Best Kelly Riggs Podcasts (2025)

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BEST OF: HIRE BETTER SALESPEOPLE: How to Identify True Hunters vs. Farmers in Sales Hiring Decisions 25:17

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2d ago25:17

25:17

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 salesperson. While many resumes look impressive on paper, the truth is that three out of four salespeople are failing to meet revenue goals, and one of the biggest reasons is misaligned roles. Kelly breaks …

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FIX Bad Sales Habits: The Prep, Coaching, and Call Strategy Every Leader Must Master 27:49

10d ago27:49

27:49

In this episode of Sales [UN]Training, Kelly Riggs tackles one of the most costly and overlooked problems in sales leadership: unprepared sales calls. He opens with a jarring truth that most leaders already suspect—salespeople are practicing on customers because they aren't being coached consistently, and the price companies pay for that lack of pr…

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BUILD Consistent Sales Results: How Predictable Teams WIN with Three Critical Disciplines 27:50

21d ago27:50

27:50

Consistency and predictability — according to Kelly Riggs — are the true holy grail of selling, and in this episode of Sales [UN]Training, he explains exactly how sales leaders can build both into their teams. Kelly starts by challenging the long-held belief that revenue is impossible to predict, arguing instead that the real issue is that most sal…

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STOP Losing Sales: Coaching Adjustments Every Sales Leader Must MASTER for Consistent Results 28:33

28d ago28:33

28:33

In this episode of Sales [UN]Training, Kelly Riggs takes sales leaders inside the real engine of sales performance: coaching that creates meaningful adjustments in real time. Rather than simply teaching new skills and hoping they stick, Kelly explains how true coaching mirrors elite athletics — observing, correcting, and refining behaviors as they …

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BOOST Your Sales Credibility: Master First Impressions, Consultative Selling, and Buyer Trust FAST 20:13

1M ago20:13

20:13

In this episode of Sales [UN]Training, Kelly Riggs confronts a topic many salespeople avoid: professionalism and its direct connection to credibility. Drawing from real research and decades of field experience, Kelly shows how first impressions influence trust long before a salesperson asks a single question. Whether you sell to blue-collar environ…

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Best Of: The REAL Value of AI for Salespeople with Jeff Bajorek 23:11

1M ago23:11

23:11

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 ChatGPT and start using it to actually improve your sales game. Salespeople love shortcuts—but AI isn't one. In this episode of Sales [UN]Training, Kelly is joined by Jeff Bajorek to dismantle the lazy ap…

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STOP Practicing on Customers: What Sales Leaders MUST Learn From Pro Sports Training 21:16

2M ago21:16

21:16

Stop letting your salespeople practice on customers and wondering why they fail under pressure. This episode explains how to adopt the pro sports model of repetitive practice and coaching to build skills that stick. Why do three out of four salespeople fail to meet their revenue targets? The problem isn't the salespeople; it's the training model. W…

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WHY SELLING IS SO HARD: The Toughest Job in Business 28:46

2M ago28:46

28:46

Kelly celebrates two years of transforming how professionals think about sales — and tackles one of the biggest questions in the business world: why is selling so hard? Drawing from decades of experience, Kelly unpacks the long list of skills every salesperson must master — from systems and product knowledge to industry fluency, customer psychology…

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The #1 SECRET to Active Listening in Sales: How PREPARATION Unlocks What Your Prospect Really Means 27:56

2M ago27:56

27:56

Stop pitching at the first buying signal and learn the real secret to effective selling: listening. Discover the critical questions you're not asking—like "how do you feel?"—that unlock the motivations, emotions, and information needed to build trust and win the deal. Salespeople are trained to talk, not to listen. We load them with product knowled…

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STOP Selling, START Listening: How Great Salespeople Build Real Relationships | Sales [UN]Training 20:55

