In this episode of "Sales [UN]Training," host Kelly Riggs welcomes renowned sales expert Mike Weinberg, author of several influential sales books including "The First Time Manager: Sales." The episode centers around the critical theme of accountability in sales, a topic that resonates deeply with sales managers and teams. Mike Weinberg emphasizes the pivotal role of accountability in sales success and dismantles common misconceptions around it. The discussion begins with a focus on the challenge...
Apr 01, 2024•32 min
In this episode of Sales [UN]Training, hosted by Kelly Riggs, the spotlight is on the crucial role of coaching in sales leadership. Kelly begins by sharing a startling statistic: only about one in ten sales leaders consistently engage in coaching, despite clear evidence that it significantly enhances team performance. He challenges the conventional understanding of coaching, emphasizing that it extends beyond mere training to involve behavioral change and skill development. Through a detailed ex...
Mar 25, 2024•23 min
In this episode of Sales [UN]Training, Kelly Riggs hosts Michael Lang, the founder of SG Partners, to dive deep into the intricacies of hiring salespeople and the common pitfalls that sales leaders encounter in the recruitment process. The discussion kicks off with a reflection on how sales organizations often miss the mark by not setting clear expectations during the hiring phase, leading to a high turnover rate. Lang shares insights from his 16 years of experience in helping sales and leadersh...
Mar 11, 2024•35 min
In this episode of Sales [UN]Training, host Kelly Riggs welcomes Lee Salz, a sales management strategist and author, to delve into the critical importance of sales differentiation. The discussion begins with a provocative question about the inherent value of products and services in a competitive market, setting the stage for a deep dive into why and how sales professionals should differentiate themselves and their offerings. Salz shares insights from his books, focusing on strategies to win mor...
Mar 04, 2024•28 min
In this episode of Sales [UN]Training, host Kelly Riggs delves into the critical importance of having a detailed plan for sales success, starting with a notable quote by Yogi Berra: "If you don't know where you're going, you might wind up someplace else." Kelly emphasizes the surprising fact that many salespeople lack a concrete strategy to meet their revenue goals, sharing insights from his extensive experience. Through engaging stories and practical examples, he highlights the pitfalls of not ...
Feb 26, 2024•20 min
In this episode of the Sales [UN]Training podcast, host Kelly Riggs welcomes Kevin Gaither, a seasoned sales leader and former VP of Sales at ZipRecruiter, to tackle the critical role of leadership in sales performance. They dive into why sales training often fails and how the responsibility for a team's success falls squarely on the shoulders of sales leadership. Gaither shares insights from his vast experience, emphasizing the importance of accountability, the dangers of blaming the economy fo...
Feb 19, 2024•46 min
In this episode of Sales [UN]Training Kelly challenges traditional sales training methods, highlighting the importance of understanding customer needs before diving into product details. He emphasizes a customer-centric approach, where understanding the client's industry and challenges is key to offering relevant solutions. It's time for a paradigm shift in sales training, moving away from product-focused strategies to methods that foster meaningful relationships and effective problem-solving, a...
Feb 12, 2024•23 min
Today's sales industry faces significant challenges, chief among them being high turnover rates and a concerning trend of low quota attainment. A closer look at these issues reveals a deeper problem – a widespread deficiency in structured sales management and coaching. This gap in professional development is often overlooked, yet it has profound implications on the performance and retention of sales teams. Can technology, specifically advances in artificial intelligence, help sales teams close t...
Feb 05, 2024•31 min
When a top sales performer is elevated to a leadership role, the transition can often be turbulent and fraught with unexpected challenges. This scenario, common in the sales industry, reveals a critical oversight: the assumption that success in sales seamlessly translates to effective leadership. This belief overlooks the distinct skill sets required for leading a team, a theme that resonates deeply within the sales community. In the latest episode of the Sales [UN]Training podcast, host Kelly R...
Jan 29, 2024•23 min
In this thought-provoking episode of Sales [UN]Training, host Kelly Riggs delves into the contentious topic of role play in sales training. Riggs challenges the common aversion to role play, arguing that its unpopularity stems not from the concept itself but from ineffective implementation. He emphasizes that role play, when done correctly, is an essential tool for skill development, allowing salespeople to refine their techniques in a controlled environment before interacting with customers. Ke...
