If you sound like a salesperson, you're toast. Kelly walks through six dead-giveaway phrases that kill your credibility before you ever get a shot at the deal. This week, Kelly calls out one of the most common—and costly—mistakes salespeople make: sounding exactly like every other salesperson your prospect’s ever met. If your opener screams “commission breath,” the shades come down, the windows close, and your prospect is already looking for the eject button. Kelly breaks down five behaviors tha...
Jul 07, 2025•18 min
Sales reps don’t get enough reps—and it’s killing performance. Kelly and guest Jeff Bajorek show how ChatGPT can simulate high-stakes cold calls and discovery sessions so your team doesn’t practice on prospects. Three out of four salespeople are failing. Why? Because most sales training stops short of actual practice. In this episode, Kelly is joined again by Jeff Bajorek to demonstrate a live, unscripted roleplay using ChatGPT. No scripts, no retakes—just real-time practice that mirrors the rea...
Jun 30, 2025•32 min
Most salespeople say they want to improve, but never actually change—and sales leaders let them off the hook. Kelly explains how mindset, repetition, and the absence of deadlines are sabotaging your team's potential. You hear it all the time: “I want to get better at sales.” But the truth? Most salespeople won’t change—and most sales leaders don’t know how to make them. In this episode, Kelly breaks down the harsh reality of why sales training fails: because it relies too heavily on exposure and...
Jun 24, 2025•21 min
Three out of four salespeople are falling short, despite having mountains of available training content at their fingertips. In this episode, Kelly is joined again by Jeff Bajorek to tackle the real issue: why sales organizations fail to execute—even when they know what to do. ChatGPT joins the show (yes, literally) to offer insight into how AI can help close the “knowing-doing” gap. Jeff discusses how he uses ChatGPT to uncover blind spots, rehearse tricky calls, and pressure test sales strateg...
Jun 09, 2025•37 min
Sales training fails when it becomes a box to check instead of a culture to create. Kelly explains how sales leaders set the tone, and why your team’s lack of engagement might just be your fault. Three out of four salespeople are missing quota. But it's not always because they're lazy, unmotivated, or disinterested—often, it’s because sales leadership is dropping the ball. In this episode of Sales [UN]Training , Kelly pulls no punches. He lays out why traditional sales training often turns into ...
Jun 02, 2025•24 min
You won the deal. Now what? Kelly explains why execution—not the close—is what separates pros from amateurs, and how being present after the sale sets you up for the next one. You did the hard work. You prospected, qualified, presented, and closed. But if you think the job’s done, think again. In this episode of Sales [UN]Training , Kelly sounds the alarm on one of the biggest threats to future business: poor execution after the deal is done. Winning the sale means nothing if your delivery and i...
May 26, 2025•27 min
Why are so many sales teams built around underperformers? Kelly breaks down the hard truth behind marginal reps, the hamster-wheel excuses that keep them on payroll, and what it really takes to fix it. Every sales leader has faced it: the likable but ineffective rep who never quite makes quota—and never quite gets fired. In this episode of Sales [UN]Training , Kelly hits the uncomfortable truth that most managers don’t want to confront: your loyalty to marginal performers is killing your team's ...
May 19, 2025•23 min
Kelly and Jeff Bajorek team up with a unique guest—ChatGPT—to explore how AI can actually train sales reps. From role play to resilience, this episode challenges everything you thought you knew about sales development. Together, the trio breaks new ground, asking whether AI can play a real role in sales development and coaching. Spoiler alert: the answer isn’t what you think. The conversation pulls no punches. Kelly challenges ChatGPT on what it really knows about sales, drilling into topics lik...
May 12, 2025•20 min
Why do so many salespeople miss their numbers—even after training, reporting, and CRM rollouts? Because too often, sales leaders are solving symptoms instead of real problems. In this episode of Sales [UN]Training , Kelly shares a powerful metaphor that starts with chronic back pain but lands squarely on why your team isn’t performing. You’ll hear the three root causes that are likely sabotaging your revenue—people, planning, and prospecting—and why each one matters more than any new tactic, too...
May 05, 2025•24 min
The market’s unpredictable—but your sales team still has a number to hit. Kelly outlines 3 must-do actions for sales leaders navigating tariffs, inflation, and buyer hesitation. Interest rates. Tariffs. Economic chaos. Sales leaders are facing real headwinds—but does that give your team a free pass? In this episode of Sales [UN]Training , Kelly lays it out plain: leading in tough economic conditions requires more than empathy. It demands clarity, consistency, and the kind of mindset that refuses...
Apr 22, 2025•26 min
Sales managers often dream about turning their best technical minds into sales machines—but more often than not, it falls flat. Why? Because it takes more than product expertise. In this episode of Sales [UN]Training, Kelly sits down with Kermitt Francis, a former auditor and coder turned Director of Business Development, who shares exactly what makes that rare technical-to-sales transition actually work. Kermitt didn’t just memorize the features. He built relationships by caring more about the ...
Apr 15, 2025•29 min
Most sales kickoff meetings are a massive waste of time and money — and worst of all, they’re not actually training your team. Kelly breaks down why we keep getting it wrong and what sales leaders can do to finally make these meetings matter. Sales kickoff meetings have become a staple in the corporate world — packed hotel ballrooms, slick presentations, motivational speakers, product updates... but very little actual sales development. In this episode, Kelly calls out the elephant in the room: ...
Apr 07, 2025•26 min
Most salespeople never get the real information they need to close deals—and it's not their fault. In this episode, Kelly breaks down how poor discovery training sabotages your team and what to do instead. Discovery is the most important phase of the sales process—and the one most salespeople get totally wrong. In this episode of Sales [UN]Training , Kelly explains why most reps don’t get the depth of information they need to win deals and how sales leaders are unintentionally setting them up to...
Mar 31, 2025•19 min
Most salespeople are using AI wrong—and it's showing. Kelly and guest Jeff Bajorek of Outbound Squad unpack how to stop getting generic junk from ChatGPT and start using it to actually improve your sales game. Salespeople love shortcuts—but AI isn’t one. In this episode of Sales [UN]Training , Kelly is joined by Jeff Bajorek to dismantle the lazy approach most reps are taking with ChatGPT. Spoiler: If your prompts are weak, your outputs will be worse. Jeff shares how he pulled the most common AI...
Mar 24, 2025•23 min
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 convers...
Mar 17, 2025•19 min
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: t...
Mar 10, 2025•20 min
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, Kel...
Mar 03, 2025•23 min
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 e...
Feb 24, 2025•22 min
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 wit...
Feb 17, 2025•25 min
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 pu...
Feb 10, 2025•22 min
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 ...
Feb 03, 2025•21 min
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 lead...
Jan 20, 2025•28 min
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 acti...
Jan 13, 2025•27 min
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, alon...
Dec 16, 2024•33 min
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 lik...
Dec 09, 2024•24 min
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,...
Dec 02, 2024•31 min
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-bu...
Nov 25, 2024•35 min
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 critic...
Nov 18, 2024•30 min
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 coer...
Nov 11, 2024•38 min
In this episode of Sales [UN]Training , Kelly Riggs tackles a critical yet often overlooked question for sales leaders: How long does it actually take to bring a new salesperson up to speed? Riggs argues that most leaders have no real metrics or benchmarks for the ramp-up period, often relying on vague estimates like “two weeks” to six months. However, he points out that understanding the true time frame is vital—not just to meet revenue goals but to protect the significant investment made in hi...
Nov 04, 2024•24 min
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