Sales Leadership Podcast

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 (https://www.linkedin.com/company/utah-women-in-sales/).

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.

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.