Sales Leadership Podcast

Episode 149: #149: Amy Slater of Palo Alto Networks — How to Stop Checking the Boxes and Start Engaging With Your Reps

July 22nd, 2021  |  1 hr 1 min

1:1, amy slater, relationships, sales coaching, sales leadership

Amy Slater is one of the top sales leaders in the business right now. She’s worked with several of the world’s most iconic sales teams and right now is VP of GTM for Internet Security at Palo Alto Networks. Her commitment to the individual development of salespeople. She joins the show to share why it is more important than ever before to stay connected to members of your team and how to do it in an ever-changing environment. Learn insights to having 1:1s your reps will thank you for and how to connect to the whole person…not just the salesperson in this important conversation.

Episode 148: #148: Cherilynn Castleman of Sistas In Sales — Creating Connections that Matter

July 15th, 2021  |  59 mins 45 secs

cherilynn castleman, sales, sales coaching, sales leadership, sistas in sales

Cherilynn Castleman helps women of color in the sales community become too good to be ignored. She’s learned that those who connect best have the most success. As a result, she’s developed frameworks to have conversations that create connection and fuel head-turning results. She joins us this week and shares her conversation frameworks so you can make a difference with the careers of those you lead almost immediately. Want to be too good to be ignored? Follow Cherilynn’s blueprint.

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 146: #146: Eric Buckley of Skipio — Using Text to Transform Your Response Rates

June 30th, 2021  |  1 hr 3 mins

eric, rob jeppsen, sales, sales coaching, sales leadership, skipio, text, texting

Eric Buckley is President of Skipio. This week he joins us to discuss how to get texting right as part of the sales process. If you aren't using text as part of your sales process...you need to. The reason is simple. Over 80% of emails never get read. And 98% of texts do get read. But it isn't as simple as just using a texting tool. You've got to use text the right way and in the right part of the sales process...and Eric gives everyone a blueprint of texting done right in this insightful conversation.

Reach out to Eric and not only will you get a free 30 day trial of Skipio...the top texting platform available to salespeople today...but you'll get a free 1 hour consult on how to use texting in your sales org.

Texting is the last platform that has not been overused and using it correctly will help you create differentiated interactions that lead to more meetings, more connection, and more sales. Don't miss this episode or Eric's special offer to all listeners worldwide.

Episode 144: #144: Ryan Lallier of SalesGevity — Building Momentum By Building Morale

June 10th, 2021  |  58 mins 26 secs

momentum, rob jeppsen, ryan lallier, sales coaching, sales leadership

Momentum is a sales leader's best friend. In this episode, Ryan Lallier of SalesGevity shares how to build momentum by building morale with the members of your team. Ryan shares the building blocks of morale and how they can be used to build up...or tear down...the momentum your team generates. Ryans shares why sales leaders need to move past the "More" button and how to create objectives that lead to morale, momentum, and new standards of success.

Episode 142: #142: Darren Reinke of Group Sixty — Don’t Be Afraid of Being Great: Becoming Authentically Confident

May 26th, 2021  |  57 mins 58 secs

boost sales, greatness, increase performance, rob jeppsen, sales leadership

Darren Reinke is the CEO and Founder of Group Sixty, an executive coaching and training company committed to building strong leaders from the inside out. In this episode, he brings the heat and challenges each listener not to be afraid of chasing greatness. He provides a blueprint on how to chase greatness in a way that is authentic to each individual. This is an inspiring episode and one that will help you chase greatness with each member of your team. What are you chasing?

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 138: #138: Don Yaeger of Greatness, Inc — Storytelling: The Currency of Kings and Queens

April 28th, 2021  |  58 mins 39 secs

cut through the noise, don yaeger, rob jeppsen, sales, sales leaders, sales leadership, storeytelling, stories

Simon Sinek has called Don Yaeger the "Greatest Storyteller of our Time." Don joins us this week with a MasterClass on storytelling. Don has created a workbook for all listeners of the Sales Leadership Podcast. To get it, send an email to [email protected] with the subject line of "Sales Leadership Podcast-Storytelling" and Don's team will send you the workbook right away. Get your free trial of Skipio's text messaging platform at www.skipio.com and use the promo code of springfree.

Episode 137: #137: Mario Martinez Jr. of Vengreso — Getting More First Conversations

April 20th, 2021  |  55 mins 32 secs

digital, mario martinez jr., prospecting, sales, sales coaching, sales leadership

Recent research shows that 60% of salespeople find the most difficult part of sales is getting that first conversation with a prospect. Mario Martinez and his team at Vengresso have been helping sales teams worldwide prospect effectively in the digital era. If your pipeline is your lifeline in sales…this is an episode you’ll refer to over and over again. Mario brings a blueprint of sales prospecting excellence in his trademark style of both style and substance. Want to know what’s working today? Listen to Mario and find out.

Episode 135: #135: Chris Barney of the Utah Jazz — The Privilege of Pressure

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.