Sales [UN]Training

28:43

Best Of: What Can Salespeople ACTUALLY Control?

Sales [UN]Training ·

2026/10/05

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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34:47

3 Reasons Why Sales Managers Struggle in the Hiring...

Sales [UN]Training ·

2026/09/28

Why do so many sales managers struggle to identify and hire truly effective salespeople? In this episode of Sales [UN]Training, Kelly Riggs examines the hiring mistakes that can lead to costly turnover, poor performance and disappointing new hires. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly begins by exploring why salespeople can look like "can't miss" candidates during an interview only to become a completely different story months later

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35:11

5 Power Moves: Jeff Bajorek Interviews Kelly Riggs

Sales [UN]Training ·

2026/09/21

What does it take to become a transformational sales leader? In this episode of Sales [UN]Training, Kelly Riggs turns the microphone over to Jeff Bajorek for a candid conversation about his brand new book, The Five Power Moves: How Struggling Sales Managers Become Transformational Sales Leaders. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly explains why he wrote the book, how his years of experience working with sales leaders shaped its five

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36:32

Teaching Sales Leaders to Coach

Sales [UN]Training ·

2026/09/14

Host Kelly Riggs explores why 90% of sales managers struggle with coaching and distinguishes actual skills-based coaching from routine deal reviews . The episode breaks down how sales leaders can master behavioral observation, overcome fundamental coaching mistakes, and build an ironclad mindset in their sales reps . Why do three out of four salespeople fall short of their revenue goals ? In this episode of Sales Untraining, host Kelly Riggs dives deep into the critical difference between managing

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29:26

BEST OF: 3 Principles of Effective Sales Training

Sales [UN]Training ·

2026/09/07

Sales training remains one of the largest investments organizations make, yet sales performance data continues to show disappointing results. Why are so many salespeople missing quota despite the abundance of training programs, technology, and sales tools available today? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs examines the disconnect between sales training investments and actual sales

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32:08

6 Sales Mistakes Hurting Your Team: STOP Selling Too...

Sales [UN]Training ·

2026/08/29

Sales is hard. Salespeople operate in a highly competitive environment, face constant pressure to perform, navigate different customers and opportunities, and deal with rejection and uncertainty. So why make the job even harder with avoidable mistakes? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs identifies six common "bonehead mistakes" that can create friction, resistance, and lost opportunities

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24:27

What Salespeople Can Learn from Attorneys (Good and Bad)

Sales [UN]Training ·

2026/08/24

What can sales professionals learn from trial attorneys? Quite a bit—especially when it comes to influence, discovery, trust, and the way customers perceive us. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs examines the uncomfortable similarities between attorneys and salespeople. Both professions operate in the business of influence, but the way information is presented can have a major impact on

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27:11

Avoid Selling CHAOS! How To Turn "Change" Into Better...

Sales [UN]Training ·

2026/08/17

Leading a sales team through change is one of the toughest responsibilities in sales leadership, yet it's a challenge every manager faces. Whether it's a new CRM, revised compensation plan, updated sales process, or organizational restructuring, change often creates uncertainty, resistance, and a temporary decline in performance. The question isn't whether change will happen—it's whether you're prepared to lead your team through it successfully. Follow the audio podcast and watch OR listen wherever

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27:52

Do You Consider the Impact of Change When You Train...

Sales [UN]Training ·

2026/08/10

Most salespeople spend countless hours learning their products and studying competitors, yet they often overlook the competitor that quietly wins more deals than anyone else: change. In this episode of Sales [UN]Training, Kelly Riggs explains why customers frequently choose to do nothing—even when your solution is objectively better—and why understanding the psychology of change can dramatically improve your win rate. Follow the audio podcast and watch OR listen wherever you are:

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29:18

The Typical Sales Call Disaster: How Sales Training...

Sales [UN]Training ·

2026/08/03

Why do customers so often stop responding after what seemed like a great first meeting? According to Kelly Riggs, the answer isn't bad luck—it starts with how most salespeople have been trained. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly explains why the average sales call is remarkably predictable regardless of industry, product, or company. Rather than creating curiosity and urgency, salespeople

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23:31

AI-Generated Information WON'T Replace Effective...

