April 6th, 2021 | 1 hr 5 mins
coaching, pressure, sales, sales leadership, utah jazz
Chris Barney is the CRO of the Utah Jazz. He shares the inside scoop of watching the NBA shut down when one of their players tested positive for COVID and how they navigated the shut down of the NBA. Chris shares his blueprint of how he and his team responded, adapted and came back stronger. Today not only are the Jazz in first place in the NBA standings and one of the top sales teams in the NBA as well. Chris' insights will help every sales leader...regardless of the industry they work in. Don't miss this episode with a story you won't hear anywhere else.
Episode 133: #133: Spencer Dent of Clozd — The Truth, The Whole Truth and Nothing But the Truth: Learning Why Customers Buy
March 23rd, 2021 | 1 hr 6 mins
clozd, sales, sales leadership, win deals, win-loss
In nearly 3 years of this show’s history, we’ve never hit Win Loss Intelligence. So we do it with the top provider of win loss insights in todays’ show with Spencer Dent of Clozd. Spencer shares how to learn directly from your customer why they buy…and why they don’t. He shares how you can use this to create massive competitive advantages and the ways to make sure you collect this in a way that give you insights you can count on. With all the changes that have happened in the last 12 months…the timing for this discussion has never been better.
Episode 129: #129: Dale Dupree of The Sales Rebellion — Momentum: A Leader’s Best Friend…and How to Build it
January 13th, 2021 | 57 mins 42 secs
coaching, leadership, momentum, sales, sales enablement, sales leadership, success, win deals
As we kick off 2021, one of the most important topics a sales leader can put structure around is Momentum. Momentum is a sales leader's best friend. With momentum, you give teams reasons to believe. With momentum, people think their leaders are geniuses. With momentum, people overlook mistakes. Momentum is very real...and very elusive. Dale DuPree is the founder and CEO of Sales Rebellion. He's a highly sought after author and speaker and helps sales teams worldwide build momentum by creating experiences that help you stand out. In this can't-miss episode, Dale joins us and talks about how sales leaders can build momentum in very real, very tangible ways to help your team get off to a fast start. And as we all know...the better you start, the better you'll finish.
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.
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 105: #105: Morgan Ingram, Director of Sales Execution and Evolution — Playing Offense without Being Offensive
June 29th, 2020 | 57 mins 43 secs
1:1, action, sales coaching, sales leadership, success, xvoyant
Morgan Ingram, Director of Sales Execution and Evolution, JB Sales Training joins us on Episode 105. Are you an action-oriented leader, or just a big talker? Morgan shows us how to be an action leader, not merely a thought leader. While planning is important, doing is what helps you create confidence, and figure things out. The best and most-effective sales leaders can demonstrate the key skills and activities that lead to success. Now is the time for your sales team to evolve, and you can start by following Morgan’s proven path to sales success.
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.
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.
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.
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.