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Sales Leader Podcast

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Location:

United States

Twitter:

@robjeppsen

Language:

English


Episodes

Episode 34: #34: Alyson Welch of Twilio—Key Components to World-Class Sales Leadership

2/19/2019
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This week's guest is Alyson Welch. Alyson is the VP of Sales for Twilio. Her number one priority is wearing her customer's shoes and understanding the customer's voice. She also believes that as a leader, you have to have performed as a salesperson. You have to have the cadence and operational discipline, but you also need the personality. empathy and energy for your team and your customers. By doing so, you can be in charge of your own destiny. Join Rob and Alyson for this insightful look...

Duration:00:44:35

Episode 33: #33: Kyle Morris of SifData—Building a Bullet-Proof Sales Process

2/12/2019
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This week's guest on the Sales Leadership Podcast is Kyle Morris, founder of SifData. Kyle is a former Special Forces Army Ranger who offers insights from his military experience that he has applied to his highly successful company. He believes that it's hard to stay in high-growth mode for a long period of time. The only chance you have is to have a bullet-proof sales process. According to Kyle, you have to have systems to find the right people and then have systems to plug them into. A...

Duration:00:43:37

Episode 32: #32: Jason Santana of Paychex—See Around the Corners with Your Sales Data

2/5/2019
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This week's guest is Jason Santana, Senior Director of Sales Strategy and Operations at Paychex. Jason believes that culture is either your greatest asset or your greatest challenge. Coming from a background of data science and sales leadership, Jason has a unique understanding of their relationship to culture. He answers the question: how do you use data and still maintain personal connections? He believes that data is what makes it so you can individualize with people. Jason gives some...

Duration:00:50:25

Episode 31: #31: Keenan of A Sales Guy—How to Win with a Problem-Centric Sales Process

1/29/2019
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In this episode, Rob interviews a big name in the sales world—Keenan from A Sales Guy. Keenan believes that selling has become too tactical and product-centric. He believes you should sell to the gap between the current state and the future state by finding the problems in the market and concentrating on them. For Keenan, understanding your prospect's problems is the most important part of the sales process. He gives a multitude of actionable examples of how to find and define this gap how...

Duration:00:51:11

Episode 30: #30: Skye PoVey of Weave—How You Do Anything is How You Do Everything

1/22/2019
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In this week's podcast, Skye PoVey of weave talks about how he builds a culture that empowers his people and teaches them to become leaders themselves. Learn how he uses his passion to develop people to become the best they can be, whether they are selling software services or selling hot dogs in NYC. Skye’s mantra of “How you do anything is how you do everything” drives his success and has helped him drive high growth at Weave.

Duration:00:53:40

Episode 29: #29: Lacey Bell of Adobe—Want to Build Your Sales Culture? Embrace Everything.

1/15/2019
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This week's guest on the Sales Leadership Podcast is Adobe's Lacey Bell. Lacey is the GVP, Adobe Target Sales of North America Adobe. Lacey has a tangible enthusiasm for her team. She believes in appreciating internal networks and celebrating diversity. Enabling her team is Job One and supporting Women in Sales is her passion (https://www.linkedin.com/company/utah-women-in-sales/).

Duration:00:47:32

Episode 28: #28: Ryan Cannady of Deere Employees Credit Union—It's Not the People, It's the People

1/8/2019
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This week's podcast features Ryan Cannady of Deere Employees Credit Union. Ryan goes into great detail about what he means when he says "It's the People." And it's not what you think. He talks about building an extraordinarily motivated and driven team by concentrating on the coaching relationship. Ryan believes if you invest in your people, your numbers and success will come as they feel chalenged and rewarded.

Duration:00:46:42

Episode 27: #27: The Best of the Sales Leadership Podcast, Volume 2

12/18/2018
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We've taken the best of our first 25 episodes and found the common traits that these great leaders share. In Volume 2, Rob Jeppsen breaks down episodes with Doug Landis, Cody Lamens, Michael Barton, Dan Cook, Ryan Leavitt, Matt Millen, Jeff Spencer, Sean Murray, Brad Jensen, Kyle Norton, and Haley Katsman. You will be surprised at how closely these leaders' messages align. So enjoy this holiday gift from the Sales Leadership Podcast team.

Duration:00:57:23

Episode 26: #26: Rob Jeppsen of Xvoyant—The Seven Deadly Sins of Sales Coaching

12/11/2018
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In this week's episode, we flip the tables and Rob is interviewed by past guest Doug Landis of Emergence Capital. Doug gets right to the point: How do you make coaching better and be relevant to every rep? Rob goes into detail on the Seven Deadly Sins of Sales Coaching and gives can't miss advice on identifying and overcoming each of the sins. This week is Rob's holiday gift to sales coaches everywhere and you will be a better coach for listening.

Duration:00:32:46

Episode 25: #25: The Best of the Sales Leadership Podcast, Volume 1

12/4/2018
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We've taken the best of our first 25 episodes and found the common traits that these great leaders share. In Volume 1, Rob Jeppsen breaks down episodes with Robert Beattie, Justin Welsh, Travis Huff, Mark Smith, Ralph Barsi, Robert Cornell, Tonni Bennett, Kevin Dorsey, John Barrows, Scott Leese, Justin Hiatt, and Jacob Heugly.

Duration:00:51:40

Episode 24: #24: Doug Landis of Emergence Capital—What Great Sales Leaders Do to Stay in High Growth Mode

11/27/2018
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This week’s guest is Doug Landis of Emergence Capital. He an icon in the Sales industry. Doug asks a simple question of salespeople: Who’s voice are you using? Too often salespeople find themselves speaking with the voice that they think the company wants. Doug is committed to speaking with the voice of the customer, and he gives actionable advice on building the listening function into your leadership process. He believes it is your most competitive advantage and that the 1:1 is the place...

Duration:00:53:11

Episode 23: #23: Cody Lamens of TINYpulse—Using Engagement as a Competitive Advantage in Sales

11/20/2018
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This week Cody Lamens of TinyPulse talks about how engagement drives not just how hard you work, but how effective you are in your efforts. He describes how sales leaders can face and defeat challenges by adapting and adjusting to the pressure and opposition. Cody brings great success to TinyPulse by tuning his processes and building passion in his teams through effort, quality, and open communication.

Duration:00:45:54

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