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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

18:29

6 Sales Phrases That DESTROY Credibility with...

Sales [UN]Training ·

2025/07/07

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 “commission breath,” the shades come down, the windows close, and your prospect is already looking for the eject button. Kelly breaks down five behaviors that

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31:49

How Sales Leaders Can Use ChatGPT Roleplay to Fix...

Sales [UN]Training ·

2025/06/30

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 joined again by Jeff Bajorek to demonstrate a live, unscripted roleplay using ChatGPT. No scripts, no retakes—just real-time practice that mirrors the real

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20:35

Why Salespeople REFUSE to Change | Fixing Sales...

Sales [UN]Training ·

2025/06/24

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 know how to make them. In this episode, Kelly breaks down the harsh reality of why sales training fails: because it relies too heavily on exposure and

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37:13

Roleplay Sales Calls With ChatGPT? Yes—and Here's Why...

Sales [UN]Training ·

2025/06/09

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 help close the “knowing-doing” gap. Jeff discusses how he uses ChatGPT to uncover blind spots, rehearse tricky calls, and pressure test sales strategies

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24:18

75% of Your Team is Failing—Here's Why Sales Training...

Sales [UN]Training ·

2025/06/02

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 leadership is dropping the ball. In this episode of Sales [UN]Training, Kelly pulls no punches. He lays out why traditional sales training often turns into a

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26:42

Are You Neglecting the Most CRITICAL Part of the...

Sales [UN]Training ·

2025/05/26

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 alarm on one of the biggest threats to future business: poor execution after the deal is done. Winning the sale means nothing if your delivery and

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22:38

Sales VP Mistakes COSTING Growth | Fix Marginal Reps...

Sales [UN]Training ·

2025/05/19

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 [UN]Training, Kelly hits the uncomfortable truth that most managers don’t want to confront: your loyalty to marginal performers is killing your team's

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20:05

Can ChatGPT TRAIN Sales Reps? | Coaching, Objections...

Sales [UN]Training ·

2025/05/12

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 answer isn’t what you think. The conversation pulls no punches. Kelly challenges ChatGPT on what it really knows about sales, drilling into topics like

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23:34

Sales Leaders: STOP Solving the Wrong Problem | 3...

Sales [UN]Training ·

2025/05/05

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 the three root causes that are likely sabotaging your revenue—people, planning, and prospecting—and why each one matters more than any new tactic, tool, or

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26:29

3 Things Sales Leaders MUST Do in Uncertain Economic...

Sales [UN]Training ·

2025/04/22

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 it out plain: leading in tough economic conditions requires more than empathy. It demands clarity, consistency, and the kind of mindset that refuses to

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29:06

Training Your Tech Team to Sell, Lessons in Trust and...

Sales [UN]Training ·

2025/04/15

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 makes that rare technical-to-sales transition actually work. Kermitt didn’t just memorize the features. He built relationships by caring more about the

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25:38

Your Annual Sales Meeting is NOT Sales Training |...

Sales [UN]Training ·

2025/04/07

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 presentations, motivational speakers, product updates... but very little actual sales development. In this episode, Kelly calls out the elephant in the room:

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18:57

Why Most Sales Teams Fail at Discovery and What Sales...

Sales [UN]Training ·

2025/03/31

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, Kelly explains why most reps don’t get the depth of information they need to win deals and how sales leaders are unintentionally setting them up to

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23:11

Unlocking ChatGPT for Sales Training, Role Play &...

Sales [UN]Training ·

2025/03/24

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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19:02

Why Your Best Sales Tool Is Going to Waste – Fix This...

Sales [UN]Training ·

2025/03/17

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 them with real-world wins. Kelly explains why success stories boost confidence, increase credibility, and make salespeople far more effective in

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19:43

Enough Already with "Sales is About Relationships"!...

Sales [UN]Training ·

2025/03/10

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 misleading—it’s outright wrong? In this episode of Sales [UN]Training, Kelly Riggs dismantles one of the most overused and abused concepts in sales: the

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22:40

Why Sales Leaders Must Prioritize 1:1 Meetings – The...

Sales [UN]Training ·

2025/03/03

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 avoiding one-on-one meetings with their team—but what if these meetings could actually save time and dramatically improve performance? In this episode, Kelly

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21:53

The Biggest Mistake New Sales Leaders Make & How to...

Sales [UN]Training ·

2025/02/24

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 become sales leaders? Because they keep doing what got them promoted—selling—when they should be coaching, mentoring, and developing their team. In this

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25:05

Sales Training Secrets: How to Ramp Up New Sales Reps...

Sales [UN]Training ·

2025/02/17

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 performers. Bringing new salespeople up to speed is one of the toughest challenges in any organization, yet many companies still expect reps to perform without a

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21:49

Are Salespeople Manipulative? The Truth About...

Sales [UN]Training ·

2025/02/10

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 surprise you. In this episode of Sales [UN]Training, Kelly breaks down the real difference between influence and manipulation—why some sales tactics push

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159 results

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