Sales [UN]Training podcast

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State Secrets: Inside The Making Of The Electric State

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Family Secrets: Chris Pratt & Millie Bobby Brown Share Stories From Set 22:08

約 6 日前22:08

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22:08

Host Francesca Amiker sits down with directors Joe and Anthony Russo, producer Angela Russo-Otstot, stars Millie Bobby Brown and Chris Pratt, and more to uncover how family was the key to building the emotional core of The Electric State . From the Russos’ own experiences growing up in a large Italian family to the film’s central relationship between Michelle and her robot brother Kid Cosmo, family relationships both on and off of the set were the key to bringing The Electric State to life. Listen to more from Netflix Podcasts . State Secrets: Inside the Making of The Electric State is produced by Netflix and Treefort Media.…

Sales [UN]Training

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Your weekly sales strategy guide that will rewire your sales brain to bust bad habits and crush your number. The way that companies train salespeople is broken. Host Kelly Riggs discusses what ACTUALLY works in sales with leading experts in our industry. Forget what you think you know about sales. It's time to train hard and play to win. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. His third book is the award-winning Counter Mentor Leadership: How to Unlock the Potential of the 4-Generation Workplace, co-written with his Millennial son, Robby Riggs. It was selected as the 2019 Gold Medal winner in the leadership category by Axiom Business Books Awards. Note: No trophies were awarded during the writing of this book. For more information, visit www.BizLockerRoom.com.

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#MBA #Business #Kelly Riggs #Pod Productions

Sales [UN]Training

updated 約 3 日前

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83 つのエピソード

#MBA #Business #Kelly Riggs #Pod Productions

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Sales [UN]Training

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Why Your Best Sales Tool Is Going to Waste – Fix This Common Sales Training Mistake 19:02

約 3 日前19:02

19:02

Most companies completely ignore their best sales tool—one that’s right in front of them. In this episode, Kelly breaks down why sales success stories are the key to effective training and how they separate top sellers from the rest. Instead of training sales reps to memorize product specs and generic value statements, companies should be arming them with real-world wins. Kelly explains why success stories boost confidence, increase credibility, and make salespeople far more effective in conversations with prospects. He shares how companies are wasting this invaluable tool and gives a step-by-step approach to making it a core part of sales training. You’ll learn how to: Use success stories to accelerate onboarding and training Differentiate yourself from the competition without sounding like every other salesperson Turn real wins into powerful closing tools Shift sales meetings from complaining sessions to confidence-building opportunities If you want to help your sales team break out of the cycle of generic pitches and start winning more deals, this episode is a must-listen. Don’t keep making the same sales training mistakes from 40 years ago—fix it now. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. Get more Kelly: www.BizLockerRoom.com. Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. Music and Editing by Pod About It Productions @dougbranson…

Sales [UN]Training

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Enough Already with "Sales is About Relationships"! Here's the REAL Key to WINNING Deals 19:43

約 10 日前19:43

19:43

Salespeople love to say that selling is all about relationships—but they’re wrong. In this episode, Kelly breaks down why trust, not just relationships, wins deals and what salespeople must do differently to stop losing on price. For years, sales trainers have drilled the idea that "selling is all about relationships." But what if that’s not just misleading—it’s outright wrong? In this episode of Sales [UN]Training , Kelly Riggs dismantles one of the most overused and abused concepts in sales: the relationship myth. Yes, relationships matter—but they’re not what closes deals. Trust is. Kelly explains why most salespeople confuse rapport with real relationships and why being “liked” isn’t enough. If you’re still relying on small talk and common interests to build relationships, you’re already losing. What actually creates trust? Kelly lays out a proven approach to building credibility and expertise in sales conversations. He reveals why most salespeople fail—they jump straight to pitching without first establishing real value. You’ll learn how to flip the script and make your conversations about the customer, not about you. Plus, Kelly shares the biggest trust-killers in sales, why most managers avoid addressing underperformance, and the simple mindset shift that will change how you sell forever. If you’re tired of losing deals on price, this episode is a must-listen. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. Get more Kelly: www.BizLockerRoom.com. Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. Music and Editing by Pod About It Productions @dougbranson…

Sales [UN]Training

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Why Sales Leaders Must Prioritize 1:1 Meetings – The Secret to Coaching & Building Stronger Teams 22:40