2M ago20:55

20:55

Most salespeople think they're great listeners—but Kelly Riggs says they're wrong. In this episode of Sales [UN]Training, Kelly explores the critical difference between "hearing" and "listening to learn." Using lessons from psychology and real-world sales experience, he reveals why too many reps focus so hard on pitching that they miss what's actua…

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ASK Better, LISTEN Harder: How Great Salespeople Win More Deals 22:21

3M ago22:21

22:21

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 salesperson's voice, leaving little room to learn what really matters to the buyer. Kelly explains why that's a critical mistake and how asking the right questions is the foundation of every successf…

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HIRE BETTER SALESPEOPLE: How to Identify True Hunters vs. Farmers in Sales Hiring Decisions 25:17

3M ago25:17

25:17

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 salesperson. While many resumes look impressive on paper, the truth is that three out of four salespeople are failing to meet revenue goals, and one of the biggest reasons is misaligned roles. Kelly breaks …

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Stop First Meeting FAILS: Sales Strategy Tips from Lee Salz, Author of The First Meeting Differentiator 25:52

3M ago25:52

25:52

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 value, and emotional engagement can change the sales game. In this episode of Sales [UN]Training, host Kelly Riggs sits down with best-selling author Lee Salz to tackle one of the most overlooked — and c…

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WIN in Sales or LOSE Everything: Competition, Mindset, and Sales Leadership Secrets 19:32

3M ago19:32

19:32

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 ways sales teams "play the game" and how mindset separates the elite from the average. Selling isn't just a job—it's a competition, and Kelly wants to make sure you're playing to win. In this episode…

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SPEED UP Sales Onboarding 🚀 | Why Training Fails & What VPs Must Fix to Build Consistent Talent 25:14

4M ago25:14

25:14

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 framework that sales leaders can actually use. How long should it take for a brand-new salesperson to reach competency? If you ask ten sales leaders, you'll get ten different answers—ranging anywhere…

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Best of Sales [UN]Training: What Deion Sanders Can Teach You About Transforming Your Sales Team 20:12

4M ago20:12

20:12

Stop trying to incrementally improve a broken system. Discover why radical, Deion Sanders-style transformation is the only way to fix the systemic issues holding your sales team back from explosive growth. We're on a short summer break. New episodes will return in September. In the meantime enjoy this episode in honor of College and NFL football re…

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Best Of Sales [UN]Training: Sales Training FAILS Because Leaders Make THESE Mistakes. TRANSFORM Your Sales Team Now! 24:18

4M ago24:18

24:18

Could your team's sales training routines be considered a "dumpster fire"? Kelly Riggs explains why salespeople won't participate in training and reveals the systemic problems, and surprising solutions, to the sales training problem. In this episode of Sales [UN]Training, host Kelly Riggs addresses the frustrating reality for many sales leaders: th…

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Create Buyer URGENCY: The 7 Critical Psychological Steps You Must Master to Close Any Deal 20:39

5M ago20:39

20:39

Stop overwhelming prospects with information; it isn't persuasive and it's killing your deals. Discover the seven critical psychological steps you must guide a buyer through to build trust, prove value, and create urgency. In this episode of Sales [UN]Training, host Kelly Riggs tackles one of the most common and costly mistakes in sales: believing …

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Christian Henningmeyer Alcoholic by 6 8:29

5M ago8:29

8:29

Christian has to be one of the youngest drinkers on the show. He's lived a wild life and is sharing it with us, and it's all thanks to his pops. Tour starts back up This week doing the Windy City Comedy Festival. Christian Socials: https://www.instagram.com/blablameyer/ https://www.youtube.com/channel/UCtgvIgMuV-m8Db7AAwLlf2w https://www.instagram.…

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Is Your VALUE Even Valuable? How to leverage your competitive advantages. 27:36

5M ago27:36

27:36

Everyone throws around "value," but most salespeople can't actually communicate it. Kelly explains why credibility comes first—and how selling ROI without trust is just noise. "Value" might be the most overused and misunderstood word in sales. Sales leaders preach value propositions, ROI claims, and solution-based selling—but when your reps hit the…

