Sales Leadership Podcast - Episodes Tagged with “Culture”

Episode 331: Your Leadership Legacy is Your People

Rob Jeppsen — Thu, 19 Feb 2026 03:00:00 -0500

William Davis helps managers helping move from having influence only because they have authority to becoming powerful leaders who have influence and earn loyalty. He is an active practitioner who has earned a 90% retention rate with his own team….and has maintained that for decades. William joins us to share how Elite leaders create an environment where people don’t just survive…they thrive…and how every single leader can create an environment where people just don’t want to leave.
William is a highly sought after keynote speaker, and author who works with organizations to create high-performing, engaged environments where people perform at levels that don’t just create record setting company performance…individuals find happiness and fulfilment in places they never have before.
Today’s discussion is an important one. William’s framework’s and insights will help every leader have more influence with their teams than they’ve ever had and create an environment nobody wants to leave.

You can connect with William on LinkedIn here.
You can learn more about William and his team here.
For video excerpts of this and other episodes of the Sales Leadership Podcast, [check out Sales Leadership United Here](www.salesleadershipunited.com).
Be sure to check out the full video of this episode on our YouTube channel here.

Episode 282: Chris Dyer, CEO and Co-Founder of People: Culture Isn’t an ART. It’s a SCIENCE.

Rob Jeppsen — Wed, 12 Jun 2024 02:00:00 -0400

Chris Dyer is one of the world’s top experts in Modern Day Team and Culture building. For 20 years, Chris served as the co-founder and CEO of People and helped change the game in how people built elite cultures. Chris has gone on to become a three time bestselling author, Top 50 Global Thought Leader, and highly sought after keynote speaker about one of the most important things we HAVE to get right as leaders: Culture. Today Chris joins us to share his mission: helping leaders create positive change in team culture and build environments where people don’t just survive…they thrive.

You can connect with Chris on LinkedIn here.

You can learn more about Chris and his resources here.

You can follow Chris on X here.

You can follow Chris on Instagram here.

You can follow Chris on Facebook here.

For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here.

Episode 216: #215: Amy Franko, Sales Strategy and Culture Expert — Metrics are for Mapping…Using Data to Create the Outcomes YOU Want.

Rob Jeppsen — Wed, 08 Feb 2023 10:00:00 -0500

Amy Franko has spent the last 16 years working with mid-market sales organizations helping sales leaders worldwide create new sales success standards through sales strategy, advisory, and skill development programs. Her work has been a massive success and she’s emerged as an expert in modern sales strategies. She joins us today to share why too many sales organizations don’t use metrics effectively…and how to fix it. This is an episode that will help you transform how you create value to those members of your team with some tools you can use immediately to make a difference.

You can connect with Amy on LinkedIn [here](www.linkedin.com/in/amyfranko)
Learn more about Amy and her organization here
Check out Amy's Sales Planning Template here
Learn more about Amy on her blog [here](www.amyfranko.com/blog)
For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United on Patreon Here.

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

Rob Jeppsen — Wed, 24 Aug 2022 02:00:00 -0400

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

Rob Jeppsen — Tue, 12 Jul 2022 02:00:00 -0400

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

Rob Jeppsen — Tue, 05 Jan 2021 19:00:00 -0500

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

Rob Jeppsen — Thu, 17 Dec 2020 11:00:00 -0500

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

Rob Jeppsen — Wed, 09 Dec 2020 09:00:00 -0500

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.

To order the book, “Sales Enablement 3.0: The Blueprint to Sales Enablement” please send an email to:

info@roderickjefferson.com.

If you’d like to learn more, Roderick is offering $35 off of his Udemy “Best Seller” course, “Applying The Art & Science Of Sales Enablement” until 12th January 2021 by using the code: SALESENABLEMENT

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

Rob Jeppsen — Wed, 18 Nov 2020 11:00:00 -0500

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

Rob Jeppsen — Tue, 10 Nov 2020 15:00:00 -0500

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

Rob Jeppsen — Tue, 03 Nov 2020 10:00:00 -0500

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

Rob Jeppsen — Tue, 27 Oct 2020 10:00:00 -0400

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

Rob Jeppsen — Tue, 20 Oct 2020 11:00:00 -0400

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.

Episode 119: #119: Ryan Staley of Whale Boss — De-Mystifying Enterprise Sales

Rob Jeppsen — Wed, 14 Oct 2020 10:00:00 -0400

Ryan Staley, Founder and CEO of Whale Boss, knows that enterprise selling is a different beast, where everything is bigger: the number of users, the number of buyers, the total risk, and the potential reward. It is a high-stakes game and requires a different set of skills and experience. Ryan talks with Rob about a better way to sell to the enterprise, and how to show differentiation and build consensus.

https://enterprisesalessummit.com/free-registration?affiliate_id=2751861

Episode 117: #117: Zorian Rotenberg of Infotelligent — Achieving Disproportionate Results in a Noisy World

Rob Jeppsen — Mon, 28 Sep 2020 22:00:00 -0400

Expert in scaling companies, Zorian teaches us about stress and passion, how each salesperson feels these In their jobs. Taking care of your team members is required before you to take care of your customers. Zorian loves to quote Eisenhour, who said, “You don’t lead by hitting people over the head, that is assault!” A great leader is someone who makes everyone on the team better. He teaches us that we need to get your team SET: give them support, energy, and trust.

