web02.fireside.fm Sun, 05 Apr 2026 22:47:28 -0500 Fireside (https://fireside.fm) Sales Leadership Podcast - Episodes Tagged with “Process” https://salesleaderpodcast.fireside.fm/tags/process Wed, 10 Jul 2024 02:00:00 -0400 Each episode finds Rob Jeppsen and guest diving into the biggest question in business: How do you create predictable, repeatable, and scalable success? They discuss tactics and practices that the best sales leaders use to drive head-turning success. Rob lets you know what you can expect from each episode and gives you his promise: you'll leave each episode with new ideas to help you drive high growth with your team. en-us episodic High-Growth Tactics for High-Growth Teams Rob Jeppsen Each episode finds Rob Jeppsen and guest diving into the biggest question in business: How do you create predictable, repeatable, and scalable success? They discuss tactics and practices that the best sales leaders use to drive head-turning success. Rob lets you know what you can expect from each episode and gives you his promise: you'll leave each episode with new ideas to help you drive high growth with your team. no sales, coaching, leadership, growth, xvoyant, jeppsen, Rob Jeppsen baylor@jeppg.com Episode 286: Rich Horwrath, Founder and CEO of the Strategic Thinking Institute - Strategic Leadership: Excellence is a Deviation from the Norm http://salesleaderpodcast.fireside.fm/286 a76f99bb-b2bf-4473-ba86-1bfb65b4e451 Wed, 10 Jul 2024 02:00:00 -0400 Rob Jeppsen full Rob Jeppsen Rich Horwrath is the founder and CEO of the Strategic Thinking Institute. For over 20 years, Rich has helped over a quarter of a million executive leaders worldwide develop their strategic thinking and planning capabilities. He’s helped create impact in businesses of all kinds as he helps have a common language to talk about strategy and have clear and concise processes for developing strategic direction. Rich has appeared on every Network News Syndicate as an expert in business strategy and he’s been published in Fast Company, Forbes, and the Harvard Business Review. He’s a bestselling author…8 times over and joins us today to give a blueprint about Strategic Leadership, why it matters, and how any leader can become more strategic if they want to. This is the first time we’ve addressed this topic in the show’s history and you will enjoy the insights Rich has to offer. 1:03:59 no Subscribe to our Youtube Channel and watch this episode here (https://youtu.be/GSDr9hPrzu4). Rich Horwrath is the founder and CEO of the Strategic Thinking Institute. For over 20 years, Rich has helped over a quarter of a million executive leaders worldwide develop their strategic thinking and planning capabilities. He’s helped create impact in businesses of all kinds as he helps have a common language to talk about strategy and have clear and concise processes for developing strategic direction. Rich has appeared on every Network News Syndicate as an expert in business strategy and he’s been published in Fast Company, Forbes, and the Harvard Business Review. He’s a bestselling author…8 times over and joins us today to give a blueprint about Strategic Leadership, why it matters, and how any leader can become more strategic if they want to. This is the first time we’ve addressed this topic in the show’s history and you will enjoy the insights Rich has to offer. You can connect with Rich on LinkedIn here (https://www.linkedin.com/in/richhorwath/). You can take a strategic leadership quiz on Rich’s website here (https://www.strategyskills.com/). You can learn more about Rich and his Resources here (https://www.strategyskills.com/resources/). You can check out Rich’s Podcast, Strategic Minds, here (https://www.strategyskills.com/strategic-minds-podcast/). Check out Rich's new book, "Strategic", here (https://tinyurl.com/mwy94xvf). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here (https://www.salesleadershipunited.com). Rich Horwrath, Rob Jeppsen, strategic thinking, sales, sales leadership, strategy, process Subscribe to our Youtube Channel and watch this episode here.

Rich Horwrath is the founder and CEO of the Strategic Thinking Institute. For over 20 years, Rich has helped over a quarter of a million executive leaders worldwide develop their strategic thinking and planning capabilities. He’s helped create impact in businesses of all kinds as he helps have a common language to talk about strategy and have clear and concise processes for developing strategic direction. Rich has appeared on every Network News Syndicate as an expert in business strategy and he’s been published in Fast Company, Forbes, and the Harvard Business Review. He’s a bestselling author…8 times over and joins us today to give a blueprint about Strategic Leadership, why it matters, and how any leader can become more strategic if they want to. This is the first time we’ve addressed this topic in the show’s history and you will enjoy the insights Rich has to offer.

You can connect with Rich on LinkedIn here.

You can take a strategic leadership quiz on Rich’s website here.

You can learn more about Rich and his Resources here.

You can check out Rich’s Podcast, Strategic Minds, here.

Check out Rich's new book, "Strategic", here.

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

]]> Subscribe to our Youtube Channel and watch this episode here.

