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Sales Leader Podcast

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Location:

United States

Twitter:

@robjeppsen

Language:

English


Episodes

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

#2: Robert Beattie of Thomson Reuters—The Double-Digit Growth Playbook

6/26/2018
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Robert Beattie, Dr. Director of Sales For Thomson Reuters joins the podcast to share his leadership blueprint that has helped him achieve double digit growth in a mature, single-digit growth market. He shares his playbook that led to him being awarded 2018 Executive of the Year by the American Association of Inside Sales Professionals (AA-ISP). Rob shares how to create impact as a leader so those that are motivated are able to achieve performance levels faster than even the reps had hoped.

Duration:00:35:19

Episode 1: Welcome to the Sales Leadership Podcast

6/20/2018
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Join Rob Jeppsen for an introduction to the podcast. Each episode will help to answer the biggest question in business: How do you create predictable, repeatable and scalable success? We're here to help, by introducing you to the tactics and practices that the best sales leaders use to drive head-turning success. Rob lets you know what you can expect from each episode and gives you his promise: you'll leave each episode with new ideas to help you drive high growth with your team.

Duration:00:08:32