Episode 116: #116: Dionne Mischler of SalesClass.io — Everything, Good or Bad, Comes Down to Leadership

Rob Jeppsen — Mon, 14 Sep 2020 20:00:00 -0400

Dionne joins the podcast and teaches us about sales leadership today. Everything is about leadership, the good and the bad. If you like what your team is doing, look in the mirror and congratulate yourself, you are doing some good work. If you don’t like what your team is doing, also look in the mirror, and consider your connection to your team. How in touch are you with what is really going on? Learn from Dionne how to stay connected to your team, and how to address the good and the bad as a sales leader.

Episode 115: #115: Catie Ivey Coutinho of Demandbase — High Impact Leadership in a New, Virtual World

Rob Jeppsen — Tue, 08 Sep 2020 07:00:00 -0400

Catie joins the Sales Leadership Podcast and asks, how purposeful are you in your role as a sales leader? Having purpose will help you make every single person who works for you become the best version of themselves, professionally and personally. Catie explains how focusing your purpose can help you develop new skills for your sales process to become a high impact leader in a virtual environment, rather than simply a talking head.

Episode 114: #114: Robert Beattie of Thomson Reuters Tax & Accounting Professionals — Cutting through the Noise Your Salespeople Face Today

Rob Jeppsen — Mon, 31 Aug 2020 21:00:00 -0400

Robert Beattie, the first-ever guest of the Sales Leadership Podcast, joins us two years later to share his advice and knowledge on how to lead through the confusion and stress facing sales leaders as 2020 ends. His recommendation? Don't be that manager who just creates noise. Reps are facing more noise than ever, personal, professional, physically. Pressure coming from new challenges, new opinions, new points of view, new health challenges, new professional challenges…everywhere, there are crazy things causing confusion. Don’t be a manager who adds to the noise, but a leader who cuts through the noise.

Episode 113: #113: Dale Zwinzinski of SmartAction — Becoming a Coach Your Reps Will Thank You For

Rob Jeppsen — Tue, 25 Aug 2020 09:00:00 -0400

Dale joins us on this episode to talk about the role of sales coaching in businesses today. Leaders who don’t know how to be a good coach to their reps are becoming exposed, and professional salespeople will look elsewhere for leaders who will provide that kind of development. When business is good, winning covers a lot of bad leadership. When things get tougher, are you prepared to coach your team out of it?

Episode 112: #112: Kevin Dorsey of PatientPop — Scaling Greatness

Rob Jeppsen — Mon, 17 Aug 2020 23:00:00 -0400

Everyone knows sales is hard, and there are no happy accidents. Everything you do as a leader matters; the 1:1, building culture, setting goals, connecting to people rather than numbers. But maybe most important is to help your team build belief. If your salespeople believe they can reach their goals both professionally and personally, your team will exceed those goals, and it won’t be an accident.

Episode 111: #111: Chris Roth of Insider Intelligence — The Difference Maker: It’s ALWAYS on the Inside…Not the Outside

Rob Jeppsen — Mon, 10 Aug 2020 19:00:00 -0400

Chris shows us how sales leaders can face tough changes, adapt, and win. Learn how your sales team can find success by adapting to each prospect’s situations daily, and quickly find ways to show value. Chris shows us how identifying new opportunities for personal growth is more important than ever, and when you are at peace with yourself you are better able to adapt successfully.

Episode 110: #110: Todd Caponi of Sales Melon — Becoming “Flawsome” with Transparency in Sales

Rob Jeppsen — Mon, 03 Aug 2020 21:00:00 -0400

Todd Caponi, Founder of Sales Melon, teaches us how to get your product’s imperfections considered and taken care of early in the sales process and reduce buyer defense mechanisms. Transparency outperforms perfection when you are talking to a customer because it removes some of the friction inherent in the sales process. Customers can just confirm the flaw, rather than putting time and energy into finding them when you are transparent right from the start. Help your customers do their homework. Help them reduce the anxiety that they feel as they work to ensure they are making the right decision.

Episode 109: #109: Armand Farrokh of Carta — Build a Culture of Commitment

Rob Jeppsen — Mon, 27 Jul 2020 22:00:00 -0400

One of the biggest mistakes sales leaders make during their 1:1’s with their sales reps is having conversations but not making commitments. On this episode of the Sales Leadership Podcast, learn from Armand how to build a culture of commitment for your team, and then teach your reps to get commitments with their customers.

Episode 108: #108: Laura Guerra of ringDNA — Culture: It Isn't Part Of The Game...It Is The Game

Rob Jeppsen — Mon, 20 Jul 2020 21:00:00 -0400

Laura joins the Sales Leadership Podcast and talks with Rob about culture. She defines culture as a consistent observable pattern of behavior. Culture drives every company, no matter what the business builds and sells. Laura says that culture is made up of the small things the people at your company do every day, not the big things you do once a year or something you did years ago. Culture can be a leader’s best friend or their greatest challenge. Learn from Laura how the best corporate cultures are intentionally maintained, and not just a happy (or unhappy) accident.

