Sales Leadership Podcast

Sales Leadership Podcast

www.xvoyant.com/sales-leadership-podcast
High-Growth Tactics for High-Growth Teams


72: #72: Robert Beattie, Sales Lead, Thomson Reuters — How To Create a Sales Culture Where the Motivated Can Win
Nov 11 • 37 min
Robert was our first-ever guest on the Sales Leadership Podcast, and still one of our most-listened-to episodes. Many subscribers have not yet heard this amazing sales leader, so we decided to bring him back to share the leadership blueprint that has…
71: #71: Steven Broudy of Bevy — Accidentally Involved, Intentionally Successful
Nov 4 • 60 min
Steven Broudy, VP & Head of Sales for Bevy, teaches us about how finding and developing the best people are crucial to maintaining the core values companies must have to reach hyper-growth. Learn why being uncompromising on who you hire by using…
70: #70: Josh Braun of SalesDNA — Empathy Is the Heart of Selling
Oct 28 • 55 min
Josh Braun, the founder of SalesDNA, shows us how sales teams can reach their greatest success when they understand the customer's world. Josh teaches us how to overcome the disconnect between the words reps are saying and what the customer's job is…
69: #69: Meg Kopka of BetterManager — Be a Manager Worth Working For
Oct 21 • 55 min
Meg Kopka of BetterManager joins us and talks with Rob about the crisis facing companies today: research shows that 70% of sales reps leave their jobs because of their managers. Meg recognizes that managing sales teams is a tough job that most are not…
68: #68: Jake Dunlap of Skaled — Building A High-Growth Sales Team That Scales
Oct 14 • 56 min
This week Jake Dunlap, CEO of Skaled Consulting shows us how companies can grow faster and more predictably using technology, consulting, and strategy. Jake describes how sales leaders can eliminate variance by standardizing the set of core competencies…
67: #67: Kelly Roach — How Connecting To Your Reps’ “Big Why” Equates To Sales
Oct 7 • 50 min
Kelly Roach joins the Sales Leadership Podcast and shows us why being fanatical about setting the right tone and expectation can make the difference for your reps. Kelly teaches us how spending part of each day helping each rep improve creates a culture…
66: #66: Mark Kosoglow of Outreach — How to Grow Your Company From $34 to $1 Billion
Sep 30 • 61 min
Mark Kosoglow, VP of Sales at Outreach shows us how to engineer remarkable growth without adding huge amounts of headcount to match. Learn why building the right system for each sales process will solve your toughest problems and how training and enabling…
65: #65: Jason McElhone of RemoteSales — How to Manage Without Micromanaging
Sep 23 • 59 min
Jason McElhone, Founder, and CEO of RemoteSales shows us how in this tightest of job markets, it is essential that you are able to recruit salespeople worldwide. Technology now makes it possible to hire the best salespeople, wherever they are. Learn why…
64: #64: Justin Welsh – How to Eliminate Guesswork
Sep 16 • 54 min
Justin Welsh joins Rob as our first-ever repeat guest. They talk about Justin's keys to eliminating the guesswork as you build a high-growth sales team: Getting the right people, and then the right process. Are you managing data the right way? Justin also…
63: #63: Richard Smith of Refract - How to Build An Effective Coaching Culture
Sep 9 • 58 min
This week's guest is Richard Smith, Co-founder & Head of Sales for Refract. Richard is a champion of sales coaching and tells us how companies are learning the importance of having a coaching culture. He says that hiring the right people for your sales…
62: #62: Michael Gallagher of The Stevie Awards - The Importance of Showing Your Team Appreciation
Sep 2 • 43 min
Michael Gallagher, President of The Stevie Awards talks with Rob on why it is important that a sales leader is able to tell the story of the team's success, and then successfully repeat it. The Stevie Awards help leaders share that story and also gives…
61: #61: Lance Tyson, President and CEO of The Tyson Group - The Importance of Building A Positive Sales Culture
Aug 26 • 59 min
Lance Tyson, President & CEO of the Tyson Group, teaches us some of the things he has learned in a long career of teaching professional sports franchises how to sell. Considering that these businesses are selling something that their customers don't need,…
60: #60: Samantha McKenna - How Knowing Your Customers Drives Success
Aug 20 • 58 min
This episode features Samantha McKenna, Head of Sales, Enterprise NYC for LinkedIn. Samantha is an expert at selling to large enterprise customers, and she shows us how multithreading is essential to win those massive accounts. Her tactics on how to build…