Sales [UN]Training ·

2026/07/27

Technology has transformed the sales profession, but has it actually made salespeople better? In this episode of Sales [UN]Training, Kelly Riggs explains why the biggest competitive advantage in selling still comes from one timeless skill: conducting exceptional discovery conversations. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly challenges the growing belief that AI, CRM platforms, and other sales technologies are the answer to improving

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25:08

Is the Way You Do Sales Training a Complete Waste of...

Sales [UN]Training ·

2026/07/20

Why do organizations invest billions of dollars in sales training every year while win rates and quota attainment continue to disappoint? In this episode of Sales [UN]Training, Kelly Riggs examines the biggest reason traditional sales training fails to produce meaningful, lasting results. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly explains why one-time seminars, kickoff meetings and information-heavy training sessions rarely create new

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28:08

Which Numbers Matter? The Formula That Predicts Sales...

Sales [UN]Training ·

2026/07/12

Sales managers love dashboards, reports, and KPIs—but are they measuring the numbers that actually improve performance? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs uses an unexpected comparison to the NFL to explain why some statistics predict success while others simply record history. Looking at championship football teams, Kelly identifies the key performance indicators coaches prioritize and

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28:03

Psychological Sales Killers -- Interview with Matt Sucha

Sales [UN]Training ·

2026/07/06

Why do so many qualified prospects still choose not to buy—even after hearing a compelling presentation and a strong ROI story? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs welcomes behavioral science expert Matt Szczurek, author of The Hidden Yes, for a conversation about the psychology behind customer decision-making. Rather than adding more features, benefits, or discounts, Matt explains why

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24:26

Value Isn't Value Until the Customer Says So

Sales [UN]Training ·

2026/06/29

What does "adding value" actually mean? In this episode of Sales [UN]Training, Kelly Riggs challenges one of the most overused phrases in sales and explains why many sales organizations struggle to define value from the customer's perspective. While salespeople often believe they're communicating value through product features, quality, or service, customers make buying decisions based on something much different. Follow the audio podcast and watch OR listen wherever you are:

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29:26

Three Principles of Effective Sales Training

Sales [UN]Training ·

2026/06/22

Sales training remains one of the largest investments organizations make, yet sales performance data continues to show disappointing results. Why are so many salespeople missing quota despite the abundance of training programs, technology, and sales tools available today? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs examines the disconnect between sales training investments and actual sales

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24:17

Training for the Competitors You Don't See

Sales [UN]Training ·

2026/06/15

Salespeople often assume they're losing deals to competing vendors, but what if the biggest threats to winning business aren't competitors at all? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs examines three powerful forces that quietly undermine sales opportunities: risk, change, and uncertainty. These hidden competitors frequently influence buying decisions long before a prospect compares

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19:37

Are You Focused on the Wrong Things? How focusing on...

Sales [UN]Training ·

2026/06/08

Many sales leaders spend countless hours tracking calls, proposals, meetings, pipeline movement, and CRM activity. But what if that focus is actually limiting sales performance instead of improving it? 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 one of the most common assumptions in sales management: that more activity automatically leads to better results. Drawing inspiration from a

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24:01

Follow-up Failure Kills Future Opportunities

Sales [UN]Training ·

2026/06/01

Winning the sale is only the beginning. What happens after the customer says "yes" often determines whether you earn repeat business, referrals, and long-term loyalty—or create frustration that sends customers looking elsewhere. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs tackles one of the most overlooked skills in professional selling: follow-up. Drawing from recent personal

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27:35

What Gives Salespeople Away Every Time

Sales [UN]Training ·

2026/05/18

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 first five minutes of a call ? In this episode, host Kelly shows you how to stop running cringeworthy product pitches and transform your team into elite, consultative professionals who actually solve buyer problems . In this episode of Sales on Training, host Kelly exposes a critical flaw in modern corporate sales strategies: the tendency for salespeople

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