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
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Episode 10: #10: John Barrows of John Barrows Consulting—What High-Growth Sales Leaders Do Differently
August 21st, 2018 | 45 mins 17 secs
execution, sales, sales growth, sales tactics
John Barrows is trainer to the world’s fastest growing companies. But John bristles at the label of “Sales Trainer.” Much of John’s success has come because he is an active, practicing salesperson that shares what he’s learned and tactics that are currently working for him with other organizations. We invited John to the Sales Leadership Podcast to share what he sees the High Growth Sales Leaders do that those wanting to get in high growth mode NEED to do. John outlines what High Growth leaders do that elevates their results above other leaders. Look for the “John Barrows Top 10 things High Growth Sales Leaders Do Different” in the So-What portion of this extended interview.
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Episode 9: #9: Kevin Dorsey of ServiceTitan — Practice? We Talking About Practice?
August 14th, 2018 | 45 mins 34 secs
building a sales team, culture, passion onboarding, practice, sales improvement, training
Kevin Dorsey runs Sales Development for ServiceTitan. Service Titan is changing how thousands of the world’s most successful home service companies grow and operate their businesses. Under Kevin’s leadership, his team has had head-turning success in helping these previously overlooked business owners optimize their businesses with technology. Kevin has earned a reputation as one of the top trainers and coaches in the business and has scooped up well-deserved accolades including Sales Development Executive of the Year and Top 100 Sales Coach. In this episode, Kevin shares his blueprint of creating a culture of excellence. He shares how he helps his team become “Customer Ready” and his focus points may surprise you. Allen Iverson could have used a little help from ServiceTitan’s KD…learn why in this engaging discussion.
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#8: Tonni Bennett of Terminus—Out of the Box Thinking Creates Out of the Box Results
August 7th, 2018 | 39 mins 42 secs
building a sales team, culture, passion onboarding, training
Tonni Bennett is VP of Sales for Terminus and joined the company as employee #9. A brand-new company with a brand-new way of creating value in a brand-new market was not going to achieve high-growth with conventional thinking. Tonni shares her approach to building a sales team that not only surpassed their growth goals, they helped fuel the ABM movement. This episode highlights how to encourage big thinking and the how immersing the team in the entire process of building a sales org led to complete commitment from her team. Her impact can be seen in more than just the numbers. She has a team of evangelists that are finding new believers in the Terminus story around the world. Sometimes too much experience can put professional blinders on a sales leader. Learn how Tonni built a system that matched their mission in this insightful episode.
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#7: Robert Cornell of Steelhouse—Removing the "Sink" Out of "Sink or Swim"
July 31st, 2018 | 35 mins 31 secs
building a sales team, culture, passion onboarding, training
Robert Cornell is VP of Sales for Steelhouse. There’s a reason Steelhouse is the fastest-growing company in advertising today. His approach to leading his team is centered in his commitment to removing “Sink” from “Sink or Swim.” He does it by exhausting all efforts to helping each rep succeed. In this episode Robert shares how this impacts how they onboard, coach, use metrics, and work as a team. The impact is a team with authentic passion and the result is beating aggressive goals by 50% or more every month. You’ll love Robert’s approach for building authentic enthusiasm across the enterprise.
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#6: Ralph Barsi of ServiceNow—Why You Need a Team of JEDI Salespeople and How to Develop Them.
July 24th, 2018 | 43 mins 40 secs
development, execution, sales, sales growth
Ralph Barsi is the Global Sales Development Leader for ServiceNow. He leads a team of Sales Development Reps that fuels the growth of what Forbes Magazine has recently decided is the Most Innovative Company in the World. In the nearly 3 years Ralph has led the global SDR team ServiceNow has seen 380% growth. He’s added 14 offices around the globe, increased headcount over 100% and creates the pipeline that fueled last year’s revenues of over $1.93 Billion. He shares how he creates the next generation of “Jedi-level salespeople.” He has 2 missions: Develop pipeline and Develop people. In this episode Ralph shares a 5-step approach to creating Jedis that includes lighting the Bat Signal and finding the Boysenberries. Don’t miss this one.
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#5: Mark Smith of Womply—Trust: The Currency of Every Relationship and How a Sales Leader Can Earn It.
July 17th, 2018 | 40 mins 27 secs
xfactors, xvoyant
Mark Smith is VP of Sales for Womply. Womply has not only entered high-growth mode….they’ve been there for awhile now. His secret to ongoing growth? It isn’t a sales methodology, technology, or process…though they certainly use all of those things well. The fuel that has helped Mark’s team succeed has been developing trust. Mark shares why trust is the currency of every relationship and how they’ve built a team where trust helps them execute, adapt, and smash all of their sales goals. Mark believes the biggest challenge each leader has is to get every team member to believe in themselves. And here’s an interesting twist: If you have to ask for their trust, you’re doing it wrong. Mark lays down a blueprint on how to create a team fueled by mutual trust. The results speak for themselves.
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#4: Travis Huff of Wayfair—Individual Road Maps for Individual Reps: Moving Past the Minimums to Scale with Swagger
July 10th, 2018 | 37 mins 32 secs
road maps, scale
Travis Huff, Director of B2B Sales for Wayfair has driven growth that resulted in Wayfair being recognized as one of the fastest growing stocks in 2017. His blueprint is simple: Talk is Cheap. Too many leaders talk about key things like onboarding, metrics, playbooks, and coaching. Travis builds process around them. Learn how you can build processes around onboarding and coaching that not only gets reps to revenue quickly, but create consistency in how your leaders connect to the development of each individual and help develop unique road maps for each rep’s success.
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#3: Justin Welsh of PatientPop—Obsession with Execution: The Doorway to Hypergrowth
July 2nd, 2018 | 34 mins 40 secs
execution, sales, sales growth
Justin Welsh, SVP of Sales for PatientPop shares how obsession with execution helped him get PatientPop in HyperGrowth mode in year 1 and keep them there for four straight years. His blueprint focuses on 3 areas to get right first and he shares the 4 step process his leaders use to execute in the present. These tactics will help you…regardless of your company’s size or growth phase… create a culture where your salespeople are the evangelists of learning and execution…no micromanagement required.
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#2: Robert Beattie of Thomson Reuters—The Double-Digit Growth Playbook
June 26th, 2018 | 35 mins 19 secs
sales, sales leadership
Robert Beattie, Sr. Director of Sales For Thomson Reuters joins the podcast to share his leadership blueprint that has helped him achieve double digit growth in a mature, single-digit growth market. He shares his playbook that led to him being awarded 2018 Executive of the Year by the American Association of Inside Sales Professionals (AA-ISP). Rob shares how to create impact as a leader so those that are motivated are able to achieve performance levels faster than even the reps had hoped.
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Episode 1: Welcome to the Sales Leadership Podcast
June 20th, 2018 | 8 mins 32 secs
sales, sales leadership
Welcome to the new Sales Leadership Podcast. Every episode will be full of insight and strategy that you won't hear anywhere else. Some of Rob's first guests include Rob Beattie, Jeff Spencer, Justin Welsh and Robert Cornell.