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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Training for the Competitors You Don't See
Salespeople often assume they're losing deals to competing vendors, but what if the biggest threats to winning business aren't competitors at all?
Are You Focused on the Wrong Things? How focusing on metrics and activities leads to bad conclusions AND takes the fun out of selling.
Many sales leaders spend countless hours tracking calls, proposals, meetings, pipeline movement, and CRM activity. But what if that focus is actually...
Follow-up Failure Kills Future Opportunities
In this episode of Sales [UN]Training, Kelly Riggs tackles one of the most overlooked skills in professional selling: follow-up. Drawing from recent p...
What Gives Salespeople Away Every Time
Are your people there to sell a product...or are they there to help a customer? Ever wonder if your sales reps are completely killing deals in the fir...
BEST OF: FIX Your Sales Presentations: How Better Training Creates WINNING Solution Conversations
Sales presentations don't fail by accident—they fail by design. In this episode of Sales [UN]Training, Kelly Riggs breaks down why most solution prese...
Good Ideas (Based on Bad Assumptions) Are Crippling Sales Leadership
In this episode of Sales [UN]Training, Kelly Riggs challenges one of the most common—and costly—habits in sales leadership: making assumptions. From d...
BEST OF: How to Solve Your BIGGEST Sales Headache
In this episode of Sales [UN]Training, Kelly gets to the root cause of many sales problems and it all comes back to people. The systemic issues plagui...
VP Sales: Why Your Team is STAGNANT and How to FIX Your Leadership Problems Immediately
In this episode of Sales [UN]Training, Kelly Riggs walks through a real-world sales scenario that looks successful on the surface—but quickly raises r...
Sales Managers: STOP Chasing Numbers—START Developing Teams That Actually Win
In this episode of Sales [UN]Training, Kelly Riggs challenges one of the most fundamental assumptions in sales leadership: what is the true role of a...
Best Of: PLAN BETTER, SELL MORE: The DNA of Successful Salespeople That Creates Predictable Revenue Results
Why do so many capable salespeople fall short of their revenue goals—even after extensive sales training? In this episode of Sales [UN]Training, Kelly...
STOP Wasting Sales Training: Fix Coaching, Accountability & Leadership Focus
In this episode of Sales [UN]Training, Kelly Riggs sits down with Steven Rosen, author of Focused: A Leadership Discipline for Sales Managers Under Pr...
Why Your Sales Team CAN'T CLOSE Deals (And What Leaders Must Fix First)
In this episode of Sales [UN]Training, Kelly sits down with Adam Boyd to challenge one of the most common beliefs in sales: that teams struggle becaus...
STOP Selling Features: The Psychology That Makes Buyers Say YES in Complex Sales
On this episode of Sales [UN]Training, Kelly Riggs sits down with influence and buyer-psychology expert Robin Burr explore why traditional sales tacti...
Identifying Sales Team Problems | Look For These Major RED FLAGS! - Sales Scenario Series
In this episode of Sales [UN]Training, Kelly looks at a sales scenario to outline the real challenges in identifying what's ailing most sales teams to...
What Can You Control in Selling? The Mindset, Habits & Culture to Hit Your Number
In this episode of Sales [UN]Training, Kelly Riggs challenges sales leaders to confront one of the most damaging patterns in sales organizations: focu...
STOP Guessing Your Value: Jeff Bajorek Reveals the 5 Questions to UNLOCK What Customers Really Want
Most sales teams operate on "tribal knowledge"—a set of unverified assumptions about why customers choose them. In this episode of Sales [UN]Training,...
Culture: The Ultimate Sales Killer & How It's Destroying Performance
In this episode of Sales [UN]Training, Kelly Riggs tackles one of the most misunderstood — and most powerful — drivers of sales performance: culture.<...
WARNING for Sales Leaders: How Leader Pressure Quietly Kills Deals and Confidence
Selling has always been a high-pressure profession, but not all pressure is created equal. In this episode of Sales [UN]Training, Kelly Riggs examines...
BUILD TRUST FAST: The Credibility Framework Top Sales Leaders Actually Use with Chris Cummins
Most sales professionals believe relationships drive revenue—but too many confuse familiarity with credibility. In this episode of Sales [UN]Training,...
STOP Promoting Top Reps | How Sales Leaders Should Be Selected, Trained, and Proven
Are you accidentally sabotaging your sales culture by promoting your top producer into a management role they aren't ready for? It's a classic B2B sal...
FIX Your Sales Presentations: How Better Training Creates WINNING Solution Conversations
Sales presentations don't fail by accident—they fail by design. In this episode of Sales [UN]Training, Kelly Riggs breaks down why most solution prese...
PLAN BETTER, SELL MORE: The DNA of Successful Salespeople That Creates Predictable Revenue Results
Why do so many capable salespeople fall short of their revenue goals—even after extensive sales training? In this episode of Sales [UN]Training, Kelly...
BEST OF: 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...
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BEST OF: 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...
FIX Bad Sales Habits: The Prep, Coaching, and Call Strategy Every Leader Must Master
In this episode of Sales [UN]Training, Kelly Riggs tackles one of the most costly and overlooked problems in sales leadership: unprepared sales calls....
BUILD Consistent Sales Results: How Predictable Teams WIN with Three Critical Disciplines
Consistency and predictability — according to Kelly Riggs — are the true holy grail of selling, and in this episode of Sales [UN]Training, he explains...
STOP Losing Sales: Coaching Adjustments Every Sales Leader Must MASTER for Consistent Results
In this episode of Sales [UN]Training, Kelly Riggs takes sales leaders inside the real engine of sales performance: coaching that creates meaningful a...
BOOST Your Sales Credibility: Master First Impressions, Consultative Selling, and Buyer Trust FAST
In this episode of Sales [UN]Training, Kelly Riggs confronts a topic many salespeople avoid: professionalism and its direct connection to credibility....
Best Of: The REAL Value of AI for Salespeople with Jeff Bajorek
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...
STOP Practicing on Customers: What Sales Leaders MUST Learn From Pro Sports Training
Stop letting your salespeople practice on customers and wondering why they fail under pressure. This episode explains how to adopt the pro sports mode...
WHY SELLING IS SO HARD: The Toughest Job in Business
Kelly celebrates two years of transforming how professionals think about sales — and tackles one of the biggest questions in the business world: why i...
The #1 SECRET to Active Listening in Sales: How PREPARATION Unlocks What Your Prospect Really Means
Stop pitching at the first buying signal and learn the real secret to effective selling: listening. Discover the critical questions you're not asking—...
STOP Selling, START Listening: How Great Salespeople Build Real Relationships | Sales [UN]Training
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...
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...