約 17 日前22:40

22:40

Sales leaders often claim they don’t have time for one-on-one meetings—but what if skipping them is costing you more time and revenue? In this episode, Kelly Riggs breaks down why structured 1:1s are a game-changer for coaching, accountability, and building a high-performance sales culture. Time is the number one excuse sales leaders give for avoiding one-on-one meetings with their team—but what if these meetings could actually save time and dramatically improve performance? In this episode, Kelly Riggs challenges the common objections sales managers have about 1:1s and makes the case for why they are an essential (and often overlooked) leadership tool. He shares insights from his own sales management journey and explains why reactive leadership—constantly putting out fires—only creates more chaos. Kelly walks through the key elements of an effective 1:1, including the critical questions you should ask to drive pipeline growth and performance. He also warns against turning these meetings into simple status updates, instead emphasizing their potential for coaching, problem-solving, and relationship-building. If you're tired of underperformance and firefighting, this episode is for you! Plus, Kelly offers a free copy of his book One-on-One Management: What Every Great Manager Knows That You Don’t. 🎧 Listen now and start leading smarter. 📩 Want a free book? Email Kelly at kelly@bizlockerroom.com Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. Get more Kelly: www.BizLockerRoom.com. Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. Music and Editing by Pod About It Productions @dougbranson…

Sales [UN]Training

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The Biggest Mistake New Sales Leaders Make & How to Fix It | Sales DUMPSTER FIRE #4 21:53

約 24 日前21:53

21:53

Promoting top salespeople into leadership roles often backfires when they continue to close deals instead of developing their team. In this episode, Kelly Riggs breaks down why this common mistake stifles growth and shares a powerful strategy to turn new sales managers into effective leaders. Why do so many great salespeople struggle when they become sales leaders? Because they keep doing what got them promoted—selling—when they should be coaching, mentoring, and developing their team. In this episode, Kelly Riggs dissects one of the biggest “sales dumpster fires” plaguing organizations: the self-limiting sales leader. He explains why closing deals for your team is not only unsustainable but also cripples long-term sales performance. Kelly lays out the three major pitfalls of this leadership trap, from burning out managers to stalling team growth and frustrating sales reps. He also reveals a game-changing 4-part strategy to ensure new sales managers start off on the right foot—an in-depth, 30-day assessment process that helps them understand their team’s strengths and weaknesses. Instead of being the star performer, a sales leader’s job is to create an entire team of high performers. If you're a VP of Sales or a new sales manager, this episode is packed with insights to help you build a scalable, high-performing team. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. Get more Kelly: www.BizLockerRoom.com. Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. Music and Editing by Pod About It Productions @dougbranson…

Sales [UN]Training

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Sales Training Secrets: How to Ramp Up New Sales Reps for Success with Brandon White, VP of Sales at Multivac 25:05

4 weeks前25:05

25:05

Brandon White, VP of Sales & Marketing at Multivac, shares his 22-year sales journey from administrator to executive, offering firsthand insights on what it really takes to ramp up new sales reps effectively. Learn why most sales training fails, the critical role of leadership in development, and how to transform your sales team into high performers. Bringing new salespeople up to speed is one of the toughest challenges in any organization, yet many companies still expect reps to perform without a solid foundation. In this episode of Sales [UN]Training , host Kelly Riggs sits down with Brandon White, VP of Sales & Marketing at Multivac, to discuss the realities of onboarding and training sales reps effectively. Brandon started his career as a sales administrator and worked his way up over 22 years, giving him a unique perspective on talent development, sales training, and leadership. Brandon and Kelly dive into the common mistakes companies make in sales training, why new reps need at least 3-6 months to become productive, and how organizations can accelerate learning while ensuring long-term success. They also discuss the importance of leadership in guiding new salespeople, why face-to-face selling still matters in a digital world, and the critical skills that separate top-performing sales leaders from the rest. If you're a sales VP, sales leader, or sales trainer, this episode is packed with actionable insights to rethink how you develop your team and create lasting sales success. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. Get more Kelly: www.BizLockerRoom.com. Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. Music and Editing by Pod About It Productions @dougbranson…

Sales [UN]Training

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Are Salespeople Manipulative? The Truth About Influence & Trust in Sales 21:49