Episode 107: #107: Scott Leese, CEO and Founder of Scott Leese Consulting — Talking ‘Bout an Evolution (in Sales)

Rob Jeppsen — Mon, 13 Jul 2020 18:00:00 -0400

Scott defines the role of a sales leader as helping salespeople reach their desired level of success, whatever that is. Scott is well-known as a sales leader who can show you how to evolve your team to changing conditions, and that those teams who move first will have great advantages over slower-moving competitors. Learn how important it is to be a doer, and to be one of those who take quick action and win the most.

Episode 106: #106: Mike Bosworth of Solution Selling - Creating a Sales Experience Your Customers Will Thank You For

Rob Jeppsen — Mon, 06 Jul 2020 16:00:00 -0400

Mike Bosworth, author and founder of Solution Selling, talks about the concerns buyers go through in the sales process, and how you can manage those concerns. Buyer phases go from emotional to logical to emotional again, and navigating through these phases can be challenging for unprepared salespeople. Learn how you can build a better relationship with your customers and help them reach their own visions of success.

Episode 104: #104: Julie Hansen, Founder of Performance Sales and Training — Creating Connection with Video

Rob Jeppsen — Tue, 23 Jun 2020 20:45:00 -0400

The sales world has changed, and many sales leaders are wondering how to rewrite their sales playbook. Julie Hansen, Founder of Performance Sales and Training, shows us how video has become not just a critical platform for sales success, but a critical skill as well. Julie is an expert at using modern sales tools and processes like video to sell, and can help your team learn, apply, and internalize winning skills to deliver a persuasive, compelling presentation or demonstration that wins business when it counts…and it always counts.

Episode 103: #103: Heather Monahan of Boss In Heels — Proceed With Confidence

Rob Jeppsen — Mon, 15 Jun 2020 21:00:00 -0400

As sales leaders, our job is to sell our way through this current Covid19 crisis. Members of our sales teams have to believe they can win, and to do this they have to know that their leaders believe. We must push our confidence into our teams and lift them up. Learn from Heather that doing builds confidence, and you as a leader can create a culture of doing and lean into challenges. Taking action builds confidence, and confidence is what is needed to sell through this difficult time.

Episode 102: #102: Sam Dunning of Web Choice — The Impact of a Great Manager

Rob Jeppsen — Mon, 08 Jun 2020 22:00:00 -0400

Sam Dunning, Sales & Marketing Director and Co-owner of Web Choice joins Rob on the podcast to talk about how great managers create clear, well-lit pathways to success. They don’t just give them a quota and then let the stack-rank report light the way. The best managers don’t leverage pressure and gamification, they create individualized plans for each member of the team and then help them execute. The plan is very personal…and not an “average” plan for the entire team.

Episode 101: #101: Darryl Praill of VanillaSoft — Speaking With the Voice of Your Customer

Rob Jeppsen — Mon, 01 Jun 2020 18:00:00 -0400

Darryl’s powerful combination of sales and marketing experience brings a valuable view of the sales world today. With the Covid19 crisis affecting every business, salespeople need to take better care of each lead. Your targeted customers are picking up the phone and letting their guard down a bit more than during the “old normal”. If you can be authentic and offer relevant and helpful information in the customer’s own voice, the same voice a marketer uses, then you can get back the high growth place where you belong.

Episode 100: #100: Kristina Jaramillo of Personal ABM — Helping Buyers Learn to Buy Again

Rob Jeppsen — Tue, 26 May 2020 15:00:00 -0400

Kristina Jaramillo, President at Personal ABM, talks with Rob on this latest edition of the Sales Leadership Podcast about how to rebound from the Covid19 sales crisis and what it will take to teach buyers how to buy again. Selling used to be about meeting the needs of the customer by solving a problem, building a good business case versus the risk of not solving a specific problem. Now selling requires finding a way to solve the problem right now, and purchase decisions are made requiring many more people to come to an agreement on a solution that must solve a mission-critical problem.

Episode 99: #99: Alain Hunkins, Managing Director of Hunkins Leadership Group — Cracking the Sales Leadership Code

Rob Jeppsen — Mon, 18 May 2020 21:00:00 -0400

Alain Hunkins, Managing Director of Hunkins Leadership Group, shows us that success or failure is often a result of the environment we create, and sales leaders have the responsibility to shape environments that lead to success. The emotions of sales leaders are contagious, and the environment is set by the people in the company, not the outside influences. Alain’s three C’s: how do we connect, how do we communicate, and how do we collaborate are powerful ways leaders can create the culture at their company.

Episode 98: #98: Paul Salamanca of SecurityScorecard — True Salesmanship Will Stand Out

Rob Jeppsen — Mon, 11 May 2020 22:00:00 -0400

Paul Salamanca, VP Global Accounts at SecurityScorecard, joins Rob on the 98th episode of the Sales Leadership Podcast. Paul says that in this unique environment, true salesmanship will stand out. Fundamental sales skills are still the key to winning deals. Customers still need to identify there is a problem worth solving, and that you are the best partner to help them solve that problem. They still have to be willing to secure the political and financial resources to make it happen. Sales leaders who take the time and energy to develop basic skills at the individual level for each sales rep will find great success in spite of the challenges resulting from Covid 19.

