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

  • Episode 154: #153: Ryan Staley of Whale Boss — The Core Systems Every Sales Leader Needs to Create Predictable Success

    September 2nd, 2021  |  45 mins 49 secs
    coaching, leadership, rob jeppsen, ryan staley, sales training

    Ryan Staley is the founder and CEO of Whale Boss. He helps organizations around the world build the systems required to have predictable success selling to large enterprise customers. This conversation introduces those key systems and insights you can use to start building the systems for your team immediately. To join Ryan’s Referrals for Revenue Workshop, you can learn more and sign up here: https://www.referralsforrevenuechallenge.com/go. To join the MasterClass on accelerating your success in advancing and closing deals, you can sign up here: https://www.robandryan.live/training.

  • Episode 153: #153: Rob Jeppsen of Sales Leadership United — Maximum Effort Does Not Always Equal Maximum Speed

    August 27th, 2021  |  38 mins 7 secs
    rob jeppsen, sales coaching, sales leadership, velocity

    Ever felt like you're doing maximum effort but not creating maximum speed? Our job as sales leaders is to help those we lead choose growth and to outgrow their talent. This is easier said than done. This week, Rob shares an episode from his private podcast, Coaches' Corner. Coaches' Corner is something Rob updates weekly for members of Sales Leadership United, a community of sales leaders working to create elite impact for the people they lead. Each week he shares insights based on work he is doing with other sales leaders around the world. To access all the episodes of Coaches' Corner, over 100 hours of training, and Sales Leadership Content in every leadership topic you'll need...check out Sales Leadership United here: https://www.patreon.com/SalesLeadershipUnited.

  • Episode 152: #152: Jon Selig of Comedy Writing for Sales Teams — Create More Connections by “Roasting Your Prospect’s Pain”

    August 20th, 2021  |  55 mins 52 secs
    coaching john selig, humor. leadership, rob jeppsen, sales

    Jon Selig teaches sales teams how to connect to the challenges of a prospect through humor. In a world where the sales noise is louder than it has ever been, learning how to connect to things clients and prospects care about has never been more important than it has ever been. This episode is not about punchlines…it is about pipelines. Jon shares how sales and comedy are more similar than most expect. Learn the secrets from the great comedians on how they become more relevant and relatable to their audience…and how your salespeople can as well.

  • Episode 151: #151: Tony Hughes of Sales IQ Global — How to Thrive as a Sales Leader in the 2020’s

    August 12th, 2021  |  57 mins 46 secs
    coaching, hughes, jeppsen, rob, sale ig, sales leader, tony

    Tony Hughes is a legend in the sales community. He joins the show this week to talk about what sales leaders need to do in order to thrive in the 2020s and beyond. His insights will help every sales leader connect to the members of their teams in ways that creates life-changing years to each of the people they lead. This is a can’t miss episode with tactical suggestions each leader can use immediately.

  • Episode 150: #150: Josh Roth of Lob — Influence: Leading With More Than Just the Numbers

    August 5th, 2021  |  1 hr 28 secs
    growth, impact, josh roth, rob jeppsen, sales coaching, sales leadership, sdr

    Josh Roth has had a huge impact in the modern sales world. As a co-founder of SDR Defenders and the Sr. Director of Inside Sales for Lob...he's seen firsthand how to fuel rapid growth. Josh shares how the great leaders move past the spreadsheets and connect to the whole person...not just the salesperson...in finding ways to create influence. Learn how top leaders help those they lead choose growth over talent in one of our most important episodes yet.

  • Episode 149: #149: Amy Slater of Palo Alto Networks — How to Stop Checking the Boxes and Start Engaging With Your Reps

    July 22nd, 2021  |  1 hr 1 min
    1:1, amy slater, relationships, sales coaching, sales leadership

    Amy Slater is one of the top sales leaders in the business right now. She’s worked with several of the world’s most iconic sales teams and right now is VP of GTM for Internet Security at Palo Alto Networks. Her commitment to the individual development of salespeople. She joins the show to share why it is more important than ever before to stay connected to members of your team and how to do it in an ever-changing environment. Learn insights to having 1:1s your reps will thank you for and how to connect to the whole person…not just the salesperson in this important conversation.

  • Episode 148: #148: Cherilynn Castleman of Sistas In Sales — Creating Connections that Matter

    July 15th, 2021  |  59 mins 45 secs
    cherilynn castleman, sales, sales coaching, sales leadership, sistas in sales

    Cherilynn Castleman helps women of color in the sales community become too good to be ignored. She’s learned that those who connect best have the most success. As a result, she’s developed frameworks to have conversations that create connection and fuel head-turning results. She joins us this week and shares her conversation frameworks so you can make a difference with the careers of those you lead almost immediately. Want to be too good to be ignored? Follow Cherilynn’s blueprint.

  • Episode 147: #147: Ryan Walsh of RepVue — More than a Numbers Game: The Quota Attainment Challenge

    July 8th, 2021  |  1 hr 2 mins
    coaching, data, pipeline, repvue, ryan walsh, sales, sales leadership

    It is no secret that the percentage of reps hitting quota continues to be a real challenge for sales leaders in nearly every industry. Too many leaders continue to rely on the 80/20 rule and ride their top performing reps while the others continue to struggle. Ryan Walsh, founder and CEO of RepVue joins the show and shares insights on how the most successful sales leaders are beating this trend. Ryan shares a blueprint of how to overcome this attainment challenge and creating an organization that attracts the right kind of reps to your team. Ryan's work at RepVue gives him unique insights to what is driving success and why many of the "usual things" don't work in the modern sales environment. Check this episode out and start beating the attainment trend with your team today.