5 weeks前21:49

21:49

Is selling just another form of manipulation, or is it about real influence? In this episode, Kelly unpacks the fine line between persuasion and deception, exposing the biggest mistakes in sales training that are ruining trust and results. Are salespeople manipulative? It’s a question that makes most sales pros uncomfortable, but the truth might surprise you. In this episode of Sales [UN]Training , Kelly breaks down the real difference between influence and manipulation—why some sales tactics push prospects away, and what actually builds trust. Too many sales teams are failing because they’ve been trained the wrong way. Instead of building credibility, they’re making exaggerated claims, forcing relationships, and talking way too much. Kelly explains why these common habits feel manipulative to prospects and how to fix them. Plus, he reveals the one thing that separates a true sales professional from a con artist—it’s not what you think. Sales training has become a broken system, and it’s time to rewire the way we approach it. If you’re tired of hearing the same old sales advice that doesn’t work, this episode will challenge everything you know about selling. And for sales managers: Are you afraid to confront underperformance? Kelly explains why ignoring low performers is the fastest way to kill your sales culture—and what to do instead. If you want to sell with integrity, build real relationships, and actually close more deals, don’t miss this one. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. Get more Kelly: www.BizLockerRoom.com. Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. Music and Editing by Pod About It Productions @dougbranson…

Sales [UN]Training

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How to Immediately Spot an Amateur Salesperson: 1 Mistake Salespeople Consistently Make 21:10

6 weeks前21:10

21:10

Most salespeople unknowingly make one amateur mistake that sabotages their success from the very first call. In this episode, we expose the biggest indicator of untrained selling and reveal the strategy that top sales pros use to win more deals. Are your salespeople making the #1 mistake that instantly signals they’re amateurs? If you’ve ever sat in on a sales call and cringed as your rep jumped straight into product talk, you’re not alone. The biggest reason most sales teams underperform isn’t lack of motivation—it’s outdated training that teaches reps to pitch instead of influence. In this episode, Kelly Riggs breaks down the most common amateur sales mistake and how top sales leaders can spot and fix it fast. You’ll learn how to identify when your reps are losing control of the conversation, why leading with the product is a red flag, and the psychology behind getting buyers to engage. Kelly shares real-world roleplay scenarios and proven strategies to help your team shift from product pushers to true sales professionals. Plus, we explore the power of well-designed sales contests to reinforce the right behaviors and drive lasting performance improvements. If you’ve ever left a pipeline review wondering, Why aren’t my reps closing more deals? , this episode is for you. Kelly reveals the key question every sales leader should be training their team to ask, how to rewire their sales approach for influence over information, and why getting interest doesn’t mean getting the sale. Don’t let amateur mistakes cost your team revenue. Tune in now and start building a salesforce that actually closes. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. Get more Kelly: www.BizLockerRoom.com. Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. Music and Editing by Pod About It Productions @dougbranson…

Sales [UN]Training

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The 1st Step in Changing the Way You Train Salespeople 27:50

8 weeks前27:50

27:50

Most sales training fails because it focuses on products instead of outcomes. Kelly explains how shifting to an outcome-driven sales strategy can transform your team’s performance and shares actionable steps to make this change today. “Three out of four salespeople are failing. Why? Because we’re training them all wrong.” Kelly Riggs pulls no punches as he dismantles the outdated, product-centric approach to sales training. Instead of overwhelming sales teams with product features, he urges leaders to focus on teaching outcomes and the real-world impact of their solutions. “Customers don’t buy products; they buy what the product does for them,” Riggs declares, offering a transformative framework to revamp your training process. Riggs doesn’t just diagnose the problem—he provides actionable solutions. From exercises that reshape how salespeople communicate value to analogies about coaching youth sports, this episode is packed with practical insights. Discover why starting with client outcomes and real success stories creates a high-performing sales culture, and learn how to rewire your team to think like their customers. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. Get more Kelly: www.BizLockerRoom.com. Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. Music and Editing by Pod About It Productions @dougbranson…

Sales [UN]Training

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How to Identify & Fix Underperforming Salespeople: Uncovering Hidden Gaps in Sales Performance 26:45