59: #59: Collin Cadmus of Aircall - Trust and Respect: The Foundation of Everything in Sales
Aug 13 • 56 min
This episode features Collin Cadmus, VP of Sales for Aircall. Collin believes the role of a sales leader is to first be a teacher and second build strong relationships with each of your reps. A good sales leader knows how to put the right person in the…
58: #58: James Buckley of Ringlead - The Formula For Sales Excellence
Aug 6 • 57 min
James Buckley, Business Development Manager and Brand Ambassador for Ringlead talks with Rob about how being courteous, professional, patient and persistent will drive success in both sales and life. He believes that if you are working, you need to learn…
57: #57: Joel Rackham - How to Build a Culture of Authenticity in the Workplace
Jul 29 • 53 min
Our latest episode features Joel Rackham, SVP, Global Head of Direct Sales at Marketstar. Joel shows us how culture is more than foosball tables and free soda; it is made up of getting the right process at procedure first. Once you have that set, then…
56: #56: Paul Butterfield of Vonage - How Consistency in the Sales Process Drives Consistency in Outcomes
Jul 23 • 49 min
This week we learn from Paul Butterfield, Head of Global Sales Enablement for Vonage. Paul knows that since the role of sales has changed, the role of sales leaders must also change. He tells us that since hiring new salespeople can be an expensive…
55: #55: Daren Tomey of Revenue Path Group - Being a Co-Pilot and Not a Micromanager
Jul 16 • 61 min
This week Daren Tomey of Revenue Path Group teaches us about the importance of role clarity and how to guide your reps as a co-pilot to reach success. He talks about how using coaching during one-on-ones with each rep can help them focus on the activities…
54: #54: Brandon Bornancin of Seamless.AI - Being Obsessed With Every Detail of Your Sales Process
Jul 9 • 64 min
This episode of the Sales Leadership Podcast features Brandon Bornancin, Founder and CEO of Seamless.AI. Brandon discusses how taking care of his sales teams and obsessing over the details helps his teams win over the short and long term. He compares this…
53: #53: Marius Smyth of Adroll - Keys to High Growth: Consistency, Alignment, and Accountability
Jul 2 • 50 min
This week we learn from a truly international sales leader, Marius Smyth, Global Head of Sales & Customer Operations at AdRoll Group. Marius shows us how having consistency, alignment, and accountability leads to credibility with your sales team as well…
52: #52: Matt Marino of Global Payments - Using Your Customers’ Outcomes as a Measurement for Success
Jun 25 • 54 min
Matt Marino, VP of Sales for Global Payments, teaches us to set the standard for success based on the success of your customers' experiences. He shows us that passion is the rocket fuel for performance and that as you add value to the careers of each of…
51: #51: Mike Lockert of Simplus - Why Listening to Your Customers and Sales Reps Matters
Jun 18 • 47 min
This episode features Mike Lockert, Chief Revenue Officer of Simplus. Mike shares his blueprint for how to keep your sales on the high-growth trajectory. He talks about how culture is a key ingredient to that success, and how it is made up of all the…
50: #50: Jacco van der Kooij of Winning by Design - Double Your Sales Without Doubling Your Sales Team
Jun 11 • 56 min
On our 50th Episode, Jacco van der Kooij, Founder of Winning by Design, joins the Sales Leadership Podcast to talk about how you can become a modern sales leader. Jacco shows us how focusing on what matters most to the customer can grow your sales by 2X…
49: #49: Jen Spencer of SmartBug Media - How to Align Your Sales and Marketing Efforts to Maximize Revenue
Jun 4 • 51 min
In this week's episode, Jen Spencer of SmartBug Media joins us to talk about team. She describes, in detail, a good, authentic approach to creating a "team." According to Jen, you should build a team that compliments your own strength and overshadows your…
48: #48: Ryan O’Hara of LeadIQ - The Art of Prospecting in the Digital Age
May 28 • 53 min
In this week's episode, Ryan O'Hara, VP of Growth and Marketing at LeadIQ, talks about one of the most important skills in Sales: building pipeline. He says you can't have the important conversation about your product and the problems it solves if you…
47: #47: Amy Appleyard of Carbon Black - Using Change as Your Competitive Advantage to Sell More
May 21 • 51 min
This week on the Sales Leadership Podcast, we learn from Amy Appleyard, SVP Global Inside Sales for Carbon Black. Amy talks about how all your competitors are trying to be unique, so to drive high growth you have to give your customers something more. Be…