    The Sales Leadership Podcast is brought to you by Skipio. Get your free 30 day trial by going to Skipio.com and using the promo code Rob to see just how powerful texting in the sales process can be!

  • Episode 146: #146: Eric Buckley of Skipio — Using Text to Transform Your Response Rates

    June 30th, 2021  |  1 hr 3 mins
    eric, rob jeppsen, sales, sales coaching, sales leadership, skipio, text, texting

    Eric Buckley is President of Skipio. This week he joins us to discuss how to get texting right as part of the sales process. If you aren't using text as part of your sales process...you need to. The reason is simple. Over 80% of emails never get read. And 98% of texts do get read. But it isn't as simple as just using a texting tool. You've got to use text the right way and in the right part of the sales process...and Eric gives everyone a blueprint of texting done right in this insightful conversation.

    Reach out to Eric and not only will you get a free 30 day trial of Skipio...the top texting platform available to salespeople today...but you'll get a free 1 hour consult on how to use texting in your sales org.

    Texting is the last platform that has not been overused and using it correctly will help you create differentiated interactions that lead to more meetings, more connection, and more sales. Don't miss this episode or Eric's special offer to all listeners worldwide.

  • Episode 145: #145: Sara Hurst of SAP Concur — Creating Organizational Impact by Choosing Growth Over Talent

    June 16th, 2021  |  1 hr 1 min
    leadership, sales blueprint, sales coaching, sales leader

    Sara Hurst is turning heads in the SAP/Concur enterprise. As Sr. Director of Client Sales, she has won Manager of the Year, is on top of the leaderboard, and is helping those she leads have career-best years. Sara joins the show this week to prove that you really can choose growth over talent and that you can create organizational impact quickly. Sara's blueprint is relevant, timely, and sure to help each sales leader find ways to create larger-scale impact faster than you might think.

  • Episode 144: #144: Ryan Lallier of SalesGevity — Building Momentum By Building Morale

    June 10th, 2021  |  58 mins 26 secs
    momentum, rob jeppsen, ryan lallier, sales coaching, sales leadership

    Momentum is a sales leader's best friend. In this episode, Ryan Lallier of SalesGevity shares how to build momentum by building morale with the members of your team. Ryan shares the building blocks of morale and how they can be used to build up...or tear down...the momentum your team generates. Ryans shares why sales leaders need to move past the "More" button and how to create objectives that lead to morale, momentum, and new standards of success.

  • Episode 143: #143: Marcus Chan of Venli Consulting Group — Transformational Leaders vs. Transactional Managers: A Roadmap to Discretionary Effort

    June 2nd, 2021  |  1 hr 12 secs
    effort, sales, salesleaders, win deals

    Marcus Chan is turning heads worldwide. In this episode, Marcus shows why he is one of Salesforce's Top Sales Influencers to follow with an insightful conversation on how to become a transformational sales leader rather than a transactional one. This episode will help you tap into one of the most powerful tools a leader can access: Discretionary Effort.

  • Episode 142: #142: Darren Reinke of Group Sixty — Don’t Be Afraid of Being Great: Becoming Authentically Confident

    May 26th, 2021  |  57 mins 58 secs
    boost sales, greatness, increase performance, rob jeppsen, sales leadership

    Darren Reinke is the CEO and Founder of Group Sixty, an executive coaching and training company committed to building strong leaders from the inside out. In this episode, he brings the heat and challenges each listener not to be afraid of chasing greatness. He provides a blueprint on how to chase greatness in a way that is authentic to each individual. This is an inspiring episode and one that will help you chase greatness with each member of your team. What are you chasing?

  • Episode 141: #141: David Dulany of Tenbound — Wipe Out The Whiteboard: A Project Management Approach to SDR Success

    May 19th, 2021  |  58 mins 13 secs
    david dulany, pipeline, project management, sales leadership, sdr

    David Dulany is the Founder and CEO of Tenbound. His team helps sales leaders worldwide have wildly successful SDR teams. In this episode, David shares how to use a Project Management approach and demystify the pipeline creation function. With a big fat pipeline your chances of winning change fast. Be sure to check out David's book, the Sales Development Framework...it is a fantastic resource for every sales leader.

  • Episode 140: #140: Davida Ginter of Enkindle Global — Keeping the Fire Burning in your team: Preventing Burnout

    May 12th, 2021  |  1 hr 5 mins
    burnout, coaching sales improvement, davida, enkindle, sales leader

    Burnout is a bigger problem for today's sales leader than it has ever been. The challenges and changes of the last year have been tough. May is Mental Health Awareness Month. Burnout is a part of the Mental Health challenge facing salespeople worldwide. This is an important episode for every single sales leader. How can you keep the fire burning with the team you lead?

  • Episode 139: #139: Keith Rosen of Profit Builders — Coaching: The Art of Creating New Possibilities

    May 5th, 2021  |  1 hr 50 secs
    change profit sales leaders, coaching, keith rosen, rob jeppsen, sales

    Keith Rosen literally has written the book on sales leadership and sales coaching. He is one of the rare repeat guests on the show and joins us this week to talk about how sales leadership and coaching has changed and what leaders need to do in order to create impact your reps will thank you for. Keith has a passion and level of insight that is unmatched. This is a high-energy episode packed with insights you won't want to miss.