Sales Leadership Podcast

Episode 197: #196: Derek Shebby of Modern Sales Training — Why Prospecting Should be SCARY

September 14th, 2022  |  56 mins 32 secs

derek shebby, modern sales training, pipeline, prospecting, rob jeppsen, sales, sales leadership, scary

Derek is the Founder and CEO of Modern Sales Training. Derek and his team have helped over 20,000 salespeople worldwide become Fearless Prospectors and win more without dropping their price. Derek joins the show and talks about why Scary Prospecting is a good thing and how to help every member of your sales team build robust pipelines quickly and without the guesswork. Derek shares a playbook every sales leader can implement quickly in this important episode.

To check out Derek’s FREE course head to: https://academy.modernsalestraining.com/p/salesin21days-trial

To learn more about how Derek and his team help sales leaders world wide check out: www.modernsalestraining.com.

For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United at www.patreon.com/salesleadershipunited.

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 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 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 75: #75: Daniella Sardi of TriNet — Making an Impact as a Sales Leader

December 2nd, 2019  |  53 mins 21 secs

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

Daniella Sardi, Director of Client Acquisition at TriNet, teaches us why coaching your reps is the key to high-growth sales. Daniella shows us how having an individual development plan for every rep on your team maximizes your impact as a leader. Focusing on the motives each rep has for success and then tailoring activity and skills can result in measurable improvement for both high-and-low performers, and bring explosive growth to your company's bottom line.

Episode 67: #67: Kelly Roach — How Connecting To Your Reps' "Big Why" Equates To Sales

October 7th, 2019  |  50 mins 35 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, xvoyant

Kelly Roach joins the Sales Leadership Podcast and shows us why being fanatical about setting the right tone and expectation can make the difference for your reps. Kelly teaches us how spending part of each day helping each rep improve creates a culture of coaching that will create phenomenal growth.

Episode 65: #65: Jason McElhone of RemoteSales — How to Manage Without Micromanaging

September 23rd, 2019  |  59 mins 24 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, xvoyant

Jason McElhone, Founder, and CEO of RemoteSales shows us how in this tightest of job markets, it is essential that you are able to recruit the best salespeople worldwide. Technology now makes it possible to hire the best salespeople, wherever they are. Learn why self-starters are the best remote workers, and why having a culture of "fail fast, fail forward" is the key to having success in the tough grinder of the sales lifestyle.