Sales Leadership Podcast

Episode 37: #37: Ben Simms of MarketSource—Process Is The Foundation For Everything

March 12, 2019 04:15 - 45 minutes - 20.8 MB

This week's episode features Ben Simms, Vice President of Commercial Client Services at MarketSource. Ben is a believer in process. He believes that it is the blue print for what it takes to get into high growth mode and stay there. How does he build a team focused on process? MarketSource is good at making sure that they have their I.C.P. for recruiting and they hire for coachability. Ben believes that coachability is the x-factor in whether you are going to get someone to grow with the comp...

Episode 36: #36: Keith Rosen—The Blueprint to Coaching Salespeople Into Champions

March 05, 2019 04:45 - 54 minutes - 24.8 MB

This week's guest is Keith Rosen, is an undisputed expert in the realm of sales coaching. He believes that the biggest problem that managers have is that "Chief Problem Solver" is the role they adopt because they make assumptions that they need to be a fixer and a closer. He believes that managers are here to maximize human potential and that only 1 in 10 managers is qualified to manage - let alone coach. Keith says that if leaders take the right role, they make their people more valuable. ...

Episode 35: #35: Max Altschuler of Outreach — Using Marketing to Grease the Wheels of Sales

February 26, 2019 05:00 - 49 minutes - 22.7 MB

In this week's episode, Max Altschuler, a consummate salesman and the founder of Sales Hacker, is now Vice President of Marketing at Outreach. He brings the rare perspective of a sales leader who now leads a marketing team. He explains how using your marketing team to send the right message to connect to problems that your customers are experiencing. Max shares many valuable insights and experiences in an episode that you can't afford to miss.

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

February 19, 2019 05:00 - 44 minutes - 20.8 MB

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 a...

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

February 12, 2019 05:00 - 43 minutes - 20 MB

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 m...

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

February 05, 2019 05:00 - 50 minutes - 23.1 MB

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 gre...

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

January 29, 2019 05:30 - 51 minutes - 23.4 MB

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 to...

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

January 22, 2019 05:00 - 53 minutes - 24.5 MB

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.

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

January 15, 2019 05:15 - 47 minutes - 21.8 MB

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/).

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

January 08, 2019 05:00 - 46 minutes - 21.4 MB

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.

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

December 18, 2018 05:00 - 57 minutes - 26.3 MB

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.

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

December 11, 2018 05:00 - 32 minutes - 15 MB

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.

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

December 04, 2018 05:15 - 51 minutes - 23.7 MB

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.

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

November 27, 2018 05:15 - 53 minutes - 24.4 MB

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 to...

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

November 20, 2018 05:15 - 45 minutes - 21 MB

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.

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

November 13, 2018 05:15 - 42 minutes - 19.3 MB

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 dealin...

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

November 06, 2018 05:00 - 47 minutes - 32.8 MB

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 addre...

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

October 30, 2018 04:00 - 45 minutes - 31.5 MB

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!

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

October 23, 2018 04:00 - 44 minutes - 21.1 MB

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...

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

October 16, 2018 04:15 - 45 minutes - 21.5 MB

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 th...

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

October 09, 2018 04:15 - 41 minutes - 19.6 MB

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 crea...

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

October 02, 2018 04:00 - 38 minutes - 18.1 MB

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 Opport...

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

September 25, 2018 04:15 - 43 minutes - 20.4 MB

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 i...

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

September 18, 2018 04:00 - 46 minutes - 22 MB

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 un...

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

September 11, 2018 04:00 - 41 minutes - 19 MB

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...

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

September 04, 2018 04:00 - 44 minutes - 20.5 MB

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 ...

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

August 28, 2018 04:00 - 43 minutes - 20.9 MB

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 n...

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

August 21, 2018 11:15 - 45 minutes - 21.6 MB

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 l...

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

August 14, 2018 04:15 - 45 minutes - 21.8 MB

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 Devel...

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

August 07, 2018 04:15 - 39 minutes - 19.2 MB

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...

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

July 31, 2018 04:15 - 35 minutes - 17.2 MB

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 5...

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

July 24, 2018 04:00 - 43 minutes - 21 MB

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 nex...

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

July 17, 2018 04:00 - 40 minutes - 19.6 MB

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. M...

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

July 10, 2018 16:00 - 37 minutes - 18.3 MB

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 ...

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

July 02, 2018 15:00 - 34 minutes - 16.9 MB

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 ...

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

June 26, 2018 15:45 - 35 minutes - 17.2 MB

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.

Episode 1: Welcome to the Sales Leadership Podcast

June 20, 2018 22:00 - 8 minutes - 12.1 MB

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.