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Sales Leader Podcast

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Location:

United States

Twitter:

@robjeppsen

Language:

English


Episodes

Episode 22: #22: Michael Barton of Avery Dennison—Taking What the Market Will Give, and Then Some

11/13/2018
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This week’s guest brings a ton of experience in taking more from the market. Michael Barton of Avery Dennison shares his process for achieving stretch goals, which includes three major tenets. First, he believes it is all about mentality. Everyone must buy in to take more from the market. You must be in high-growth mode, and if you focus everything you do on that goal, you will achieve it. Second, he believes that you must be even-handed with your team. If you are transparent with your...

Duration:00:42:11

Episode 21: #21: Dan Cook of Lucidchart—Scars to Avoid When Scaling Your Sales Team

11/6/2018
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This week, Dan Cook, Senior Vice President of Sales and Customer Success at Lucidchart, addresses the fact that scaling is no joke. According to Dan, there is no end to the thirst for growth, so you had better learn how to scale your team and your processes. To do that, he believes that reps need to self-assess and design their processes around what they find. In combination with the 1:1 report, self-assessment is the only way to close the communication loop and scale a sales team. He...

Duration:00:47:44

Episode 20: #20: Ryan Leavitt of Learncore—Attention Salesleaders! It's Time to Stop, Collaborate and Listen

10/30/2018
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Today’s guest is Ryan Leavitt, Founder of Learncore and current Head of Growth and Strategy at Showpad. Ryan shares his unique insight into building a team from scratch. His biggest tool? Collaboration. According to Ryan, it teaches resourcefulness for problem-solving, creates accountability, fosters proactiveness, and creates teammates well prepared to execute. He and Rob even get a little nostalgic for the 80’s and Vanilla Ice. Don’t miss this one!

Duration:00:45:52

Episode 19: #19: Matt Millen of Outreach—Going Fast with Certainty and Confidence

10/23/2018
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This week Matt Millen, Senior Vice President of Revenue at Outreach, shares his formula for going FAST. Matt brings his experiences as a professional racing driver to bear on the sales process and shares the wisdom that has helped him create one of the fastest-growing sales teams in the U.S. Matt believes that there are three things that sales leaders must control to be successful: You have to be a storyteller, you have to manage how you spend your time and you have to have the right mindset...

Duration:00:44:48

Episode 18: #18: Jeff Spencer of Waste Management—Creating a Sales Environment Your Reps Won't Want to Leave

10/16/2018
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This week's guest is Jeff Spencer, Sr. Director of Sales Operations and Marketing at Waste Management. Jeff is the architect of one of the most sophisticated sales organizations in the world. Jeff's team of over 3,000 salespeople has impressive results and ridiculously low turnover. Much of the loyalty that a rep has for a company comes from what the coaching process is like, and at Waste Management, Jeff has brought consistency and discipline to the coaching process. He has three traits...

Duration:00:45:33

Episode 17: #17: Sean Murray, Chief Revenue Officer at Salesloft—Healthy Growth vs. Growth: A Blueprint for Organizational Success

10/9/2018
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Sean Murray is the Chief Revenue Officer for SalesLoft. SalesLoft has helped transform how Modern Sales Organizations provide a world-class sales experience. After leadership roles helping launch the Challenger Sale, taking a company public, and now helping SalesLoft accelerate their already impressive growth rate, Sean has a unique perspective on what sales leaders need to focus on. His primary lens: Healthy Growth vs. Growth at all cost. Sean shares a 5-point blueprint to help you create...

Duration:00:41:19

Episode 16: #16: Brad Jensen of Motivosity—The 1:1 Is Everything: Getting Real with Every Rep

10/2/2018
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Brad Jensen is VP of Sales for Motivosity. He's helping disrupt how organizations reward teamwork and connect with each other and has a team that is growing faster than projections called for. Disruption takes energy and effort...a lot of it. Disruption doesn't come easily or quickly and Brad has found 2 "go-to" focus points to help him keep his team in high-growth mode. In this episode, Brad discussed these 2 leverage points and really dives into what he calls "The Greatest Missed...

Duration:00:38:25

Episode 15: #15: Kyle Norton of League — Slow is Smooth...Smooth is Fast

9/25/2018
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Kyle Norton is VP of Sales for League. He has taken advantage of the unique opportunity to take a blank slate and create a high growth sales team from scratch. Kyle is a Black Belt in Jiu-Jitsu and has applied the martial arts approach of "Slow is Smooth, Smooth is Fast" to the sales team. In this episode Kyle shares the importance of Iteration and Innovation as they not only got the sales team built, but how this keeps them aligned with the customers in their markets. Kyle gives killer...

Duration:00:43:06

Episode 14: #14: Haley Katsman of Highspot—Creating a Growth Organization (Not Just Sales)

9/18/2018
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Haley Katsman is Vice President of Account Development, Enablement, and Growth and HighSpot. Her job is to more than just drive sales. She is building a growth organization. Her team fuels the Sales Pipeline of HighSpot as well as the People Pipeline. In this week's episode, Haley discusses the how she's developed a growth organization. She's traded "force-feeding" management strategies and instead has developed a team built on self-awareness and collaboration. Haley's perspective is unique...

Duration:00:46:39

Episode 13: #13: Jacob Heugly of Zions Bancorporation—Teach, Don't Preach. Show, Don't Tell.

9/11/2018
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Commercial Banking is a complex B2B sales motion. Like any complex sales team, these bankers have turned to process and technology to create better customer experiences and to create measurable value. One of the complexities comes in the sheer number of products these bankers have to offer their clients. Jake Heugly of Zions Bancorporation leads one of the most successful fee income teams in the United States. They are growing at an industry-beating rate and are averaging 15 products per...