Jan 22, 2024•26 min
In this episode of Sales [UN]Training, host Kelly Riggs engages in a thought-provoking conversation with Paul Fuller, CRO of Membrain. Fuller brings a wealth of experience from founding and leading successful growth organizations and has a deep understanding of B2B sales dynamics. The episode dives into the systemic issues plaguing traditional sales training, advocating for a more holistic approach that goes beyond mere checklists of skills and product knowledge. Follow the audio podcast and wat...
Jan 16, 2024•30 min
In this episode of Sales [UN]Training, host Kelly Riggs welcomes special guest Dave Kurlan, the legendary author of "Baseline Selling" and founder of Objective Management Group. The discussion revolves around the holy grail of selling: creating predictability and consistency in sales teams. Kurlan emphasizes the importance of having salespeople with strong desire and commitment, noting that this is crucial for consistency and discipline in sales. He highlights that only 57% of all salespeople ex...
Jan 08, 2024•33 min
Happy Holidays! Enjoy this episode that originally aired in August of 2023. We'll be back with new episodes beginning January 8th! Have you ever wondered why people seem to dislike salespeople so much? In this episode of Sales [UN]training, host Kelly Riggs digs into this question with Jeff Bloomfield, author of Neuroselling. They discuss how traditional sales training focuses too much on arming sales reps with facts, figures, and benefits while ignoring the human factor. This leads to sales con...
Dec 25, 2023•23 min
In this episode of "Sales [UN]Training," host Kelly Riggs welcomes renowned sales expert Mike Weinberg, author of several influential sales books including "The First Time Manager: Sales." The episode centers around the critical theme of accountability in sales, a topic that resonates deeply with sales managers and teams. Mike Weinberg emphasizes the pivotal role of accountability in sales success and dismantles common misconceptions around it. The discussion begins with a focus on the challenge...
Dec 18, 2023•32 min
In this final installment of the three-part series "When Sales Leaders Are the Weak Link in Sales," Kelly Riggs reveals the 2 big blunders newly promoted sales leaders typically make and how to fix them. The episode begins with Kelly acknowledging a critical issue: sales leaders often ascend to their positions due to their prowess in sales, not necessarily for their leadership or managerial skills. He identifies two major blunders that new sales leaders commonly make, which can severely impact t...
Dec 11, 2023•18 min
In this episode of Sales [UN]Training Kelly Riggs discusses into the critical role of sales leaders play in quickly getting new salespeople up to speed. He highlights three key areas where sales leaders often fall short, impacting the overall effectiveness of sales training and onboarding processes. He emphasizes the importance of a detailed onboarding process, teaching new salespeople to ask insightful questions, and sharing success stories to provide context and inspiration. Without a structur...
Dec 04, 2023•21 min
In this thought-provoking episode of the Sales [UN]Training podcast, host Kelly Riggs delves into a crucial yet often overlooked aspect of sales training: the role of sales leaders. Kelly opens by confronting a harsh reality - sales leaders can be the weak link in sales training. He argues that despite their responsibility to develop salespeople's skills and outcomes, many leaders make critical mistakes that hinder the effectiveness of sales training. Kelly emphasizes the substantial investment ...
Nov 27, 2023•30 min
In this enlightening episode of Sales [UN]Training, hosted by Kelly Riggs, the spotlight is on what is often termed the 'magic bullet' in sales. Riggs challenges the common quest for quick fixes and revolutionary techniques in sales, directing attention instead to a fundamental yet frequently overlooked aspect: planning. He argues convincingly that effective planning is not only essential but can be transformative for sales professionals. Kelly begins by debunking the myth of a singular, revolut...
Nov 26, 2023•26 min
One of the most difficult things on the planet is consistently identifying and hiring high performing salespeople. We get fooled. A LOT! In this episode of Sales [UN]Training, host Kelly Riggs tackles the challenge every sales manager faces: hiring and developing effective salespeople. From the dangers of elevating top sales reps to managerial roles without proper training, to the pitfalls of the hiring process, Kelly provides insights that will make you rethink how you identify high-performing ...
