Sales Leadership Podcast

Episode 291: Todd Caponi, Founder of Sales Melon: Closing a Deal isn’t the Finish Line…It is the Starting Line: The Power of Transparency in Negotiations.

August 16th, 2024  |  59 mins 35 secs

negotiations, rob jeppsen, sales, sales history, sales leadership, sales melon, todd caponi

Todd Caponi is one of the most downloaded guests in the history of this podcast. Todd first joined the show to share the power of transparency in sales. He rejoined a couple of years later to share his insights around the power of transparency in sales leadership. And today Todd shines the power of transparency in a crucial element of any sales process: Negotiations. Todd shares how we DON’T have to act like a hostage negotiator to get a deal done and why it is important to remember that the negotiation process shouldn’t turn a partnering relationship into an adversarial one. Todd provides every leader with a framework you can use to transform how you negotiate so a completed deal leaves your clients inspired rather than relieved that it is over in an episode you will want to share with every member of your team.

Episode 290: Jeanne Omlor, Leadership Coach: Make Those You Work With Feel BETTER!

August 7th, 2024  |  56 mins 24 secs

belief, growth, jeanne omlor, relationships, rob jeppsen, sales, sales leadership, success

Jeanne Omlor is a coach to some of the world’s most prolific coaches, consultants and leaders. She helps leaders who are ready to make the jump from just working hard and hoping they’ll break through to becoming a transformational, disruptive leader. And she does it by helping these leaders create systems that fuel growth and success without relying on manipulative techniques that nobody enjoys using OR receiving. Jeanne joins us today and shares why each of us has a responsibility to make everyone we engage with feel better as a result of speaking with us and how success in this regard starts with ourselves and what we believe in. This is an episode that will help you create transformative relationships in your team and with those customers you work with.

Episode 289: Armand Farrokh, Founder of 30 Minutes to Presidents Club: Inbound Gets Me In the Game…but Outbound Gets Me to President’s Club

July 31st, 2024  |  1 hr 34 secs

armand farrokh, presidents club, rob jeppsen, sales, sales leadership

Armand Farrokh is the Founder of 3- minutes to President’s Club, the #1 media platform for sales. Armand provides insights, platforms, and frameworks used by some of the most elite, most successful sellers in tech today. Armand joined the show several years ago in one of the most downloaded episodes in show history. Today, Armand RE-JOINS the show to share how elite sales leaders create outbound systems that work. And in a time where response rates are shrinking like a frightened turtle…this is an episode you will want to dive into.

Episode 288: Paul M. Caffrey, Sales Preparation Expert: 6 Habits of ELITE Performance

July 24th, 2024  |  1 hr 4 mins

paul caffrey, rob jeppsen, sales, sales leadership, sales preparation

Paul M. Caffrey is leading a worldwide charge in helping develop ELITE salespeople…all through doubling down on Prepared Selling. Paul is a bestselling author, a wildly successful podcaster, an international speaker, and a coach to elite salespeople worldwide. He helps salespeople unlock the hidden habits of Elite salespeople that help them prospect better, win more business, and advance faster in their careers. His book, the Work Before the Work is a blueprint for career changing success in sales…and today Paul joins us to share 6 “Hidden Habits” that are part of the DNA of an Elite Salesperson.

Episode 287: Tim Kight of Focus 3 — Elite Leaders Have Elite Leadership Systems

July 18th, 2024  |  1 hr 2 mins

e+r=o, leadership, rob jeppsen, sales leadership, tim kight

In memory of the late Tim Kight, who passed away in May after a courageous battle with cancer, we are honored to re-release our all-time favorite episode featuring him.

Tim Kight was the founder of Focus 3 and a renowned leadership consultant with decades of experience helping organizations build positive cultures and improve performance. He worked with numerous companies and sports teams, sharing his expertise in performance coaching and leadership training. Tim was widely respected for his E+R=O (Event + Response = Outcome) philosophy, which has guided countless individuals and teams to achieve elite performance.