9 weeks前26:45

26:45

Have you ever faced an underperforming salesperson whose numbers just don’t reflect their potential, and you can’t pinpoint the issue? In this episode of Sales [UN]Training, Kelly Riggs tackles one of the most frustrating challenges for sales leaders: identifying and addressing hidden performance gaps. With a no-nonsense approach, Kelly highlights the key pitfalls in coaching, from mistaking activity for productivity to the dangers of overlooking call quality in favor of quantity. He shares actionable insights to help you uncover what’s really holding your salespeople back, emphasizing the importance of strategic planning, thoughtful preparation, and executing calls with purpose. Through relatable stories and proven methods, Kelly demonstrates how leaders can elevate their team’s performance by focusing on meaningful metrics and observing salespeople in the field. If you’re ready to stop guessing and start leading your team to dramatic, sustainable improvement, this episode is a must-listen. Tune in to find out how to rewire your sales brain and maximize your leadership potential. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. Get more Kelly: www.BizLockerRoom.com. Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. Music and Editing by Pod About It Productions @dougbranson…

Sales [UN]Training

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Best Of: Mastering Sales Predictability: Dave Kurlan on Commitment, Process & Consultative Selling 33:17

13 weeks前33:17

33:17

In this episode of Sales [UN]Training , host Kelly Riggs welcomes back sales expert and Objective Management Group (OMG) founder Dave Kurlan to uncover the “holy grail” of sales success: predictability and consistency. Drawing on over 35 years of experience and data from assessing 2.4 million salespeople, Kurlan explains why desire and commitment are non-negotiable traits for top-performing salespeople. He shares a fascinating study demonstrating how these traits directly influence results, alongside the critical role of a well-defined sales process. “The difference between winging it and owning it is sales process,” Kurlan emphasizes, as he and Riggs discuss sequencing milestones and building sales strategies anchored in proven methodologies. The conversation dives deep into the consultative approach, highlighting its transformative potential in creating meaningful client connections and shortening sales cycles. Kurlan warns against common pitfalls, such as jumping into product pitches or skipping crucial discovery steps, which derail deals. He shares actionable advice on uncovering compelling reasons to buy and adopting a more client-centric mindset. Listeners will walk away with a clear understanding of how to align raw talent, disciplined processes, and consultative selling for scalable success. Check out Dave’s blog, “Understanding the Sales Force,” for more insights, and visit Kelly at bizlockerroom.com . Don’t miss this goldmine of sales wisdom! Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. Get more Kelly: www.BizLockerRoom.com. Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. Music and Editing by Pod About It Productions @dougbranson…

Sales [UN]Training

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Why Salespeople Hate Practice—and Why It’s Non-Negotiable for Success 23:37

14 weeks前23:37

23:37

In this thought-provoking episode of Sales [UN]Training , Kelly Riggs dives into one of the most polarizing topics in sales: practice and role play. Why do salespeople, who are supposed to excel under pressure, shy away from practicing their craft? Drawing inspiration from Allen Iverson’s famous “practice” rant, Kelly dismantles common excuses sales teams use to avoid role play. He shares compelling analogies from sports, revealing how lack of preparation leads to missed opportunities, just like in football or basketball. Kelly discusses how ineffective practices or lack of a defined sales process can sabotage success. He introduces three transformative steps for fostering a culture of practice in sales teams, including breaking down processes into repeatable steps and mastering the art of discovery through role play. With anecdotes and actionable strategies, this episode is packed with insights to help leaders rewire their sales teams for success. Tune in to uncover why the results you’re getting are exactly what you’re allowing—and how to change that. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. Get more Kelly: www.BizLockerRoom.com. Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. Music and Editing by Pod About It Productions @dougbranson…

Sales [UN]Training

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Best Of: Unsticking Sales, James Muir’s Sales Training Secrets to Closing Deals 31:25

15 weeks前31:25

31:25

In this insightful episode of Sales [UN]Training , host Kelly Riggs is joined by James Muir, author of The Perfect Close , to tackle the challenges of stuck deals—a common pain point in sales. The conversation explores why traditional sales tactics often fail, particularly in complex B2B environments, and how sales training falls short in preparing reps for real-world scenarios. Muir emphasizes the importance of genuine engagement, proper discovery, and a shift from manipulation to facilitation, asserting that sales is about “helping clients make good decisions.” Listeners will learn why trust and intention outweigh competency and how adopting a consultative approach can unlock opportunities. James also previews his upcoming book, which delves deeper into identifying and resolving stuck deals. Together, he and Kelly discuss actionable strategies, such as shifting focus to minimizing client fears and improving the “muchness, soonness, and sureness” of business cases. Muir’s advice to sales leaders includes redefining training paradigms, incorporating client-side internships, and emphasizing problem-solving over product pitching. Don’t miss this episode packed with practical advice and paradigm-shifting insights! For more about James, visit puremuir.com or connect with him on LinkedIn. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. Get more Kelly: www.BizLockerRoom.com. Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. Music and Editing by Pod About It Productions @dougbranson…