Episode 97: #97: Dale Dupree of The Sales Rebellion — Choose To Be Legendary

Rob Jeppsen — Mon, 04 May 2020 18:00:00 -0400

Dale Dupree, CEO of The Sales Rebellion, joins Rob to talk about the kind of leader you choose to be. Do you really know your sales team? Do you support what they want, or are you just translating to them what you want to accomplish? Learn how legendary leaders use constructive methods to help your reps build confidence and reach success levels higher than they think is possible.

Episode 95: #95: Corey Sommers of Enableocity — Engineering Experiences That Build Trust

Rob Jeppsen — Mon, 20 Apr 2020 21:00:00 -0400

Corey Sommers, Co-Founder of Enableocity joins Rob on the Sales Leadership Podcast. Corey says that sales enablement is a way to prepare salespeople to build trust, and trust is the currency of any relationship. For many of us, trust is tough to define, but we all agree it is important. When salespeople show their customers that when they experience interactions with you that they solve problems they care about or achieve results that are important to them, those experiences will build trust, and this is one of the great ways to stand out from your competitors.

Episode 94: #94: Kristie Jones of Sales Acceleration Group — How to Embrace Change

Rob Jeppsen — Mon, 13 Apr 2020 23:00:00 -0400

Kristie Jones, Principal of Sales Acceleration Group, joins Rob on the podcast to talk about how companies who use creativity and innovation to change during this challenging time will be the ones who win their way to not just survival, but high-growth success. Companies must be ready to adapt quickly and be prepared to reevaluate everything. Kristie reminds us that when we embrace change, we have to understand that failure is to be expected as we implement new products, new pricing models, and new partners.

Episode 93: #93: Chad Olds of Anchore — Be Kind and Grind

Rob Jeppsen — Mon, 06 Apr 2020 19:00:00 -0400

This week's episode features Chad Olds, VP Worldwide Enterprise Sales for Anchore. Chad's motto is "Be kind, and grind." His message is that especially in these crazy and difficult times, companies still need their salespeople to be successful. Sales managers should lead with kindness, but don't stop pushing to get the results your business needs to win deals. Those that adapt most rapidly to this new environment will be the ones to not just survive but keep on that golden road to high success.

Episode 92: #92: Colleen Stanley of SalesLeadership — Connect With Real-World Empathy

Rob Jeppsen — Mon, 30 Mar 2020 22:00:00 -0400

Colleen Stanley, CEO of SalesLeadership, joins Rob on the podcast this week to talk about how empathy will help sales leaders connect with their sales teams in these difficult times. Real-world empathy means you understand what is really important to both your sales representatives and your customers. With a new reality facing most of us, including new tools, new skills, and a new selling environment, Colleen shows us some new ways to take on these challenges and win.

Episode 91: #91: Tim Clarke of UNCrushed—How Salespeople Can Prevent Burnout And Have A Successful Career

Rob Jeppsen — Mon, 23 Mar 2020 21:15:00 -0400

This week's guest is Tim Clarke of UNCrushed, back as a Greatest Hit for the Sales Leadership Podcast. Tim brings a special story today on an important topic. He believes that salespeople need to be wary of the pressure to win, to be a "crusher," because that kind of success comes with negative effects. Tim says that we are so focused on outcomes that we often lose track of people. Tim's non-profit group, UNCrushed, helps salespeople avoid the negative impact of the "crush it" culture. He talks about how to minimize the soul-crushing rejection, the uncertainty, and the fear in order to be successful and thrive. Tim sums it up with the belief that strength comes from vulnerability. Check out this episode for more information.

Episode 90: #90: Adam Peek of Fortis Solutions Group — Invest in Your Own Career

Rob Jeppsen — Mon, 16 Mar 2020 17:15:00 -0400

Adam Peek of Fortis Solutions Group shows us how to get off the sidelines and take charge of your own career and development. When you find solutions that can help you succeed, and bring success to your team and company, you build influence and become a great leader even if you don't have that VP of Sales title.

Episode 89: #89: John Madsen of Athletic AF — Your Mindset Drives Your Success

Rob Jeppsen — Mon, 09 Mar 2020 21:00:00 -0400

John Madsen, CEO of Athletic AF joins Rob to discuss how your mindset can be your greatest catalyst or your most permanent limiter. Learn how to become the best version of yourself by managing your mindset.

Episode 88: #88: Rob Jeppsen of Xvoyant — The Sales Leadership Crisis

Rob Jeppsen — Mon, 02 Mar 2020 14:00:00 -0500

Max Altschuler interviews Rob Jeppsen on this episode of the Sales Leadership Podcast, talking about the crisis facing sales leaders today. Sales reps want to be coached on a path of high growth, but leaders think they are doing a great job, but the truth is they aren't good at coaching. Learn on this podcast how to give your reps the leadership they want and deserve.

Episode 86: #86: Thiago Sa Freire of Hudl — Having a Growth Mindset

Rob Jeppsen — Mon, 17 Feb 2020 15:00:00 -0500

Thiago Sa Freire, SVP of Global Sales & Customer Success at Hudl, joins Rob on this episode to talk about his keys to having a high-growth mindset. Thiago shows us why you can't scale your business if you don't give up some control and trust the people on your team, and why the best leaders hire people who are better than themselves in some way. Find people who can level up the company, and together you are creating that high-growth culture.

