Sales Leadership Podcast

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

October 14th, 2020  |  57 mins 15 secs

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

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.

Sign up for the Enterprise Sales Summit here:

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

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

August 3rd, 2020  |  58 mins 13 secs

coaching technology, culture, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, training, transparency, xvoyant

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

June 23rd, 2020  |  1 hr 6 mins

coaching technology, culture, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, training, video, xvoyant

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

June 15th, 2020  |  56 mins 52 secs

coaching technology, confidence, culture, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, training, xvoyant

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

March 16th, 2020  |  1 hr 2 mins

coaching technology, culture, development, leadership, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, training, xvoyant

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

February 3rd, 2020  |  53 mins 55 secs

coaching technology, culture, hiring, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, skills, training, xvoyant

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

December 23rd, 2019  |  56 mins 13 secs

big deals, coaching technology, culture, lisa, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, training, xvoyant

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

December 9th, 2019  |  53 mins 4 secs

coaching technology, culture, passion, quota attainment, recruiting, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, training, xvoyant

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

November 18th, 2019  |  52 mins 58 secs

coaching technology, culture, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, shep, training, xvoyant

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

October 28th, 2019  |  55 mins 44 secs

coaching technology, culture, empathy, josh braun, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesdna, salesforce utilization, training, xvoyant

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.