Sales Leadership Podcast

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 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 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.

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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.

Episode 136: #136: Joe Caprio of Reprise — Removing Friction in the Buyer Journey

April 13th, 2021  |  53 mins 33 secs

coaching, leaders, reprise, sales, technology

Joe Caprio is the co-founder of Reprise. Reprise is changing how SaaS companies around the world handle the demonstration of their technologies. Reprise is growing fast having just secured a $17MM Series A financing and is servicing customers worldwide. In this episode, Joe discusses how customers want to buy products in the modern era and the importance of removing friction from the buyer's experience. Joe provides real-life examples on how to help people buy rather than emphasizing how to sell. This episode will help you re-think how you use your product in the buying process. You can learn more about Joe and Reprise at www.getreprise.com.

Episode 135: #135: Chris Barney of the Utah Jazz — The Privilege of Pressure

April 6th, 2021  |  1 hr 5 mins

coaching, pressure, sales, sales leadership, utah jazz

Chris Barney is the CRO of the Utah Jazz. He shares the inside scoop of watching the NBA shut down when one of their players tested positive for COVID and how they navigated the shut down of the NBA. Chris shares his blueprint of how he and his team responded, adapted and came back stronger. Today not only are the Jazz in first place in the NBA standings and one of the top sales teams in the NBA as well. Chris' insights will help every sales leader...regardless of the industry they work in. Don't miss this episode with a story you won't hear anywhere else.

Episode 131: #131: Ginnette Harvey of Real Staffing — What’s Your Leadership Identity?

February 17th, 2021  |  53 mins 49 secs

coaching, ginnette, identity, kindness, leadership, rob, sales

This Week Ginnette Harvey, Sr. Vice President of Sales for the Specialist Staffing Group joins us and talks about the importance of your Sales Leadership Identity. What do you want to be known for? How do you create a leadership style that creates both trust AND results? What are the characteristics of the Sales Leaders today creating the most impact? Check out this episode with one of the top sales leaders in the modern era.

Episode 129: #129: Dale Dupree of The Sales Rebellion — Momentum: A Leader’s Best Friend…and How to Build it

January 13th, 2021  |  57 mins 42 secs

coaching, leadership, momentum, sales, sales enablement, sales leadership, success, win deals

As we kick off 2021, one of the most important topics a sales leader can put structure around is Momentum. Momentum is a sales leader's best friend. With momentum, you give teams reasons to believe. With momentum, people think their leaders are geniuses. With momentum, people overlook mistakes. Momentum is very real...and very elusive. Dale DuPree is the founder and CEO of Sales Rebellion. He's a highly sought after author and speaker and helps sales teams worldwide build momentum by creating experiences that help you stand out. In this can't-miss episode, Dale joins us and talks about how sales leaders can build momentum in very real, very tangible ways to help your team get off to a fast start. And as we all know...the better you start, the better you'll finish.

Episode 125: #125: Jen Ferguson of Sales 911 — The Rhythm of Success

December 1st, 2020  |  57 mins 9 secs

1:1, analysis, app, coaching, coaching session, deal coaching, engagement, executive, insights, one on one, performance, pipeline, plugin, sales, sales leaders, sales team, salesforce, technology

Is your sales team in a state of emergency? Not enough in your sales pipeline is certainly a reason for concern. Learn from Jen about how to create predictability in your pipeline and how to build a sales system that makes it easier for the customer to choose you. Consistently improving by 1 or 2% on a consistent basis will give you the small edge that is often the difference between winning the deal or being one of the many who lose out.

Episode 122: #122: Kevin Knieriem of Clari — Creating Revenue Confidence

November 3rd, 2020  |  55 mins

building a sales team, coaching, culture, curiosity, forecasting, passion onboarding, practice, sales improvement, training

Kevin is a sales leader who has managed high revenue sales teams from any angle and he teaches us why forecasting is the most important number for any sales organization. Using AI can help sales leaders make the most accurate forecast and give you a competitive advantage right from the start. Measuring engagement from the customer and using the experiences they have as a part of your forecasting. Learn from Kevin how to make your reps experts on the problems they are solving, and boost engagement through their curiosity.