Episode 85: #85: Shari Levitin of The Levitin Group — Empathy Builds Trust In Sales

Rob Jeppsen — Mon, 10 Feb 2020 16:00:00 -0500

Shari Levitin, CEO of The Levitin Group, joins Rob on Episode 85 of the Sales Leadership Podcast. In this time of information overload, Shari shows us how to become the "sense maker", and how to be the person who knows how to make the connection. While empathy and competency are both huge parts of sales, the order you bring them to the sales process matters. Learn how to make empathy your competitive advantage.

Episode 84: #84: Jonathan Graham of IRC Group — Hire For Skill, Then For Experience

Rob Jeppsen — Mon, 03 Feb 2020 18:00:00 -0500

Jonathan Graham, Managing Director of IRC Group, is an expert on hiring the right salesperson. He talks about how hiring managers can be seduced by the companies listed on a candidate's resume, and as a consequence, that person may not have the skills required to be successful for the job. Learn from Jonathan how to hire for skills first, then for experience, and how that can get you moving towards greater sales success faster.

Episode 83: #83: Ralph Barsi of Tray.io — Play the Long Game While Keeping Your World Small

Rob Jeppsen — Mon, 27 Jan 2020 16:00:00 -0500

Ralph Barsi, VP of Global Inside Sales of Tray.io, joins Rob and talks about how sales leaders can earn the right to be a leader who is listened to. The best sales leaders are those who have created standards of excellence and who know what brings success for their reps and makes sure they are following a well-lit path to high growth. Ralph teaches us about how having an attitude of gratitude will help us keep things in perspective and make it through the tough times that are a part of being in sales.

Episode 82: #82: Richard Harris of Harris Consulting Group — What Great Sales Leaders Do

Rob Jeppsen — Mon, 20 Jan 2020 22:00:00 -0500

Richard Harris of the Harris Consulting Group joins the podcast to share what the great sales leaders do to be successful. First, sales leaders help their company leaders realize they don’t need to know it all. Sales leaders should utilize sales operations teams to manage the important sales data and make sure baseline metrics are tied to revenue. Richard also discusses his work with Uncrushed, and how the group helps sales leaders find better mental health.

Episode 81: #81: Max Altschuler of Outreach — Setting Goals That Work in 2020

Rob Jeppsen — Mon, 13 Jan 2020 15:00:00 -0500

Max Altschuler joins Rob for the second time in the Sales Leadership Podcast to share his excellent method for creating goals and having a growth mindset. As we start this year, use Max's tactics for taking stock of what is important and beneficial for you, and plan out where you want to be in 2021 and beyond.

Episode 80: #80: John Barrows of JBarrows Sales Training — Getting Sales Right in 2020

Rob Jeppsen — Mon, 06 Jan 2020 19:00:00 -0500

John Barrows joins the podcast to talk about how companies can "get sales right" by starting with the leaders who are fully involved in creating that amazing sales culture and drive improvement for each individual rep. John warns that sales leaders who just chase a number will lose out on developing their teams and will end up not reaching the high growth levels that are possible. Learn how to define the core values that can unite your team and paint the vision that drives success.

Episode 79: #79: Greatest Hits Mark Smith — Trust: The Currency of Every Relationship and How a Sales Leader Can Earn It.

Rob Jeppsen — Mon, 30 Dec 2019 21:00:00 -0500

This is one of our greatest hits from the Sales Leadership Podcast, original episode #5. 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.

Episode 78: #78: Lisa Magnuson of Top Line Sales — How to Sell the Big Deal

Rob Jeppsen — Mon, 23 Dec 2019 12:00:00 -0500

Lisa Magnuson of Top Line Sales joins us to talk about how you and your sales teams can get those big deals won. Lisa defines a "big deal" as a deal 5x over what is normal for your company, and she talks about the huge gap between the experience of sales leaders over the sales reps when big deals are in the pipeline. Learn how teams can rise above the challenges by focusing on the important issues and get those big deals won.

Episode 77: #77: Dave Kennett of Replayz — The Value of a Sales Coaching Culture

Rob Jeppsen — Mon, 16 Dec 2019 18:00:00 -0500

Dave Kennett, CEO of Replayz joins Rob to talk about the benefits of having a sales coaching culture. Less than five percent of sales teams have a coaching process, and Dave shows us how companies who coach their reps more often exceed their goals. He and his team have reviewed hundreds of sales calls, and he shares the best practices of the sales reps who are top performers.

Go to the link below to see the free coaching guides Dave has offered to listeners of the Sales Leadership podcast.

www.Replayz.com/SalesLeadershipPodcast

Episode 76: #76: Amy Volas of Avenue Talent Partners — How to Get Sales Hiring Right

Rob Jeppsen — Mon, 09 Dec 2019 15:00:00 -0500

Amy Volas, the Founder & CEO of Avenue Talent Partners, joins Rob to discuss the ways sales leaders can attract, hire, and retain the top sales talent. Amy shows us how to learn what your company requires of its salespeople, and how to tailor your hiring to ensure the best fit for both the rep and the business. With the sales crisis of a higher percentage of salespeople leaving their jobs to find greener pastures affecting businesses across the globe, Amy has the answers to how to make sure you get the sales team that your business needs to reach and sustain high growth.