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Sales Dumpster Fire #6: The ONE Thing Most Salespeople Sell is the ONE Thing Customers Don't Buy 21:09

5M ago21:09

21:09

Salespeople are taught to sell product features, yet prospects almost never buy them. This episode breaks down why this common sales tactic fails and reveals how to connect with what customers actually want. Still leading sales calls with product features? Kelly says that's not just outdated—it's losing you deals. In this episode of Sales [UN]Train…

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STOP Blaming Salespeople! 4 Leadership Fails That DESTROY Accountability | Fix Sales Performance 19:59

6M ago19:59

19:59

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 your reps aren't owning their results, you might be looking in the wrong direction. In this episode of Sales [UN]Training, Kelly pulls no punches: "It's not them—it's you." From vague expectations to weak tr…

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6 Sales Phrases That DESTROY Credibility with Prospects | How to Fix Your First Impressions 18:29

6M ago18:29

18:29

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 the deal. This week, Kelly calls out one of the most common—and costly—mistakes salespeople make: sounding exactly like every other salesperson your prospect's ever met. If your opener screams "commis…

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How Sales Leaders Can Use ChatGPT Roleplay to Fix Sales Training Fails and Boost Cold Call Wins 31:49

6M ago31:49

31:49

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 discovery sessions so your team doesn't practice on prospects. Three out of four salespeople are failing. Why? Because most sales training stops short of actual practice. In this episode, Kelly is join…

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Why Salespeople REFUSE to Change | Fixing Sales Coaching, Training & Team Development 📈 20:35

6M ago20:35

20:35

Most salespeople say they want to improve, but never actually change—and sales leaders let them off the hook. Kelly explains how mindset, repetition, and the absence of deadlines are sabotaging your team's potential. You hear it all the time: "I want to get better at sales." But the truth? Most salespeople won't change—and most sales leaders don't …

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Drunk @ His Dad's Funeral - Ft. Harrison Butler 9:33

6M ago9:33

9:33

Another Lovely episode from Bombs away comedy club. This episode we have arguably the biggest Cincinnati Bengals Fan in the country tell his fun drinking stories and talks about how deep his love is for his team. Strap in for a fun one Harrison's Socials https://www.instagram.com/harrisonthecomedian/ https://ztvonline.com/harrisonthecomedian?fbclid…

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Mormons Do Drugs Too- ft Steven Baer 7:54

6M ago7:54

7:54

Back with another live episode from one of my favorite clubs in the midwest, Bombs Away (we'll be back in December!!) We talk about drugs mainly cause Steven knows how to have a good time. Its a shorty but a goody, I hate that i typed that out. yall follow him on social media and be on the lookout for the fall dates. We bookin them out now! Steven …

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Stupidity Is His Super Power- Ft. Addison Oneal 27:11

7M ago27:11

27:11

We back again this time in studio with the very funny Addison Oneal, who shared a plethera of stories. We talked shrooms, weed, and of course alcohol. He flew too close to the sun a couple times and just like Icarus and met God a couple times. Addison Socials: https://www.instagram.com/addisononeal25/ Ticket Links: https://www.exploretock.com/mybud…

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Roleplay Sales Calls With ChatGPT? Yes—and Here's Why It Works 37:13

7M ago37:13

37:13

Three out of four salespeople are falling short, despite having mountains of available training content at their fingertips. In this episode, Kelly is joined again by Jeff Bajorek to tackle the real issue: why sales organizations fail to execute—even when they know what to do. ChatGPT joins the show (yes, literally) to offer insight into how AI can…

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Panties Be In Your Purse 16:22