Duration:00:41:26

Episode 12: #12: Justin Hiatt of Workfront—A Sales Leader's Guide to 90% Retention

9/4/2018
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The Sales Development role is an important one…but a challenging one. So challenging, the turnover rate is consistently between 35-40% annually. Just not at Workfront. Justin Hiatt is VP of Sales Development at Workfront. He’s built a team that not only is crushing their quotas, they’ve built a culture that has resulted in 90% retention rates. In this episode, Justin shares the non-negotiables that has led to a high-performing team that is growing fast, how he’s been able to create clear...

Duration:00:44:58

#11: Scott Leese of Qualia—The First Hire Every Sales Leader Should Make, and How to Find Them.

8/28/2018
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Scott Leese, SVP of Sales at Qualia, is an anti-establishment sales leader who finds ways to maximize his time and impact with each member of the sales team. In this episode, Scott explains how he views his team differently and how he ensures that each rep is set up for success. He believes in doing what you are passionate about and what you are best at. Connecting with each rep and helping them in their personal journey along with getting the right operational help and building a reliable...

Duration:00:43:06

Episode 10: #10: John Barrows of John Barrows Consulting—What High-Growth Sales Leaders Do Differently

8/21/2018
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John Barrows is trainer to the world’s fastest growing companies. But John bristles at the label of “Sales Trainer.” Much of John’s success has come because he is an active, practicing salesperson that shares what he’s learned and tactics that are currently working for him with other organizations. We invited John to the Sales Leadership Podcast to share what he sees the High Growth Sales Leaders do that those wanting to get in high growth mode NEED to do. John outlines what High Growth...

Duration:00:45:17

Episode 9: #9: Kevin Dorsey of ServiceTitan — Practice? We Talking About Practice?

8/14/2018
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Kevin Dorsey runs Sales Development for ServiceTitan. Service Titan is changing how thousands of the world’s most successful home service companies grow and operate their businesses. Under Kevin’s leadership, his team has had head-turning success in helping these previously overlooked business owners optimize their businesses with technology. Kevin has earned a reputation as one of the top trainers and coaches in the business and has scooped up well-deserved accolades including Sales...

Duration:00:45:34

#8: Tonni Bennett of Terminus—Out of the Box Thinking Creates Out of the Box Results

8/7/2018
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Tonni Bennett is VP of Sales for Terminus and joined the company as employee #9. A brand-new company with a brand-new way of creating value in a brand-new market was not going to achieve high-growth with conventional thinking. Tonni shares her approach to building a sales team that not only surpassed their growth goals, they helped fuel the ABM movement. This episode highlights how to encourage big thinking and the how immersing the team in the entire process of building a sales org led to...

Duration:00:39:42

#7: Robert Cornell of Steelhouse—Removing the "Sink" Out of "Sink or Swim"

7/31/2018
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Robert Cornell is VP of Sales for Steelhouse. There’s a reason Steelhouse is the fastest-growing company in advertising today. His approach to leading his team is centered in his commitment to removing “Sink” from “Sink or Swim.” He does it by exhausting all efforts to helping each rep succeed. In this episode Robert shares how this impacts how they onboard, coach, use metrics, and work as a team. The impact is a team with authentic passion and the result is beating aggressive goals by 50%...

Duration:00:35:31

#6: Ralph Barsi of ServiceNow—Why You Need a Team of JEDI Salespeople and How to Develop Them.

7/24/2018
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Ralph Barsi is the Global Sales Development Leader for ServiceNow. He leads a team of Sales Development Reps that fuels the growth of what Forbes Magazine has recently decided is the Most Innovative Company in the World. In the nearly 3 years Ralph has led the global SDR team ServiceNow has seen 380% growth. He’s added 14 offices around the globe, increased headcount over 100% and creates the pipeline that fueled last year’s revenues of over $1.93 Billion. He shares how he creates the next...

Duration:00:43:40

#5: Mark Smith of Womply—Trust: The Currency of Every Relationship and How a Sales Leader Can Earn It.

7/17/2018
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Mark Smith is VP of Sales for Womply. Womply has not only entered high-growth mode….they’ve been there for awhile now. His secret to ongoing growth? It isn’t a sales methodology, technology, or process…though they certainly use all of those things well. The fuel that has helped Mark’s team succeed has been developing trust. Mark shares why trust is the currency of every relationship and how they’ve built a team where trust helps them execute, adapt, and smash all of their sales goals. Mark...

Duration:00:40:26

#4: Travis Huff of Wayfair—Individual Road Maps for Individual Reps: Moving Past the Minimums to Scale with Swagger

7/10/2018
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Travis Huff, Director of B2B Sales for Wayfair has driven growth that resulted in Wayfair being recognized as one of the fastest growing stocks in 2017. His blueprint is simple: Talk is Cheap. Too many leaders talk about key things like onboarding, metrics, playbooks, and coaching. Travis builds process around them. Learn how you can build processes around onboarding and coaching that not only gets reps to revenue quickly, but create consistency in how your leaders connect to the development...

Duration:00:37:32

#3: Justin Welsh of PatientPop—Obsession with Execution: The Doorway to Hypergrowth

7/2/2018
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Welcome to the Sales Leadership Podcast, where the most successful leaders and practitioners of the art and science of sales share their knowledge and insights. Each week, you'll hear froma sales leader who is driving performance that's beating their market. These quota-crushers share actionable strategies and tactics that have fueled their success. Episode 3, Obsession with Execution: The Doorway to Hypergrowth welcomes Justin Welsh, SVP of Sales for PatientPop. Justin shares how obsession...

Duration:00:34:40