Episode 74: #74: Travis Huff of Wayfair — Individual Road Maps for Individual Reps: Moving Past the Minimums to Scale with Swagger

Rob Jeppsen — Tue, 26 Nov 2019 05:00:00 -0500

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 roadmaps for each rep’s success.

Episode 73: #73: Shep Maher, EVP of Global Sales at Betterworks — The State of the Sales Coaching World

Rob Jeppsen — Mon, 18 Nov 2019 19:00:00 -0500

Shep Maher of Betterworks talks to Rob about the state of sales coaching in business today. Shep explains that while sales coaching is getting a lot of attention from companies right now, the skill of sales managers is not where it needs to be. One particular area that needs attention is the level of individualization each leader gives to each sales rep. Each coaching session needs to have a consistent time and a consistent focus on the individual, and each rep needs to know that the sales leader is invested in their success. Shep is a true champion of sales coaching, and we learn a lot from him in this episode.

Episode 72: #72: Robert Beattie, Sales Lead, Thomson Reuters — How To Create a Sales Culture Where the Motivated Can Win

Rob Jeppsen — Mon, 11 Nov 2019 12:00:00 -0500

Robert was our first-ever guest on the Sales Leadership Podcast, and still one of our most-listened-to episodes. Many subscribers have not yet heard this amazing sales leader, so we decided to bring him back to share the leadership blueprint that has helped him achieve double-digit growth in a mature, single-digit growth market.

Episode 71: #71: Steven Broudy of Bevy — Accidentally Involved, Intentionally Successful

Rob Jeppsen — Mon, 04 Nov 2019 16:00:00 -0500

Steven Broudy, VP & Head of Sales for Bevy, teaches us about how finding and developing the best people are crucial to maintaining the core values companies must have to reach hyper-growth. Learn why being uncompromising on who you hire by using assessment and selection helps leaders screen candidates to find those who can succeed under the conditions of your sales team.

Episode 70: #70: Josh Braun of SalesDNA — Empathy Is the Heart of Selling

Rob Jeppsen — Mon, 28 Oct 2019 15:00:00 -0400

Josh Braun, the founder of SalesDNA, shows us how sales teams can reach their greatest success when they understand the customer's world. Josh teaches us how to overcome the disconnect between the words reps are saying and what the customer's job is actually about, and learn to speak in the customer's language. We have to be different in a meaningful way, and then show how we are different creatively in a way that people care about.

Episode 69: #69: Meg Kopka of BetterManager — Be a Manager Worth Working For

Rob Jeppsen — Mon, 21 Oct 2019 16:00:00 -0400

Meg Kopka of BetterManager joins us and talks with Rob about the crisis facing companies today: research shows that 70% of sales reps leave their jobs because of their managers. Meg recognizes that managing sales teams is a tough job that most are not properly trained for, but she gives us her blueprint on how becoming a better manager can be learned through learning the principles of coaching while employing empathy and awareness.

Episode 68: #68: Jake Dunlap of Skaled — Building A High-Growth Sales Team That Scales

Rob Jeppsen — Mon, 14 Oct 2019 12:45:00 -0400

This week Jake Dunlap, CEO of Skaled Consulting shows us how companies can grow faster and more predictably using technology, consulting, and strategy. Jake describes how sales leaders can eliminate variance by standardizing the set of core competencies reps have, and by creating common messaging that is customized to each business. Then, use technology to reinforce these skills and behaviors.

Episode 66: #66: Mark Kosoglow of Outreach — How to Grow Your Company From $34 to $1 Billion

Rob Jeppsen — Mon, 30 Sep 2019 16:45:00 -0400

Mark Kosoglow, VP of Sales at Outreach shows us how to engineer remarkable growth without adding huge amounts of headcount to match. Learn why building the right system for each sales process will solve your toughest problems and how training and enabling your sales leaders can help your teams reach the success that before looked impossible.

Episode 64: #64: Justin Welsh – How to Eliminate Guesswork

Rob Jeppsen — Mon, 16 Sep 2019 12:15:00 -0400

Justin Welsh joins Rob as our first-ever repeat guest. They talk about Justin's keys to eliminating the guesswork as you build a high-growth sales team: Getting the right people, and then the right process. Are you managing data the right way? Justin also discusses how to maintain your own personal balance and sense of who you are to avoid burnout and depression.

Episode 63: #63: Richard Smith of Refract - How to Build An Effective Coaching Culture

Rob Jeppsen — Mon, 09 Sep 2019 20:00:00 -0400

This week's guest is Richard Smith, Co-founder & Head of Sales for Refract. Richard is a champion of sales coaching and tells us how companies are learning the importance of having a coaching culture. He says that hiring the right people for your sales team is important, but having a manager that knows how to help each of those reps improve is of equal importance. Learn how to create that coaching culture in your company and make it a competitive advantage.

Episode 62: #62: Michael Gallagher of The Stevie Awards - The Importance of Showing Your Team Appreciation

Rob Jeppsen — Mon, 02 Sep 2019 10:30:00 -0400

Michael Gallagher, President of The Stevie Awards talks with Rob on why it is important that a sales leader is able to tell the story of the team's success, and then successfully repeat it. The Stevie Awards help leaders share that story and also gives the team a chance to celebrate that success and be publically recognized for it. In this podcast, learn about how to nominate your sales team for a Stevie Award, and also how you can review past Stevie winners' stories and see how they created their own success.

