Sales [UN]Training

27:44

BEST OF: FIX Your Sales Presentations: How Better...

Sales [UN]Training ·

2026/05/11

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 presentations sound the same, feel unconvincing, and consistently fall short of winning decisions. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Drawing on decades of observing real sales calls and role-play sessions, Kelly explains how traditional sales training creates predictable mistakes. Salespeople

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24:16

Good Ideas (Based on Bad Assumptions) Are Crippling...

Sales [UN]Training ·

2026/05/04

In this episode of Sales [UN]Training, Kelly Riggs challenges one of the most common—and costly—habits in sales leadership: making assumptions. From declining win rates to underperforming reps, many leaders jump to quick conclusions and implement fixes that never address the real issue. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly shares a powerful personal story that highlights how easy it is to misdiagnose a problem—and how dramatically

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23:42

BEST OF: How to Solve Your BIGGEST Sales Headache

Sales [UN]Training ·

2026/04/27

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 plaguing sales teams often comes down lackadaisical approach to hiring and the prevalence of mediocrity in sales. Finding the right people is HARD, making coaching your B and C players to A level work is more critical than ever! He stresses the necessity of adopting a more rigorous and strategic hiring process to consistently onboard high-caliber talent. He

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22:55

VP Sales: Why Your Team is STAGNANT and How to FIX...

Sales [UN]Training ·

2026/04/20

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 red flags for experienced leaders. Revenue is up, yet the company is underperforming compared to the broader market. The top salesperson continues to lead the team but hasn't grown in years. So what's really going on? Watch OR listen to Sales [UN]Training wherever you are: https://linktr.ee/salesuntraining Kelly challenges sales leaders to rethink how

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30:04

Sales Managers: STOP Chasing Numbers—START Developing...

Sales [UN]Training ·

2026/04/13

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 sales manager? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Too many managers focus on chasing revenue—tracking numbers, pushing deals, and stepping in to "save" opportunities. While it may feel productive, Kelly explains why this approach creates dependency, limits growth, and ultimately caps team

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26:03

Best Of: PLAN BETTER, SELL MORE: The DNA of...

Sales [UN]Training ·

2026/04/06

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 Riggs challenges the idea that success in selling is driven primarily by personality, charisma, or natural talent. This episode originally aired January 12th, 2026. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining While selling skills matter, they only produce results when supported by three foundational

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32:15

STOP Wasting Sales Training: Fix Coaching,...

Sales [UN]Training ·

2026/03/30

In this episode of Sales [UN]Training, Kelly Riggs sits down with Steven Rosen, author of Focused: A Leadership Discipline for Sales Managers Under Pressure, to tackle one of the biggest frustrations in sales leadership—why training so often fails to produce results. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs opens with a hard truth: most sales managers are overwhelmed, undertrained, and pulled in too many directions to focus on what

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28:49

Why Your Sales Team CAN'T CLOSE Deals (And What...

Sales [UN]Training ·

2026/03/23

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 because they can't close. The reality is far more complex—and far more fixable. Kelly opens the conversation by exposing a hard truth: most "closing problems" are actually symptoms of deeper breakdowns earlier in the sales process. From weak discovery to poor qualification, sales teams often fail to uncover what truly matters to the buyer. When that

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41:35

STOP Selling Features: The Psychology That Makes...

Sales [UN]Training ·

2026/03/16

On this episode of Sales [UN]Training, Kelly Riggs sits down with influence and buyer-psychology expert Robin Burr explore why traditional sales tactics often fail. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Many sales professionals rely on product knowledge, statistics, and persuasive arguments to win deals. But as Kelly and Robin explain, the real barrier in most sales conversations isn't information—it's human psychology. Buyers resist change,

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27:44

Identifying Sales Team Problems | Look For These...

Sales [UN]Training ·

2026/03/09

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 today. Link to the post: https://www.linkedin.com/posts/kriggs_a-sales-team-has-13-salespeople-all-have-activity-7434938240450727936-Pqdj Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly challenges sales leaders to confront one of the most damaging patterns in sales organizations: focusing on what's

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27:59

What Can You Control in Selling? The Mindset, Habits...

Sales [UN]Training ·

2026/03/02

In this episode of Sales [UN]Training, Kelly Riggs challenges sales leaders to confront one of the most damaging patterns in sales organizations: focusing on what's outside their control. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Economic headwinds. Marketing gaps. Customer service issues. Tariffs. Competition. While all of these factors are real, Kelly makes the case that allowing them to dominate conversations creates a culture of excuses. And

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33:42

STOP Guessing Your Value: Jeff Bajorek Reveals the 5...

Sales [UN]Training ·

2026/02/23

Most sales teams operate on "tribal knowledge"—a set of unverified assumptions about why customers choose them. In this episode of Sales [UN]Training, Kelly Riggs sits down with Jeff Bajorek to challenge these assumptions and expose a systemic failure in sales leadership. Research suggests that 80% of salespeople would be shocked to learn the real reasons their best customers buy from them . This gap in understanding often leads to generic messaging and missed opportunities for growth. Follow the

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27:07

Culture: The Ultimate Sales Killer & How It's...

Sales [UN]Training ·

2026/02/15

In this episode of Sales [UN]Training, Kelly Riggs tackles one of the most misunderstood — and most powerful — drivers of sales performance: culture. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Many sales leaders blame poor results on weak selling skills, flawed compensation plans, or lack of process. But Kelly makes a compelling case that culture — defined simply as the commonly accepted behaviors inside your organization — is often the true root

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23:17

WARNING for Sales Leaders: How Leader Pressure...

Sales [UN]Training ·

2026/02/09

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 the fine line between productive urgency and the kind of stress that quietly erodes sales performance, confidence, and consistency. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly explains how pressure affects the brain, why a little can sharpen performance, and why too much leads to cognitive

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30:05

BUILD TRUST FAST: The Credibility Framework Top Sales...

Sales [UN]Training ·

2026/02/02

Most sales professionals believe relationships drive revenue—but too many confuse familiarity with credibility. In this episode of Sales [UN]Training, Kelly Riggs sits down with keynote speaker and sales veteran Chris Cummins to unpack why credibility is the first and most important sale every salesperson makes. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly and Chris challenge the idea that knowing a prospect's hobbies or personal details

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27:18

STOP Promoting Top Reps | How Sales Leaders Should Be...

Sales [UN]Training ·

2026/01/26

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 sales blunder: taking your best Account Executive off the field and expecting them to suddenly excel at sales coaching, performance management, and strategic leadership without a playbook. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs challenges the

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27:44

FIX Your Sales Presentations: How Better Training...

Sales [UN]Training ·

2026/01/19

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 presentations sound the same, feel unconvincing, and consistently fall short of winning decisions. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Drawing on decades of observing real sales calls and role-play sessions, Kelly explains how traditional sales training creates predictable mistakes. Salespeople

en

26:03

PLAN BETTER, SELL MORE: The DNA of Successful...

Sales [UN]Training ·

2026/01/12

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 Riggs challenges the idea that success in selling is driven primarily by personality, charisma, or natural talent. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining While selling skills matter, they only produce results when supported by three foundational habits that consistently successful salespeople

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BEST OF: Create Buyer URGENCY: The 7 Critical...

Sales [UN]Training ·

2025/12/29

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 that giving prospects more product information will win the deal. Drawing from decades of observing sales calls, Kelly dismantles the "show up and throw

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25:17

BEST OF: HIRE BETTER SALESPEOPLE: How to Identify...

Sales [UN]Training ·

2025/12/23

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 down the essential distinction between "hunters" and "farmers," explaining why a top performer in one role may fail miserably in another. Drawing on

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