiencing. Max shares many valuable insights and experiences in an episode that you can't afford to miss.

  • Episode 34: #34: Alyson Welch of Twilio—Key Components to World-Class Sales Leadership

    February 19th, 2019  |  44 mins 35 secs

    This week's guest is Alyson Welch. Alyson is the VP of Sales for Twilio. Her number one priority is wearing her customer's shoes and understanding the customer's voice. She also believes that as a leader, you have to have performed as a salesperson. You have to have the cadence and operational discipline, but you also need the personality. empathy and energy for your team and your customers. By doing so, you can be in charge of your own destiny. Join Rob and Alyson for this insightful look at what it takes to be a sales leader.

  • Episode 33: #33: Kyle Morris of SifData—Building a Bullet-Proof Sales Process

    February 12th, 2019  |  43 mins 37 secs

    This week's guest on the Sales Leadership Podcast is Kyle Morris, founder of SifData. Kyle is a former Special Forces Army Ranger who offers insights from his military experience that he has applied to his highly successful company. He believes that it's hard to stay in high-growth mode for a long period of time. The only chance you have is to have a bullet-proof sales process. According to Kyle, you have to have systems to find the right people and then have systems to plug them into. A mature leader can scale by learning to comfortably delegate. His most important point? You can delegate authority but you can never delegate responsibility. So listen this week—you'll come away with a new appreciation of the 80/20 rule and Commander's Intent.

  • Episode 32: #32: Jason Santana of Paychex—See Around the Corners with Your Sales Data

    February 5th, 2019  |  50 mins 25 secs

    This week's guest is Jason Santana, Senior Director of Sales Strategy and Operations at Paychex. Jason believes that culture is either your greatest asset or your greatest challenge. Coming from a background of data science and sales leadership, Jason has a unique understanding of their relationship to culture. He answers the question: how do you use data and still maintain personal connections? He believes that data is what makes it so you can individualize with people. Jason gives some great management advice as well. His best advice is to sympathize instead of empathizing. Join Jason and Rob as they explore these topics and more in a spirited 45 minutes.

  • Episode 31: #31: Keenan of A Sales Guy—How to Win with a Problem-Centric Sales Process

    January 29th, 2019  |  51 mins 11 secs

    In this episode, Rob interviews a big name in the sales world—Keenan from A Sales Guy. Keenan believes that selling has become too tactical and product-centric. He believes you should sell to the gap between the current state and the future state by finding the problems in the market and concentrating on them. For Keenan, understanding your prospect's problems is the most important part of the sales process. He gives a multitude of actionable examples of how to find and define this gap how to best coach to it.

  • Episode 30: #30: Skye PoVey of Weave—How You Do Anything is How You Do Everything

    January 22nd, 2019  |  53 mins 35 secs

    In this week's podcast, Skye PoVey of Weave talks about how he builds a culture that empowers his people and teaches them to become leaders themselves. Learn how he uses his passion to develop people to become the best they can be, whether they are selling software services or selling hot dogs in NYC. Skye’s mantra of “How you do anything is how you do everything” drives his success and has helped him drive high growth at Weave.

  • Episode 29: #29: Lacey Bell of Adobe—Want to Build Your Sales Culture? Embrace Everything.

    January 15th, 2019  |  47 mins 32 secs

    This week's guest on the Sales Leadership Podcast is Adobe's Lacey Bell. Lacey is the GVP, Adobe Target Sales of North America Adobe. Lacey has a tangible enthusiasm for her team. She believes in appreciating internal networks and celebrating diversity. Enabling her team is Job One and supporting Women in Sales is her passion (

  • Episode 28: #28: Ryan Cannady of Deere Employees Credit Union—It's Not the People, It's the People

    January 8th, 2019  |  46 mins 42 secs

    This week's podcast features Ryan Cannady of Deere Employees Credit Union. Ryan goes into great detail about what he means when he says "It's the People." And it's not what you think. He talks about building an extraordinarily motivated and driven team by concentrating on the coaching relationship. Ryan believes if you invest in your people, your numbers and success will come as they feel challenged and rewarded.

  • Episode 27: #27: The Best of the Sales Leadership Podcast, Volume 2

    December 18th, 2018  |  57 mins 23 secs

    We've taken the best of our first 25 episodes and found the common traits that these great leaders share. In Volume 2, Rob Jeppsen breaks down episodes with Doug Landis, Cody Lamens, Michael Barton, Dan Cook, Ryan Leavitt, Matt Millen, Jeff Spencer, Sean Murray, Brad Jensen, Kyle Norton, and Haley Katsman. You will be surprised at how closely these leaders' messages align. So enjoy this holiday gift from the Sales Leadership Podcast team.

  • Episode 26: #26: Rob Jeppsen of Xvoyant—The Seven Deadly Sins of Sales Coaching

    December 11th, 2018  |  32 mins 46 secs

    In this week's episode, we flip the tables and Rob is interviewed by past guest Doug Landis of Emergence Capital. Doug gets right to the point: How do you make coaching better and be relevant to every rep? Rob goes into detail on the Seven Deadly Sins of Sales Coaching and gives can't miss advice on identifying and overcoming each of the sins. This week is Rob's holiday gift to sales coaches everywhere and you will be a better coach for listening.

  • 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.