7M ago16:22

16:22

First and foremost, it feels good to be back BABYYYY. Long little break but we back like we never left. This is a Live Episode recorded at Bombs Away Comedy Club with one of my favorite regulars on the show. We talked about Karinnes terrible dating choices while drunk and, let me tell you it got... interesting to say the least, if you couldn't tell…

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75% of Your Team is Failing—Here's Why Sales Training Doesn't Stick (and What to Do About It) | Sales Dumpster Fire #5 24:18

7M ago24:18

24:18

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 lack of engagement might just be your fault. Three out of four salespeople are missing quota. But it's not always because they're lazy, unmotivated, or disinterested—often, it's because sales leaders…

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Are You Neglecting the Most CRITICAL Part of the Sale? MASTERING Delivery Will Revolutionize Your Sales Team 26:42

7M ago26:42

26:42

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 you up for the next one. You did the hard work. You prospected, qualified, presented, and closed. But if you think the job's done, think again. In this episode of Sales [UN]Training, Kelly sounds the…

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Sales VP Mistakes COSTING Growth | Fix Marginal Reps or Let Them Go? | 3 Keys to Development Plans 22:38

7M ago22:38

22:38

Why are so many sales teams built around underperformers? Kelly breaks down the hard truth behind marginal reps, the hamster-wheel excuses that keep them on payroll, and what it really takes to fix it. Every sales leader has faced it: the likable but ineffective rep who never quite makes quota—and never quite gets fired. In this episode of Sales [U…

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Can ChatGPT TRAIN Sales Reps? | Coaching, Objections & Why Role Play MATTERS 20:05

8M ago20:05

20:05

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 challenges everything you thought you knew about sales development. Together, the trio breaks new ground, asking whether AI can play a real role in sales development and coaching. Spoiler alert: the …

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Sales Leaders: STOP Solving the Wrong Problem | 3 Sales Root Causes You're Ignoring 23:34

8M ago23:34

23:34

Why do so many salespeople miss their numbers—even after training, reporting, and CRM rollouts? Because too often, sales leaders are solving symptoms instead of real problems. In this episode of Sales [UN]Training, Kelly shares a powerful metaphor that starts with chronic back pain but lands squarely on why your team isn't performing. You'll hear t…

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3 Things Sales Leaders MUST Do in Uncertain Economic Times | Tariffs, Recession & Quotas Still Due 26:29

8M ago26:29

26:29

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, inflation, and buyer hesitation. Interest rates. Tariffs. Economic chaos. Sales leaders are facing real headwinds—but does that give your team a free pass? In this episode of Sales [UN]Training, Kelly lays…

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Training Your Tech Team to Sell, Lessons in Trust and Real Sales Leadership | Crush Your Number #4 29:06

9M ago29:06

29:06

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 more than product expertise. In this episode of Sales [UN]Training, Kelly sits down with Kermitt Francis, a former auditor and coder turned Director of Business Development, who shares exactly what ma…

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Your Annual Sales Meeting is NOT Sales Training | Sales DUMPSTER FIRE #5 25:38

9M ago25:38

25:38

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 we keep getting it wrong and what sales leaders can do to finally make these meetings matter. Sales kickoff meetings have become a staple in the corporate world — packed hotel ballrooms, slick presenta…

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Why Most Sales Teams Fail at Discovery and What Sales Leaders MUST Do to Fix It - The Answer BEHIND the Answer 18:57

9M ago18:57

18:57

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 discovery training sabotages your team and what to do instead. Discovery is the most important phase of the sales process—and the one most salespeople get totally wrong. In this episode of Sales [UN]Training…

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Unlocking ChatGPT for Sales Training, Role Play & Prospecting: The REAL Value of AI for Salespeople with Jeff Bajorek, Outbound Squad 23:11

9M ago23:11

23:11

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 ChatGPT and start using it to actually improve your sales game. Salespeople love shortcuts—but AI isn't one. In this episode of Sales [UN]Training, Kelly is joined by Jeff Bajorek to dismantle the lazy ap…

