Sales [UN]Training
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Sales [UN]Training
Your weekly sales strategy guide that will rewire your sales brain to bust bad habits and crush your number. The way that companies train salespeople is broken. Host Kelly Riggs discusses what ACTUALLY works in sales with leading experts in our industry. Forget what you think you know about sales....
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109 Episoden
ASK Better, LISTEN Harder: How Great Salespeople Win More Deals
In this episode of Sales [UN]Training, Kelly Riggs tackles one of the most overlooked skills in sales—listening. Most sales calls are dominated by the...
HIRE BETTER SALESPEOPLE: How to Identify True Hunters vs. Farmers in Sales Hiring Decisions
In this episode of Sales [UN]Training, host Kelly Riggs tackles one of the most critical challenges sales leaders face—hiring the right kind of salesp...
Stop First Meeting FAILS: Sales Strategy Tips from Lee Salz, Author of The First Meeting Differentiator
Kelly and Lee Salz break down why most salespeople fail at the very first meeting — and what to do instead. They uncover how playbooks, meaningful val...
WIN in Sales or LOSE Everything: Competition, Mindset, and Sales Leadership Secrets
Kelly breaks down why selling is truly a competition and why there’s no reward for second place. In this episode of Sales [UN]Training, he shares four...
SPEED UP Sales Onboarding 🚀 | Why Training Fails & What VPs Must Fix to Build Consistent Talent
How long does it really take for a new salesperson to become competent? Kelly Riggs challenges the myths, shares data on failure rates, and lays out a...
Best of Sales [UN]Training: What Deion Sanders Can Teach You About Transforming Your Sales Team
Stop trying to incrementally improve a broken system. Discover why radical, Deion Sanders-style transformation is the only way to fix the systemic iss...
Best Of Sales [UN]Training: Sales Training FAILS Because Leaders Make THESE Mistakes. TRANSFORM Your Sales Team Now!
Could your team's sales training routines be considered a "dumpster fire"? Kelly Riggs explains why salespeople won't participate in training and reve...
Create Buyer URGENCY: The 7 Critical Psychological Steps You Must Master to Close Any Deal
Stop overwhelming prospects with information; it isn't persuasive and it's killing your deals. Discover the seven critical psychological steps you mus...
Is Your VALUE Even Valuable? How to leverage your competitive advantages.
Everyone throws around “value,” but most salespeople can’t actually communicate it. Kelly explains why credibility comes first—and how selling ROI wit...
Sales Dumpster Fire #6: The ONE Thing Most Salespeople Sell is the ONE Thing Customers Don't Buy
Salespeople are taught to sell product features, yet prospects almost never buy them. This episode breaks down why this common sales tactic fails and...
STOP Blaming Salespeople! 4 Leadership Fails That DESTROY Accountability | Fix Sales Performance
Why do salespeople struggle with accountability? Kelly shows how the real problem often starts at the top—and what you can do to change it.
If y...
6 Sales Phrases That DESTROY Credibility with Prospects | How to Fix Your First Impressions
If you sound like a salesperson, you're toast. Kelly walks through six dead-giveaway phrases that kill your credibility before you ever get a shot at...
How Sales Leaders Can Use ChatGPT Roleplay to Fix Sales Training Fails and Boost Cold Call Wins
Sales reps don’t get enough reps—and it’s killing performance. Kelly and guest Jeff Bajorek show how ChatGPT can simulate high-stakes cold calls and d...
Why Salespeople REFUSE to Change | Fixing Sales Coaching, Training & Team Development 📈
Most salespeople say they want to improve, but never actually change—and sales leaders let them off the hook. Kelly explains how mindset, repetition,...
Roleplay Sales Calls With ChatGPT? Yes—and Here's Why It Works
Three out of four salespeople are falling short, despite having mountains of available training content at their fingertips. In this episode, Kelly is...
75% of Your Team is Failing—Here's Why Sales Training Doesn't Stick (and What to Do About It) | Sales Dumpster Fire #5
Sales training fails when it becomes a box to check instead of a culture to create. Kelly explains how sales leaders set the tone, and why your team’s...
Are You Neglecting the Most CRITICAL Part of the Sale? MASTERING Delivery Will Revolutionize Your Sales Team
You won the deal. Now what? Kelly explains why execution—not the close—is what separates pros from amateurs, and how being present after the sale sets...
Sales VP Mistakes COSTING Growth | Fix Marginal Reps or Let Them Go? | 3 Keys to Development Plans
Why are so many sales teams built around underperformers? Kelly breaks down the hard truth behind marginal reps, the hamster-wheel excuses that keep t...
Can ChatGPT TRAIN Sales Reps? | Coaching, Objections & Why Role Play MATTERS
Kelly and Jeff Bajorek team up with a unique guest—ChatGPT—to explore how AI can actually train sales reps. From role play to resilience, this episode...
