Sales Leadership Podcast

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.

Episode 20: #20: Ryan Leavitt of Learncore—Attention Salesleaders! It's Time to Stop, Collaborate and Listen

October 30th, 2018  |  45 mins 52 secs

sales, sales team, strategy

Today’s guest is Ryan Leavitt, Founder of Learncore and current Head of Growth and Strategy at Showpad. Ryan shares his unique insight into building a team from scratch. His biggest tool? Collaboration. According to Ryan, it teaches resourcefulness for problem-solving, creates accountability, fosters proactiveness, and creates teammates well prepared to execute. He and Rob even get a little nostalgic for the 80’s and Vanilla Ice. Don’t miss this one!

Episode 19: #19: Matt Millen of Outreach—Going Fast with Certainty and Confidence

October 23rd, 2018  |  44 mins 48 secs

This week Matt Millen, Senior Vice President of Revenue at Outreach, shares his formula for going FAST. Matt brings his experiences as a professional racing driver to bear on the sales process and shares the wisdom that has helped him create one of the fastest-growing sales teams in the U.S. Matt believes that there are three things that sales leaders must control to be successful: You have to be a storyteller, you have to manage how you spend your time and you have to have the right mindset with your attitude toward your company. He says a great leader must look inward first, do the right thing and most of all—have fun.

Episode 18: #18: Jeff Spencer of Waste Management—Creating a Sales Environment Your Reps Won't Want to Leave

October 16th, 2018  |  45 mins 33 secs

culture, discipline, high-growth, process, sales, self-correction, tactics

This week's guest is Jeff Spencer, Sr. Director of Sales Operations and Marketing at Waste Management. Jeff is the architect of one of the most sophisticated sales organizations in the world. Jeff's team of over 3,000 salespeople has impressive results and ridiculously low turnover. Much of the loyalty that a rep has for a company comes from what the coaching process is like, and at Waste Management, Jeff has brought consistency and discipline to the coaching process. He has three traits that have led to his success: 1—The ability to be decisive, 2—He's not afraid of change, and 3—He takes ownership of the change mindset. Under his direction, coaching is not just for underperformers. Jeff believes in the power of self-correction and shared vision to ensure the success of every rep and his results speak for themselves.

Episode 17: #17: Sean Murray, Chief Revenue Officer at Salesloft—Healthy Growth vs. Growth: A Blueprint for Organizational Success

October 9th, 2018  |  41 mins 19 secs

execution, sales, sales growth, sales tactics

Sean Murray is the Chief Revenue Officer for SalesLoft. SalesLoft has helped transform how Modern Sales Organizations provide a world-class sales experience. After leadership roles helping launch the Challenger Sale, taking a company public, and now helping SalesLoft accelerate their already impressive growth rate, Sean has a unique perspective on what sales leaders need to focus on. His primary lens: Healthy Growth vs. Growth at all cost. Sean shares a 5-point blueprint to help you create an environment where Healthy Growth can drive the success of any team. This thought-provoking episode will share key insights to help you find that next level, regardless of your team’s size.