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PODCAST

Sales [UN]Training

Kelly Riggs & Pod About It Productions

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. It"s time to train hard and play to win. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. Widely recognized as a powerful

business management

All Episodes

27:49

FIX Bad Sales Habits: The Prep, Coaching, and Call...

Sales [UN]Training ·

2025/12/15

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 preparation is enormous. Kelly breaks down the real role of a sales leader, contrasting true coaching with the technical "support work" that consumes so

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27:50

BUILD Consistent Sales Results: How Predictable Teams...

Sales [UN]Training ·

2025/12/08

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 sales organizations lack a clear methodology for hitting their number. Follow the audio podcast and watch OR listen wherever you are:

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28:33

STOP Losing Sales: Coaching Adjustments Every Sales...

Sales [UN]Training ·

2025/12/01

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 occur in the "game" of a sales call. He walks through the difference between training new concepts and coaching during live execution, highlighting why

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20:13

BOOST Your Sales Credibility: Master First...

Sales [UN]Training ·

2025/11/24

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 environments, executives, or high-stakes decision-makers, the way you present yourself—appearance, demeanor, language, and respect—signals your capability

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23:11

Best Of: The REAL Value of AI for Salespeople with...

Sales [UN]Training ·

2025/11/17

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 approach most reps are taking with ChatGPT. Spoiler: If your prompts are weak, your outputs will be worse. Jeff shares how he pulled the most common AI

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21:16

STOP Practicing on Customers: What Sales Leaders MUST...

Sales [UN]Training ·

2025/11/10

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. We let our teams "practice on customers", a strategy that would get any professional sports coach fired. This episode explores what sales leaders must

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28:46

WHY SELLING IS SO HARD: The Toughest Job in Business

Sales [UN]Training ·

2025/11/03

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, and competitive strategy. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining But it doesn't stop there

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27:56

The #1 SECRET to Active Listening in Sales: How...

Sales [UN]Training ·

2025/10/27

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 knowledge and then wonder why they commit the ultimate amateur mistake: pouncing on the first potential buying signal with a full-blown product pitch. This

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20:55

STOP Selling, START Listening: How Great Salespeople...

Sales [UN]Training ·

2025/10/20

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 actually being said. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly draws from “The Invisible Gorilla”

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22:21

ASK Better, LISTEN Harder: How Great Salespeople Win...

Sales [UN]Training ·

2025/10/14

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 successful sales conversation. Through relatable stories and sharp analogies, including one comparing listening to a car’s transmission, Kelly illustrates how

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25:17

HIRE BETTER SALESPEOPLE: How to Identify True Hunters...

Sales [UN]Training ·

2025/10/06

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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25:52

Stop First Meeting FAILS: Sales Strategy Tips from...

Sales [UN]Training ·

2025/09/22

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 costly — challenges in sales: the first meeting. Lee, author of The First Meeting Differentiator, explains why so many salespeople lose before they’ve even

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19:32

WIN in Sales or LOSE Everything: Competition,...

Sales [UN]Training ·

2025/09/15

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 of Sales [UN]Training, Kelly challenges the conventional view of sales training and asks a critical question: are you preparing your team to truly

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25:14

SPEED UP Sales Onboarding 🚀 | Why Training Fails &...

Sales [UN]Training ·

2025/09/01

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 from weeks to years. In this episode of Sales [UN]Training, Kelly Riggs pulls apart the debate and examines the critical milestones that determine

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20:12

Best of Sales [UN]Training: What Deion Sanders Can...

Sales [UN]Training ·

2025/08/25

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 returning. This episode originally aired on October 2nd, 2023. Most sales leaders believe they can transform their team's results, but the data shows three

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24:18

Best Of Sales [UN]Training: Sales Training FAILS...

Sales [UN]Training ·

2025/08/21

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: their teams' lack of engagement in training. Kelly identifies three common complaints—salespeople who don't attend, schedule over training, or simply don't

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20:39

Create Buyer URGENCY: The 7 Critical Psychological...

Sales [UN]Training ·

2025/08/11

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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27:36

Is Your VALUE Even Valuable? How to leverage your...

Sales [UN]Training ·

2025/08/04

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 field, are they actually communicating value or just tossing around buzzwords? In this episode, Kelly breaks down what value really is: something

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21:09

Sales Dumpster Fire #6: The ONE Thing Most...

Sales [UN]Training ·

2025/07/28

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]Training, we tackle Sales Dumpster Fire #6: the mistake of selling what prospects don’t care about. Kelly walks through the truth most salespeople avoid:

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19:59

STOP Blaming Salespeople! 4 Leadership Fails That...

Sales [UN]Training ·

2025/07/14

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 training and poor hiring choices, he breaks down the four most common ways leaders accidentally create a culture of excuse-making. Follow the audio podcast

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159 results

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