46: #46: Tamara Schenk of CSO Insights - Leading With a Customer-Centric Sales Strategy
May 14 • 55 min
This week Tamara Schenk, Research Director of CSO Insights, shows us how to use dynamic coaching to gain a two-digit improvement to drive your sales team’s success. She has performed the research that shows how coaching is a skill that can be developed,…
45: #45: Adam Clark of REPAY - Using Laser Focus to Build a High-Growth Company
May 7 • 54 min
In this episode, learn how Adam Clark, Director of Sales for REPAY, measures and manages all sales activities and applies a laser focus to learn what his team is doing well and what could be improved. He subscribes to the idea that if you can't measure…
44: #44: Kevin Hart of Challenger - How to Adopt Disruption Inside Your Sales Organization to Drive Better Results
Apr 30 • 51 min
In this week's episode, Kevin Hart, Vice president of Sales & Marketing at Challenger, shares how disruption can help you get disproportionate results. He says you should start with learning what "good" looks like to your customers, and then do whatever…
43: #43: Kharisma Moraski of Conversica - A Milestone Approach to Sales Leadership
Apr 23 • 50 min
This week we learn from Kharisma Moraski, Vice President of Sales for Conversica. Kharisma started selling at age five and continued an amazing career as a sales leader. Learn how she and her team recognize and utilize the milestones on the path to…
42: #42: Joe Caprio of Chorus,ai—Using Customer Conversations to Drive 1-on-1 Sales Coaching
Apr 16 • 51 min
Less than 5% of sales call information makes it into Salesforce. You can't improve what you don't fully understand, so Joe says to find a way to see what's working. Find a way to see exactly what your customers are saying. If you have a genuine desire to…
41: #41: Tim Clarke of UNCrushed—How Salespeople Can Prevent Burnout And Have A Successful Career
Apr 9 • 48 min
This week's guest is Tim Clarke of UNCrushed. Tim brings a special story today on an important topic. He believes that salespeople need to be wary of the pressure to win, to be a "crusher," because that kind of success comes with negative effects. Tim…
40: #40: Sam Jacobs of Revenue Colective - How To Become a Great Leader and Beat the Odds
Apr 2 • 54 min
This week's guest is Sam Jacobs of Revenue Collective. He believes that sales leaders are in the most volatile position in business. As sales leaders, there are absolutely things that you have to do. As Sam says "We must be great. Great from the get-go."…
39: #39: Woody Klemetson of Divvy - Turning No Into Yes With A Can’t Lose Mentality
Mar 26 • 48 min
This week's guest is Woody Klemetson of Divvy. Woody is a leader presiding over truly hyper growth. He believes that great partnering is the key to growth, making sure that they understand you and your business as well as possible and vice versa. Woody is…
38: #38: Jamie Crosbie of ProActivate—Building a Replicable Sales Process and Formula For Success
Mar 19 • 48 min
This week's guest on the Sales Leadership Podcast is Jamie Crosbie. Jamie believes that it doesn't matter whether you are better or worse than your competition. You have to know why you are different and why that matters. Jamie says that in order to have…
37: #37: Ben Simms of MarketSource—Process Is The Foundation For Everything
Mar 12 • 45 min
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…
36: #36: Keith Rosen—The Blueprint to Coaching Salespeople Into Champions
Mar 4 • 54 min
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…
35: #35: Max Altschuler of Outreach — Using Marketing to Grease the Wheels of Sales
Feb 26 • 49 min
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…
34: #34: Alyson Welch of Twilio—Key Components to World-Class Sales Leadership
Feb 19 • 44 min
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…
33: #33: Kyle Morris of SifData—Building a Bullet-Proof Sales Process
Feb 12 • 43 min
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…
32: #32: Jason Santana of Paychex—See Around the Corners with Your Sales Data
Feb 5 • 50 min
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…
31: #31: Keenan of A Sales Guy—How to Win with a Problem-Centric Sales Process
Jan 29 • 51 min
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…
30: #30: Skye PoVey of Weave—How You Do Anything is How You Do Everything
Jan 22 • 53 min
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…
29: #29: Lacey Bell of Adobe—Want to Build Your Sales Culture? Embrace Everything.
