Sales Leadership Podcast

Episode 194: #193: Adam Jay of Oncue — Busting the “I Can’t Tell You What it is, But I Know it When I See it" myth, and building an Elite Culture

August 24th, 2022  |  58 mins 23 secs

adam jay, culture, growth, mindset, rob jeppsen, sales, sales leadership

Adam Jay is the Vice President of Revenue for Oncue. His team is growing fast and there is no accidental success. Adam’s teams have booked well over $100MM in ARR, hired over 350 sales professionals, and had Dozens of reps earn Internal promotions over the course of his leadership career. Today he shares how culture is the catalyst for rapid growth and massive success…regardless of the external circumstances in an insightful conversation loaded with tactics you can use today.

For video snippets of this and other episodes, head to Sales Leadership United at www.patreon.com/salesleadershipunited.

Episode 188: #187: Todd Caponi of Sales Melon — Transparency > Perfection Every Time

July 12th, 2022  |  58 mins 8 secs

culture, perfection, rob jeppsen, sales, sales leadership, todd caponi, transparency

Todd Caponi works with revenue organizations off all sizes worldwide on how to leverage transparency to maximize their revenue capacity. He’s a highly successful sales leader, a sought-after speaker, and advisor to some of the world’s most iconic companies. His first book, the Transparent Sale is a best-seller and won multiple awards. In this episode, Todd rejoins the Podcast to discuss “The Transparent Sales Leader” and how the principles of transparency can help you become an Elite Sales Leader. To learn more about Todd, get his books, or gain access to all of Todd's work head to www.toddcaponi.com.

For video snippets of this and other episodes, head to Sales Leadership United at patreon.com/salesleadershipunited.

Episode 128: #128: Jake Dunlap of Skaled Consulting — Sales in 2021: It’s about Experiences

January 5th, 2021  |  48 mins 19 secs

building a sales team, culture, jake dunlap, passion onboarding, practice, sales improvement, training

Jake joins us again on the Sales Leadership Podcast to talk about how sales is changing in 2021. As sales teams work to keep customers and close more deals in 2021, one of the best ways to ensure success is to build multiple relationships in your accounts and create positive experiences for all of them. Do not get stuck working with just one person and leaving the success or failure of the future of the account on that one person. Learn how to use mutual action plans to build experiences your customers will thank you for.

Episode 127: #127: Jared Robin of RevGenius — The Rise of Communities in the World of Sales

December 17th, 2020  |  57 mins 50 secs

building a sales team, communities, culture, passion onboarding, practice, sales improvement, training

Communities have exploded on the scene for salespeople and sales leaders and become an important resource. And none have grown faster or become more valuable than RevGenius. Jared Robin, co-founder of RevGenius joins the show to share why Communities are so important to the growth and success of a sales leader, how they can find the right communities for their career, and how to get the most out of your community involvement. This is an eye-opening conversation that will change how you pick the communities you participate in.

Episode 126: #126: Roderick Jefferson of Roderick Jefferson & Associates — Using Experiences to Fuel the Buyer Journey

December 9th, 2020  |  51 mins 20 secs

building a sales team, culture, passion onboarding, practice, sales improvement, sales leadership, training

Roderick Jefferson, one of the founding members of the Sales Enablement Society and a top sales leadership guru joins the podcast to teach us how to focus on the buyer experiences rather than the goals and intentions of the seller. Problems get prioritized, while products do not. Roderick shows us how to create experiences that are shared by both the buyer and the seller, creating more wins and more satisfied customers.

Episode 124: #124: Lee Brown of IMS — Modeling Awesomeness

November 18th, 2020  |  1 hr 3 mins

building a sales team, culture, passion onboarding, practice, sales improvement, training

Lee Brown visits the Sales Leadership Podcast and shows us how clarity, diagnosis, and coaching are his keys to leading sales teams towards intentional improvement. Lee says leaders should show someone what great looks like and create a model of awesomeness rather than just telling their teams about it. Leaders who keep their skills sharp are always more effective with their sales teams and can lead from the front. Learn from Lee how to model awesomeness and show your sales team how they can exceed their sales goals.

Episode 123: #123: Thomas Boccard of GlobalData Plc — Pivoting without Panicking

November 10th, 2020  |  59 mins 34 secs

building a sales team, culture, passion onboarding, pivot, practice, sales, sales improvement, training

Thomas joins Rob on the Sales Leadership podcast to show us how to mobilize faster than the competition. Thom is constantly testing and using micro-campaigns to find out what works best for his teams’ sales process and is all-in on intentional improvement by finding ways to sell smarter no matter how successful his teams are. He involves everyone on his team in his testing as he looks for the next upgrade, and then he is quick to pivot as the market changes. When you are prepared, you can face big opposition and still come out on top, so learn from Thom how to use these methods to ensure your team’s success.

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.

Episode 121: #121: Tim Kight of Focus 3 — Elite Leaders Have Elite Leadership Systems

October 27th, 2020  |  1 hr 53 secs

building a sales team, culture, elite, passion onboarding, practice, sales improvement, training

Tim joins Rob on the podcast to talk about how you can help your team achieve meaningful standards, and set new goals. What helps someone be an elite performer vs average? As you seek to be not just good, but elite, Tim shows us how leadership is a journey, and it is something we can work on and improve consistently. We can do this with a system that shows us how to orient toward the outcome we want, and then become elite to get there.

Episode 120: #120: Michael Hoy of Pendo.io — Creating Revenue Confidence in a Changing World

October 20th, 2020  |  1 hr 3 mins

building a sales team, culture, passion onboarding, practice, revenue, sales improvement, training

With Covid 19 still forcing business to deal with more uncertainty and stressful changes, Michael joins Rob on the podcast to talk about how you can have revenue certainty. He starts by predicting churn and focusing on how to keep existing customers by ensuring renewals. Learn from Michael how you can use your sales methodology to build predictability and confidence to help plan the customer experience after the sale.