Nov 06, 2023•24 min
In this episode of Sales [UN]Training, host Kelly Riggs talks with James Muir, author of The Perfect Close, about the common reasons sales deals get stuck and how to prevent or unstick them. They discuss how poor sales training leads reps to focus too heavily on product features rather than uncovering the customer's core problems and facilitating good decisions. Muir explains that salespeople often wrongly assume stuck deals are due to issues on the buyer's end, when in reality it's usually beca...
Oct 30, 2023•31 min
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Oct 16, 2023•19 min
Are you frustrated that your company's sales training doesn't seem to be working? In this episode, host Kelly Riggs explains why sales training often falls short and what needs to change. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly draws an interesting analogy between ineffective sales training and leadership training. Just as many leadership training programs fail to boost employee engagement, sales training initiatives frequently don't...
Oct 09, 2023•24 min
In this episode of Sales [UN]Training with your host, Kelly Riggs, dive deep into the transformative challenges facing the modern sales world. Kelly delves into the stark realities of sales teams in an average economy and stresses why only a few can achieve consistent growth year over year. Drawing parallels with Colorado head coach Deion Sanders' radical approach to rebuilding a struggling football program, Kelly discusses the importance of hiring unique talent, the distinct difference between ...
Oct 02, 2023•20 min
Dive into this enlightening episode as Kelly Riggs challenges the age-old beliefs surrounding the quintessential skill every salesperson should master. For years, the common notion was that listening took the crown, but Kelly has an unexpected twist to share. Is simply listening enough, or is there a deeper art to creating dynamic dialogues in sales? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Unpack the true essence of creating a productive b...
Sep 25, 2023•23 min
In the latest episode of Sales [UN]Training with Kelly Riggs, we're diving deep into the truths and myths about sales training with special guest Larry Levine from Selling From the Heart. Do you ever wonder why most sales training seems to fail and why so many salespeople can't meet their revenue targets? Larry has some candid thoughts on why traditional sales training is a recipe for disaster and how being 'product-centric' can actually be a setback. Larry Levine is the best-selling author of S...
Sep 11, 2023•30 min
In this episode of Sales [UN]training we dive into the vital yet often overlooked world of practice within the sales industry. Kelly begins by likening the importance of practice to Allen Iverson's famous press conference, emphasizing that true success doesn't solely happen on the game floor but starts with repetition, consistency, and comfort with your product. He also tackles the common excuses that prevent sales teams from engaging in roleplay, thereby hindering their growth and performance. ...
Sep 04, 2023•24 min
In this episode of Sales [UN]training, host Kelly Riggs reveals why so many sales training efforts end up wasted. Kelly breaks down the common misconceptions about sales training, unveiling the truth behind why many approaches don't work. He explains the importance of context, individualized coaching, and understanding the root problems that need to be addressed, rather than just throwing money at generalized training solutions. Is sales training actually transforming your organization, or are y...
Aug 28, 2023•26 min
Have you ever wondered why people seem to dislike salespeople so much? In this episode of Sales [UN]training, host Kelly Riggs digs into this question with Jeff Bloomfield, author of Neuroselling. They discuss how traditional sales training focuses too much on arming sales reps with facts, figures, and benefits while ignoring the human factor. This leads to sales conversations that feel manipulative rather than relationship-driven. Jeff explains how the brain's biology contributes to change resi...
Aug 21, 2023•23 min
In this episode of Sales [UN]training, host Kelly Riggs delves into the often overlooked aspects of hiring and training salespeople. Kelly challenges the traditional approach to hiring, asking the critical question: "What exactly are you hiring salespeople to do?" He argues that clarity in expectations and defining success are crucial to building a high-performing sales team. Kelly also explores the importance of creating a culture of success within your sales team. He emphasizes the need for cl...
Aug 14, 2023•22 min
In this episode of Sales [UN]Training, hosted by Kelly Riggs, our guest David Brock shares his insights on why traditional sales training methods often fall short and how curiosity can be the missing link between your team's current performance and crushing their number. Brock, the CEO of Partners in EXCELLENCE and an experienced sales expert, discusses the importance of curiosity, critical thinking, and problem-solving skills in sales. He highlights the need for salespeople to focus on understa...
Aug 07, 2023•29 min
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