In this episode, Tim joins Rob to discuss how you can help your team achieve meaningful standards and set new goals. He explains what sets elite performers apart from the average and emphasizes that leadership is a journey of continuous improvement. With his powerful E+R=O framework, Tim shows us how to orient toward the outcomes we desire and become elite in the process.

If you listened to this one when it was first released, do yourself a favor and give it a second take. And if you missed this one or are newer to the show, you're in for a real treat.

Episode 286: Rich Horwrath, Founder and CEO of the Strategic Thinking Institute - Strategic Leadership: Excellence is a Deviation from the Norm

July 10th, 2024  |  1 hr 3 mins

process, rich horwrath, rob jeppsen, sales, sales leadership, strategic thinking, strategy

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.

Episode 285: Valentin Radu, CEO of OmniConvert: The OBSESSION You Can’t Afford to Get Wrong

July 3rd, 2024  |  1 hr 3 secs

clv, customer lifetime value, growth, omniconvert, rob jeppsen, sales, sales leadership, valentin radu, value

Valentin Radu is the CEO of OmniConvert. Valentin and his team help fuel growth of organizations in arguably the most important way: Increasing and MAXIMIZING customer lifetime value. Valentin and his team offer a number of ways to not just keep the customers an organization lands…but to optimize the lifetime value for every customer a team wins. Today he joins us to share how elite organizations have intentional, predictable success in increasing Customer Lifetime Value and how leaders can help make every sale you make more meaningful in an episode you’ll be able to utilize immediately.

Episode 284: Wesleyne Whittaker, Founder and Chief Transformation Officer at Transformed Sales: Developing Your Most Powerful Leadership Muscle

June 26th, 2024  |  1 hr 2 mins

mindset, predictable, rob jeppsen, sales, sales leadership, wesleyne whittaker

Wesleyne Whittaker is the Founder and Chief Transformation Officer of Transformed Sales. She’s a former chemist turned international sales leader of teams in very technical, complex sales situations. She helps leaders create systems to build teams that have predictable, sustainable success and move away from the approach of just work harder, cross your fingers and hope for the best. Wesleyne joins us at the midpoint of the 2024 Calendar Year to share how leaders can have impact in what is possibly the most important place to be intentional. Where? Listen in to this episode and find out.

Episode 283: Josh Roth, VP of Revenue and Global Head of Presale at Pipefy: The Shift is Real

June 19th, 2024  |  1 hr 3 mins

adapt, confidence, growth, josh roth, rob jeppsen, sales, sales leadership, shift

(0:00) "Here's What"
(2:10) Intro
(3:25) Special Interview with Josh Roth
(45:07) "So What?"

Josh is the VP of Revenue and Global Head of Presales at Pipefy. His team is experiencing rapid growth and that’s par for the course with Josh. He’s an award-winning sales leader who has accomplished things few others have. Josh is one of the most impactful sales leaders I’ve crossed paths with and he joins us today as a repeat guest to discuss the shifts facing sales leaders and how to shift in ways that fuels growth and confidence. This is a timely episode and one that every leader will benefit from.

Episode 282: Chris Dyer, CEO and Co-Founder of People: Culture Isn’t an ART. It’s a SCIENCE.

June 12th, 2024  |  1 hr 2 mins

chris dyer, culture, rob jeppsen, sales, sales leadership, team building

Chris Dyer is one of the world’s top experts in Modern Day Team and Culture building. For 20 years, Chris served as the co-founder and CEO of People and helped change the game in how people built elite cultures. Chris has gone on to become a three time bestselling author, Top 50 Global Thought Leader, and highly sought after keynote speaker about one of the most important things we HAVE to get right as leaders: Culture. Today Chris joins us to share his mission: helping leaders create positive change in team culture and build environments where people don’t just survive…they thrive.