Sales Leaders: STOP Solving the Wrong Problem | 3 Sales Root Causes You're Ignoring
Why do so many salespeople miss their numbers—even after training, reporting, and CRM rollouts? Because too often, sales leaders are solving symptoms...
3 Things Sales Leaders MUST Do in Uncertain Economic Times | Tariffs, Recession & Quotas Still Due
The market’s unpredictable—but your sales team still has a number to hit. Kelly outlines 3 must-do actions for sales leaders navigating tariffs, infla...
Training Your Tech Team to Sell, Lessons in Trust and Real Sales Leadership | Crush Your Number #4
Sales managers often dream about turning their best technical minds into sales machines—but more often than not, it falls flat. Why? Because it takes...
Your Annual Sales Meeting is NOT Sales Training | Sales DUMPSTER FIRE #5
Most sales kickoff meetings are a massive waste of time and money — and worst of all, they’re not actually training your team. Kelly breaks down why w...
Why Most Sales Teams Fail at Discovery and What Sales Leaders MUST Do to Fix It - The Answer BEHIND the Answer
Most salespeople never get the real information they need to close deals—and it's not their fault. In this episode, Kelly breaks down how poor discove...
Unlocking ChatGPT for Sales Training, Role Play & Prospecting: The REAL Value of AI for Salespeople with Jeff Bajorek, Outbound Squad
Most salespeople are using AI wrong—and it's showing. Kelly and guest Jeff Bajorek of Outbound Squad unpack how to stop getting generic junk from Chat...
Why Your Best Sales Tool Is Going to Waste – Fix This Common Sales Training Mistake
Most companies completely ignore their best sales tool—one that’s right in front of them. In this episode, Kelly breaks down why sales success stories...
Enough Already with "Sales is About Relationships"! Here's the REAL Key to WINNING Deals
Salespeople love to say that selling is all about relationships—but they’re wrong. In this episode, Kelly breaks down why trust, not just relationship...
Why Sales Leaders Must Prioritize 1:1 Meetings – The Secret to Coaching & Building Stronger Teams
Sales leaders often claim they don’t have time for one-on-one meetings—but what if skipping them is costing you more time and revenue? In this episode...
The Biggest Mistake New Sales Leaders Make & How to Fix It | Sales DUMPSTER FIRE #4
Promoting top salespeople into leadership roles often backfires when they continue to close deals instead of developing their team. In this episode, K...
Sales Training Secrets: How to Ramp Up New Sales Reps for Success with Brandon White, VP of Sales at Multivac
Brandon White, VP of Sales & Marketing at Multivac, shares his 22-year sales journey from administrator to executive, offering firsthand insights on w...
Are Salespeople Manipulative? The Truth About Influence & Trust in Sales
Is selling just another form of manipulation, or is it about real influence? In this episode, Kelly unpacks the fine line between persuasion and decep...
How to Immediately Spot an Amateur Salesperson: 1 Mistake Salespeople Consistently Make
Most salespeople unknowingly make one amateur mistake that sabotages their success from the very first call. In this episode, we expose the biggest in...
The 1st Step in Changing the Way You Train Salespeople
Most sales training fails because it focuses on products instead of outcomes. Kelly explains how shifting to an outcome-driven sales strategy can tran...
How to Identify & Fix Underperforming Salespeople: Uncovering Hidden Gaps in Sales Performance
Have you ever faced an underperforming salesperson whose numbers just don’t reflect their potential, and you can’t pinpoint the issue? In this episode...
Best Of: Mastering Sales Predictability: Dave Kurlan on Commitment, Process & Consultative Selling
In this episode of Sales [UN]Training, host Kelly Riggs welcomes back sales expert and Objective Management Group (OMG) founder Dave Kurlan to uncover...
Why Salespeople Hate Practice—and Why It’s Non-Negotiable for Success
In this thought-provoking episode of Sales [UN]Training, Kelly Riggs dives into one of the most polarizing topics in sales: practice and role play. Wh...
Best Of: Unsticking Sales, James Muir’s Sales Training Secrets to Closing Deals
In this insightful episode of Sales [UN]Training, host Kelly Riggs is joined by James Muir, author of The Perfect Close, to tackle the challenges of s...
Best Of: Biggest Sales Leadership Mistakes & How to Fix Them
In this special compilation episode of Sales [UN]Training, Kelly Riggs dives into the recurring pitfalls that sales leaders face when building and man...
Revolutionizing Sales Training: Why Psychology and Emotional Intelligence Are Key for Sales Managers
In this engaging episode of Sales [UN]Training, Kelly Riggs welcomes special guest Robin Burr, a UK-based sales coach renowned for his expertise in th...
SALES DEBATE: Top 3 Mistakes Made by Sales Leaders with Paul Fuller
In this episode of Sales [UN]Training, Paul Fuller, the Chief Revenue Officer at Membrain, stops by to break down the top three mistakes sales leaders...