Episode 61: #61: Lance Tyson, President and CEO of The Tyson Group - The Importance of Building A Positive Sales Culture

Rob Jeppsen — Mon, 26 Aug 2019 15:00:00 -0400

Lance Tyson, President & CEO of the Tyson Group, teaches us some of the things he has learned in a long career of teaching professional sports franchises how to sell. Considering that these businesses are selling something that their customers don't need, but want to buy, it presents some interesting challenges. Lance believes that culture is the key to creating an environment where the motivated can succeed. He has found his greatest success by ensuring that the sales leaders are always trained first, and then they need sales reps who are determined to win their individual games.

Episode 60: #60: Samantha McKenna - How Knowing Your Customers Drives Success

Rob Jeppsen — Tue, 20 Aug 2019 00:00:00 -0400

This episode features Samantha McKenna, Head of Sales, Enterprise NYC for LinkedIn. Samantha is an expert at selling to large enterprise customers, and she shows us how multithreading is essential to win those massive accounts. Her tactics on how to build engagement through personal relationships and why you need to get comfortable at being uncomfortable will help you win deals both large and small.

Episode 59: #59: Collin Cadmus of Aircall - Trust and Respect: The Foundation of Everything in Sales

Rob Jeppsen — Tue, 13 Aug 2019 00:00:00 -0400

This episode features Collin Cadmus, VP of Sales for Aircall. Collin believes the role of a sales leader is to first be a teacher and second build strong relationships with each of your reps. A good sales leader knows how to put the right person in the right role, and Collin shows us how that depends on the leader building trust and earning the respect of the team. He shows us how to build a learning organization and also what are the most important aspects of a winning culture.

Episode 58: #58: James Buckley of Ringlead - The Formula For Sales Excellence

Rob Jeppsen — Tue, 06 Aug 2019 00:00:00 -0400

James Buckley, Business Development Manager and Brand Ambassador for Ringlead talks with Rob about how being courteous, professional, patient and persistent will drive success in both sales and life. He believes that if you are working, you need to learn to work "right" because for most of us the end of work will never come. James shows us how to help each sales representative build a personal brand, and create unlimited potential.

Episode 57: #57: Joel Rackham - How to Build a Culture of Authenticity in the Workplace

Rob Jeppsen — Mon, 29 Jul 2019 22:00:00 -0400

Our latest episode features Joel Rackham, SVP, Global Head of Direct Sales at Marketstar. Joel shows us how culture is more than foosball tables and free soda; it is made up of getting the right process at procedure first. Once you have that set, then consider the environment, made up of the physical and psychological aspects of the workplace. This creates an environment where your sales representatives can flourish and have hope.

Episode 56: #56: Paul Butterfield of Vonage - How Consistency in the Sales Process Drives Consistency in Outcomes

Rob Jeppsen — Tue, 23 Jul 2019 00:00:00 -0400

This week we learn from Paul Butterfield, Head of Global Sales Enablement for Vonage. Paul knows that since the role of sales has changed, the role of sales leaders must also change. He tells us that since hiring new salespeople can be an expensive mistake, it is important to equip your sales team with everything they need to be successful and have a coaching process that is based on individual one-on-ones and relevant.

Episode 55: #55: Daren Tomey of Revenue Path Group - Being a Co-Pilot and Not a Micromanager

Rob Jeppsen — Tue, 16 Jul 2019 00:00:00 -0400

This week Daren Tomey of Revenue Path Group teaches us about the importance of role clarity and how to guide your reps as a co-pilot to reach success. He talks about how using coaching during one-on-ones with each rep can help them focus on the activities and skills each individual needs to win. Daren shows us how each sales leader's primary role should be about developing people.

Episode 53: #53: Marius Smyth of Adroll - Keys to High Growth: Consistency, Alignment, and Accountability

Rob Jeppsen — Tue, 02 Jul 2019 00:00:00 -0400

This week we learn from a truly international sales leader, Marius Smyth, Global Head of Sales & Customer Operations at AdRoll Group. Marius shows us how having consistency, alignment, and accountability leads to credibility with your sales team as well as with your customers. He talks about how having consistency in your process will give you consistency in your outcomes, and how you can reduce variance by coaching your sales team.

Episode 52: #52: Matt Marino of Global Payments - Using Your Customers' Outcomes as a Measurement for Success

Rob Jeppsen — Tue, 25 Jun 2019 00:00:00 -0400

Matt Marino, VP of Sales for Global Payments, teaches us to set the standard for success based on the success of your customers' experiences. He shows us that passion is the rocket fuel for performance and that as you add value to the careers of each of your reps, you increase that passion and performance.

Episode 51: #51: Mike Lockert of Simplus - Why Listening to Your Customers and Sales Reps Matters

Rob Jeppsen — Tue, 18 Jun 2019 00:00:00 -0400

This episode features Mike Lockert, Chief Revenue Officer of Simplus. Mike shares his blueprint for how to keep your sales on the high-growth trajectory. He talks about how culture is a key ingredient to that success, and how it is made up of all the things you do as a sales leader. Mike gives the key to making your sales reps WANT to follow you, something that is invaluable in this world of short-term job longevity for sales professionals.