Rich Horwrath is the founder and CEO of the Strategic Thinking Institute. For over 20 years, Rich has helped over a quarter of a million executive leaders worldwide develop their strategic thinking and planning capabilities. He’s helped create impact in businesses of all kinds as he helps have a common language to talk about strategy and have clear and concise processes for developing strategic direction. Rich has appeared on every Network News Syndicate as an expert in business strategy and he’s been published in Fast Company, Forbes, and the Harvard Business Review. He’s a bestselling author…8 times over and joins us today to give a blueprint about Strategic Leadership, why it matters, and how any leader can become more strategic if they want to. This is the first time we’ve addressed this topic in the show’s history and you will enjoy the insights Rich has to offer.

You can connect with Rich on LinkedIn here.

You can take a strategic leadership quiz on Rich’s website here.

You can learn more about Rich and his Resources here.

You can check out Rich’s Podcast, Strategic Minds, here.

Check out Rich's new book, "Strategic", here.

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

]]> Episode 64: #64: Justin Welsh – How to Eliminate Guesswork http://salesleaderpodcast.fireside.fm/64 0e65f24d-31cd-490f-a602-66aa254e1149 Mon, 16 Sep 2019 12:15:00 -0400 Rob Jeppsen full Rob Jeppsen 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. 54:48 no 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. culture, training, passion, sales coaching, justin, balance, building blocks, process, data 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.

]]> 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 18: #18: Jeff Spencer of Waste Management—Creating a Sales Environment Your Reps Won't Want to Leave http://salesleaderpodcast.fireside.fm/18 a81cb767-2bb1-433f-b172-8a102648698c Tue, 16 Oct 2018 00:15:00 -0400 Rob Jeppsen full Rob Jeppsen 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: 1—The ability to be decisive, 2—He's not afraid of change, and 3—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. 45:33 no 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: 1. The ability to be decisive 2. He's not afraid of change, and 3. 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. sales, high-growth, tactics, culture, discipline, process, self-correction, Jeff Spencer, Waste Management 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:

  1. The ability to be decisive
  2. He's not afraid of change, and
  3. 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.
]]> 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:

  1. The ability to be decisive
  2. He's not afraid of change, and
  3. 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 13: #13: Jacob Heugly of Zions Bancorporation—Teach, Don't Preach. Show, Don't Tell. http://salesleaderpodcast.fireside.fm/13 579dbcd4-3d7a-4c01-9f17-5df6e5e3dd0d Tue, 11 Sep 2018 00:00:00 -0400 Rob Jeppsen full Rob Jeppsen Commercial Banking is a complex B2B sales motion. Like any complex sales team, these bankers have turned to process and technology to create better customer experiences and to create measurable value. One of the complexities comes in the sheer number of products these bankers have to offer their clients. Jake Heugly of Zions Bancorporation leads one of the most successful fee income teams in the United States. They are growing at an industry-beating rate and are averaging 15 products per customer…double the industry average…without having product-related goals. In this insightful episode, Jake shares how his team uses process in a unique way to create experiences their customers aren’t used to having and how this not only creates successful customer relationships, the process creates powerful coaching opportunities that inspire and engage the members of his teams. 41:26 no Commercial Banking is a complex B2B sales motion. Like any complex sales team, these bankers have turned to process and technology to create better customer experiences and to create measurable value. One of the complexities comes in the sheer number of products these bankers have to offer their clients. Jake Heugly of Zions Bancorporation leads one of the most successful fee income teams in the United States. They are growing at an industry-beating rate and are averaging 15 products per customer…double the industry average…without having product-related goals. In this insightful episode, Jake shares how his team uses process in a unique way to create experiences their customers aren’t used to having and how this not only creates successful customer relationships, the process creates powerful coaching opportunities that inspire and engage the members of his teams. product number, banking, b2b, process, Zions Bancorporation Commercial Banking is a complex B2B sales motion. Like any complex sales team, these bankers have turned to process and technology to create better customer experiences and to create measurable value. One of the complexities comes in the sheer number of products these bankers have to offer their clients. Jake Heugly of Zions Bancorporation leads one of the most successful fee income teams in the United States. They are growing at an industry-beating rate and are averaging 15 products per customer…double the industry average…without having product-related goals. In this insightful episode, Jake shares how his team uses process in a unique way to create experiences their customers aren’t used to having and how this not only creates successful customer relationships, the process creates powerful coaching opportunities that inspire and engage the members of his teams.

]]> Commercial Banking is a complex B2B sales motion. Like any complex sales team, these bankers have turned to process and technology to create better customer experiences and to create measurable value. One of the complexities comes in the sheer number of products these bankers have to offer their clients. Jake Heugly of Zions Bancorporation leads one of the most successful fee income teams in the United States. They are growing at an industry-beating rate and are averaging 15 products per customer…double the industry average…without having product-related goals. In this insightful episode, Jake shares how his team uses process in a unique way to create experiences their customers aren’t used to having and how this not only creates successful customer relationships, the process creates powerful coaching opportunities that inspire and engage the members of his teams.

]]>