Sales [UN]Training

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Best Of: Biggest Sales Leadership Mistakes & How to Fix Them 34:46

16 weeks前34:46

34:46

In this special compilation episode of Sales [UN]Training , Kelly Riggs dives into the recurring pitfalls that sales leaders face when building and managing teams, featuring insights from Paul Fuller and Robin Burr. From the ill-fated decision to promote top-performing salespeople into managerial roles to the lack of structured training for new sales leaders, Kelly doesn’t hold back. He explains why most great salespeople are poorly equipped for leadership, lacking essential coaching and team-building skills, and how this misstep can lead to a “dumpster fire” of lost talent. “We assume great salespeople will make great managers—that is a serious dumpster fire assumption,” Kelly states. He underscores the importance of defining clear goals, prioritizing coaching over micromanaging, and fostering a culture of accountability. The episode also highlights practical strategies to avoid these mistakes, such as redefining onboarding processes and aligning performance management with long-term growth rather than quick fixes. Joined by guests sharing real-world insights, including the importance of consistent training and thoughtful hiring practices, the discussion drives home how a strong foundation in leadership skills can transform a sales team. If you’ve ever struggled with turnover, onboarding, or meeting quotas, this episode is a masterclass in avoiding the costly errors that hold teams back. Tune in to rethink your approach to sales leadership. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. Get more Kelly: www.BizLockerRoom.com. Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. Music and Editing by Pod About It Productions @dougbranson…

Sales [UN]Training

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Revolutionizing Sales Training: Why Psychology and Emotional Intelligence Are Key for Sales Managers 29:36

17 weeks前29:36

29:36

In this engaging episode of Sales [UN]Training , Kelly Riggs welcomes special guest Robin Burr, a UK-based sales coach renowned for his expertise in the psychology of selling. The episode dives into the foundational principles of sales as a psychological process, emphasizing the role of influence and persuasion in shaping customer decisions. Robin shares his unique perspective as a “sales therapist,” discussing how emotional intelligence, curiosity, and asking the right questions are more critical than memorizing product details. Listeners will learn about Robin’s Perfect Discovery Call Framework and how understanding customer motivations can transform a salesperson’s approach, helping them join the top 4% of performers. The conversation also explores the pitfalls of traditional sales training, which often overemphasizes product knowledge while neglecting the art of human connection. Robin and Kelly discuss how focusing on the “why” behind customer decisions can reveal invaluable insights, as well as the importance of personal development and ethical influence in achieving sales success. This episode is a must-listen for sales leaders and professionals looking to rewire their approach to training and strategy. Find Robin Burr on LinkedIn to explore his groundbreaking tools and concepts, and stay tuned to hear his thoughts on the biggest mistakes sales leaders make in team development. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. Get more Kelly: www.BizLockerRoom.com. Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. Music and Editing by Pod About It Productions @dougbranson…

Sales [UN]Training

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SALES DEBATE: Top 3 Mistakes Made by Sales Leaders with Paul Fuller 38:08

18 weeks前38:08

38:08

In this episode of Sales [UN]Training , Paul Fuller, the Chief Revenue Officer at Membrain, stops by to break down the top three mistakes sales leaders often make and how to sidestep these common pitfalls. Together, they delve into issues like failing to truly know team members and defaulting to mandates rather than collaboration. Paul emphasizes the need to understand each team member’s unique strengths and motivations to coach effectively, while Kelly highlights how inspiring, rather than coercing, leads to a stronger, more productive sales force. They both agree that recruiting the right talent is essential, as missteps here can reverberate through a team. Kelly and Paul also stress the importance of a structured onboarding process and a clear sales roadmap. Paul points out that leaders often lean too much on relationships and forget the value of a process that guides the team, provides coaching context, and builds accountability. Kelly adds that strong sales culture hinges on consistent training, active engagement, and healthy competition, noting that setting up contests and rewards can drive results and team morale. To dive deeper into building a high-performing sales team and hear Kelly and Paul’s insights, join this engaging episode. Find Paul on LinkedIn and explore Membrain’s sales growth platform for more tools and strategies . Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. Get more Kelly: www.BizLockerRoom.com . Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. Music and Editing by Pod About It Productions @dougbranson…