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Why Your Best Sales Tool Is Going to Waste – Fix This Common Sales Training Mistake 19:02

10M ago19:02

19:02

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 are the key to effective training and how they separate top sellers from the rest. Instead of training sales reps to memorize product specs and generic value statements, companies should be arming th…

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Enough Already with "Sales is About Relationships"! Here's the REAL Key to WINNING Deals 19:43

10M ago19:43

19:43

Salespeople love to say that selling is all about relationships—but they're wrong. In this episode, Kelly breaks down why trust, not just relationships, wins deals and what salespeople must do differently to stop losing on price. For years, sales trainers have drilled the idea that "selling is all about relationships." But what if that's not just m…

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Why Sales Leaders Must Prioritize 1:1 Meetings – The Secret to Coaching & Building Stronger Teams 22:40

10M ago22:40

22:40

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, Kelly Riggs breaks down why structured 1:1s are a game-changer for coaching, accountability, and building a high-performance sales culture. Time is the number one excuse sales leaders give for avoid…

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The Biggest Mistake New Sales Leaders Make & How to Fix It | Sales DUMPSTER FIRE #4 21:53

10M ago21:53

21:53

Promoting top salespeople into leadership roles often backfires when they continue to close deals instead of developing their team. In this episode, Kelly Riggs breaks down why this common mistake stifles growth and shares a powerful strategy to turn new sales managers into effective leaders. Why do so many great salespeople struggle when they beco…

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Sales Training Secrets: How to Ramp Up New Sales Reps for Success with Brandon White, VP of Sales at Multivac 25:05

10M ago25:05

25:05

Brandon White, VP of Sales & Marketing at Multivac, shares his 22-year sales journey from administrator to executive, offering firsthand insights on what it really takes to ramp up new sales reps effectively. Learn why most sales training fails, the critical role of leadership in development, and how to transform your sales team into high performer…

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Are Salespeople Manipulative? The Truth About Influence & Trust in Sales 21:49

11M ago21:49

21:49

Is selling just another form of manipulation, or is it about real influence? In this episode, Kelly unpacks the fine line between persuasion and deception, exposing the biggest mistakes in sales training that are ruining trust and results. Are salespeople manipulative? It's a question that makes most sales pros uncomfortable, but the truth might su…

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How to Immediately Spot an Amateur Salesperson: 1 Mistake Salespeople Consistently Make 21:10

11M ago21:10

21:10

Most salespeople unknowingly make one amateur mistake that sabotages their success from the very first call. In this episode, we expose the biggest indicator of untrained selling and reveal the strategy that top sales pros use to win more deals. Are your salespeople making the #1 mistake that instantly signals they're amateurs? If you've ever sat i…

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The 1st Step in Changing the Way You Train Salespeople 27:50

11M ago27:50

27:50

Most sales training fails because it focuses on products instead of outcomes. Kelly explains how shifting to an outcome-driven sales strategy can transform your team's performance and shares actionable steps to make this change today. "Three out of four salespeople are failing. Why? Because we're training them all wrong." Kelly Riggs pulls no punch…

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How to Identify & Fix Underperforming Salespeople: Uncovering Hidden Gaps in Sales Performance 26:45

12M ago26:45

26:45

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 of Sales [UN]Training, Kelly Riggs tackles one of the most frustrating challenges for sales leaders: identifying and addressing hidden performance gaps. With a no-nonsense approach, Kelly highlights …

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Best Of: Mastering Sales Predictability: Dave Kurlan on Commitment, Process & Consultative Selling 33:17

1y ago33:17

33:17

In this episode of Sales [UN]Training, host Kelly Riggs welcomes back sales expert and Objective Management Group (OMG) founder Dave Kurlan to uncover the "holy grail" of sales success: predictability and consistency. Drawing on over 35 years of experience and data from assessing 2.4 million salespeople, Kurlan explains why desire and commitment ar…