Jan 15 • 47 min
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.…
28: #28: Ryan Cannady of Deere Employees Credit Union—It’s Not the People, It’s the People
Jan 8 • 46 min
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…
27: #27: The Best of the Sales Leadership Podcast, Volume 2
Dec 18, 2018 • 57 min
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…
26: #26: Rob Jeppsen of Xvoyant—The Seven Deadly Sins of Sales Coaching
Dec 11, 2018 • 32 min
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…
25: #25: The Best of the Sales Leadership Podcast, Volume 1
Dec 4, 2018 • 51 min
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,…
24: #24: Doug Landis of Emergence Capital—What Great Sales Leaders Do to Stay in High Growth Mode
Nov 27, 2018 • 53 min
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…
23: #23: Cody Lamens of TINYpulse—Using Engagement as a Competitive Advantage in Sales
Nov 20, 2018 • 45 min
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…
22: #22: Michael Barton of Avery Dennison—Taking What the Market Will Give, and Then Some
Nov 13, 2018 • 42 min
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…
21: #21: Dan Cook of Lucidchart—Scars to Avoid When Scaling Your Sales Team
Nov 6, 2018 • 47 min
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…
20: #20: Ryan Leavitt of Learncore—Attention Salesleaders! It’s Time to Stop, Collaborate and Listen
Oct 30, 2018 • 45 min
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…
19: #19: Matt Millen of Outreach—Going Fast with Certainty and Confidence
Oct 23, 2018 • 44 min
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…
18: #18: Jeff Spencer of Waste Management—Creating a Sales Environment Your Reps Won’t Want to Leave
Oct 16, 2018 • 45 min
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…
17: #17: Sean Murray, Chief Revenue Officer at Salesloft—Healthy Growth vs. Growth: A Blueprint for Organizational Success
Oct 9, 2018 • 41 min
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…
16: #16: Brad Jensen of Motivosity—The 1:1 Is Everything: Getting Real with Every Rep
Oct 2, 2018 • 38 min
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…
15: #15: Kyle Norton of League — Slow is Smooth…Smooth is Fast
Sep 25, 2018 • 43 min
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,…
14: #14: Haley Katsman of Highspot—Creating a Growth Organization (Not Just Sales)
Sep 18, 2018 • 46 min
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…
13: #13: Jacob Heugly of Zions Bancorporation—Teach, Don’t Preach. Show, Don’t Tell.
Sep 11, 2018 • 41 min
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…
12: #12: Justin Hiatt of Workfront—A Sales Leader’s Guide to 90% Retention
Sep 4, 2018 • 44 min
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…
#11: Scott Leese of Qualia—The First Hire Every Sales Leader Should Make, and How to Find Them.
Aug 28, 2018 • 43 min
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…
10: #10: John Barrows of John Barrows Consulting—What High-Growth Sales Leaders Do Differently
Aug 21, 2018 • 45 min
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…
9: #9: Kevin Dorsey of ServiceTitan — Practice? We Talking About Practice?
Aug 14, 2018 • 45 min
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…
#8: Tonni Bennett of Terminus—Out of the Box Thinking Creates Out of the Box Results
Aug 7, 2018 • 39 min
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…
#7: Robert Cornell of Steelhouse—Removing the “Sink” Out of “Sink or Swim”
Jul 31, 2018 • 35 min
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…
#6: Ralph Barsi of ServiceNow—Why You Need a Team of JEDI Salespeople and How to Develop Them.
Jul 24, 2018 • 43 min
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…
#5: Mark Smith of Womply—Trust: The Currency of Every Relationship and How a Sales Leader Can Earn It.
Jul 17, 2018 • 40 min
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.…
#4: Travis Huff of Wayfair—Individual Road Maps for Individual Reps: Moving Past the Minimums to Scale with Swagger
Jul 10, 2018 • 37 min
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,…
#3: Justin Welsh of PatientPop—Obsession with Execution: The Doorway to Hypergrowth
Jul 2, 2018 • 34 min
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…
#2: Robert Beattie of Thomson Reuters—The Double-Digit Growth Playbook
Jun 26, 2018 • 35 min
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…
1: Welcome to the Sales Leadership Podcast
Jun 20, 2018 • 8 min
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…