Episode 50: #50: Jacco van der Kooij of Winning by Design - Double Your Sales Without Doubling Your Sales Team

Rob Jeppsen — Tue, 11 Jun 2019 00:00:00 -0400

On our 50th Episode, Jacco van der Kooij, Founder of Winning by Design, joins the Sales Leadership Podcast to talk about how you can become a modern sales leader. Jacco shows us how focusing on what matters most to the customer can grow your sales by 2X without doubling your sales team or doubling the price. He shows us the seven key moments that a modern sales leader can work on with the sales team and be a coach, not a trainer.

Episode 47: #47: Amy Appleyard of Carbon Black - Using Change as Your Competitive Advantage to Sell More

Rob Jeppsen — Tue, 21 May 2019 00:00:00 -0400

This week on the Sales Leadership Podcast, we learn from Amy Appleyard, SVP Global Inside Sales for Carbon Black. Amy talks about how all your competitors are trying to be unique, so to drive high growth you have to give your customers something more. Be agile and nimble, and embrace change as you design and redesign your sales process. Amy also shows us how to help your sales team be "all in", and be excited about pursuing success.

Episode 46: #46: Tamara Schenk of CSO Insights - Leading With a Customer-Centric Sales Strategy

Rob Jeppsen — Tue, 14 May 2019 00:00:00 -0400

This week Tamara Schenk, Research Director of CSO Insights, shows us how to use dynamic coaching to gain a two-digit improvement to drive your sales team’s success. She has performed the research that shows how coaching is a skill that can be developed, talks about how sales leaders should have a long-term view while focusing on short term issues.

Episode 45: #45: Adam Clark of REPAY - Using Laser Focus to Build a High-Growth Company

Rob Jeppsen — Tue, 07 May 2019 00:00:00 -0400

In this episode, learn how Adam Clark, Director of Sales for REPAY, measures and manages all sales activities and applies a laser focus to learn what his team is doing well and what could be improved. He subscribes to the idea that if you can't measure it, you don't know what you are doing. Adam shows how a leader with a student mentality can drive positive change and lead a company to continued high growth and success.

Episode 44: #44: Kevin Hart of Challenger - How to Adopt Disruption Inside Your Sales Organization to Drive Better Results

Rob Jeppsen — Tue, 30 Apr 2019 00:00:00 -0400

In this week's episode, Kevin Hart, Vice president of Sales & Marketing at Challenger, shares how disruption can help you get disproportionate results. He says you should start with learning what "good" looks like to your customers, and then do whatever it takes to teach your team to reach it. It might mean doing something new that is uncomfortable, but Kevin shows us why that is how high-growth companies are always reaching higher. This is an episode that you don't want to miss!

Episode 43: #43: Kharisma Moraski of Conversica - A Milestone Approach to Sales Leadership

Rob Jeppsen — Tue, 23 Apr 2019 00:00:00 -0400

This week we learn from Kharisma Moraski, Vice President of Sales for Conversica. Kharisma started selling at age five and continued an amazing career as a sales leader. Learn how she and her team recognize and utilize the milestones on the path to success. Kharisma talks about how to assess the skill and will on your team, and build a team that can move mountains and creates great leaders. She espouses a work-life balance and fosters the growth of her people.

Episode 35: #35: Max Altschuler of Outreach — Using Marketing to Grease the Wheels of Sales

Rob Jeppsen — Tue, 26 Feb 2019 00:00:00 -0500

In this week's episode, Max Altschuler, a consummate salesman and the founder of Sales Hacker, is now Vice President of Marketing at Outreach. He brings the rare perspective of a sales leader who now leads a marketing team. He explains how using your marketing team to send the right message to connect to problems that your customers are experiencing. Max shares many valuable insights and experiences in an episode that you can't afford to miss.

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

Rob Jeppsen — Tue, 16 Oct 2018 00:15:00 -0400

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:

The ability to be decisive
He's not afraid of change, and
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 15: #15: Kyle Norton of League — Slow is Smooth...Smooth is Fast

Rob Jeppsen — Tue, 25 Sep 2018 00:15:00 -0400

Kyle Norton is VP of Sales for League. He has taken advantage of the unique opportunity to take a blank slate and create a high growth sales team from scratch. Kyle is a Black Belt in Jiu-Jitsu and has applied the martial arts approach of "Slow is Smooth, Smooth is Fast" to the sales team. In this episode Kyle shares the importance of Iteration and Innovation as they not only got the sales team built, but how this keeps them aligned with the customers in their markets. Kyle gives killer insights on things like capturing attention, the importance of learning from losses, and even shares a tip on how to prospect HIM effectively.

Episode 9: #9: Kevin Dorsey of ServiceTitan — Practice? We Talking About Practice?

Rob Jeppsen — Tue, 14 Aug 2018 00:15:00 -0400

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.

#8: Tonni Bennett of Terminus—Out of the Box Thinking Creates Out of the Box Results

Rob Jeppsen — Tue, 07 Aug 2018 00:15:00 -0400

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.

#7: Robert Cornell of Steelhouse—Removing the "Sink" Out of "Sink or Swim"

Rob Jeppsen — Tue, 31 Jul 2018 00:15:00 -0400

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.