Best Kelly Riggs Podcasts (2024)

1
SALES DEBATE: Top 3 Mistakes Made by Sales Leaders with Paul Fuller 38:08

3h ago38:08

38:08

In this episode of Sales [UN]Training, Paul Fuller, the Chief Revenue Officer at Membrain, stops by to break down the top three mistakes sales leaders often make and how to sidestep these common pitfalls. Together, they delve into issues like failing to truly know team members and defaulting to mandates rather than collaboration. Paul emphasizes th…

1
The True Cost of Sales Team Onboarding: How Long Does It Really Take to Ramp Up New Sales Reps? 23:36

3h ago23:36

23:36

In this episode of Sales [UN]Training, Kelly Riggs tackles a critical yet often overlooked question for sales leaders: How long does it actually take to bring a new salesperson up to speed? Riggs argues that most leaders have no real metrics or benchmarks for the ramp-up period, often relying on vague estimates like “two weeks” to six months. Howev…

1
Crush Your Number #3: How Sales and Operations Can Drive Future Wins with Rich Gaffney, Sentry Equipment 28:23

2d ago28:23

28:23

In Part 3 of the Crush Your Number series, Kelly sits down with Rich Gaffney, VP of Commercial Operations at Sentry Equipment, to explore how aligning sales with operations can drive both short-term wins and long-term success. Rich shares his insights from over 20 years of experience leading sales teams, emphasizing the critical role of integrating…

1
Sales Training Dumpster Fire #3: Promotion Without Preparation 22:09

9d ago22:09

22:09

In this third installment of the “Sales Training Dumpster Fires” series, Kelly Riggs dives deep into one of the most persistent and problematic issues in sales management: promoting top salespeople to management roles without proper training or preparation. Kelly argues that many companies are making a critical mistake by assuming great salespeople…

1
The Missing Piece in Sales Training: Whatever Happened to Goal-Setting? 24:29

16d ago24:29

24:29

In this episode of Sales [UN]Training, Kelly delves into the crucial role of goal setting in driving sales performance. He explains how setting high, specific goals that align with personal motivators can significantly outperform the traditional approach of simply assigning sales quotas. Drawing on his early experiences with iconic sales figures li…

1
Stop Talking, Start SELLING | Sales Training Dumpster Fire #2 24:24

30d ago24:24

24:24

In Part 2 of the Sales Dumpster Fires series, Kelly tackles one of the most common and frustrating mistakes in sales: talking too much. As he explains, this issue is often a result of poor sales training that focuses too heavily on product knowledge and not enough on creating meaningful customer engagement. Kelly argues that salespeople are trained…

1
Stop Training for the Sake of Training: How to Fix the REAL Sales Problems 22:53

1M ago22:53

22:53

In this episode of Sales [UN]Training, Kelly examines one of the most common yet flawed approaches to sales training: training for the sake of training. He explains how many sales organizations rush to implement training as a quick fix for low revenue or flat sales without properly identifying the root causes. Kelly emphasizes that tactical sales t…

1
RE-AIR: Why Traditional Sales Training No Longer Works: Insights from Graham Hawkins, founder SalesTribe 27:32

2M ago27:32

27:32

This episode originally aired on April 22nd, 2024 In this episode of Sales [UN]Training, host Kelly Riggs talks with Graham Hawkins, founder of SalesTribe, about why traditional sales training often misses the mark. Hawkins explains how his extensive research into modern buyer behavior revealed that most sales training programs are outdated and ine…

1
Sales Training DUMPSTER FIRE #1: Salespeople Making Generic Claims 18:41

2M ago18:41

18:41

In this episode of Sales [UN]Training, host Kelly Riggs kicks off the "Dumpster Fire" series by addressing one of the biggest issues in sales training: generic claims. Riggs highlights how generic, unprovable statements like "we have the best quality" or "our service is unbeatable" erode trust and credibility with potential clients. Through his dir…

1
Crushing Your Number #2: Chris Lancaster, VP Sales at Spectrum Paint 26:26

2M ago26:26

26:26

In this episode of Sales [UN]Training, host Kelly Riggs sits down with Chris Lancaster, VP of Sales for Spectrum Paint, in the second installment of the "Crushing Your Number" series, talking to real people making real sales decisions every day. Chris, with over 25 years of experience in the paint and coatings industry, shares his journey from sale…

1
RE-AIR: Training Salespeople to Be Believable 22:34

2M ago22:34

22:34

Kelly will be back next week with Part 2 in his series Crush Your Number, talking with real salespeople about real sales problems. Until then, enjoy one of our most popular episodes on training salespeople to be believable. Is it even possible? In this episode of Sales [UN]Training, Kelly examines critical issue of trust in sales, exploring why sal…

1
Are You Training Your Salespeople to Play the Long Game? Building relationships over time. 21:03

3M ago21:03

21:03

In this episode of Sales [UN]Training, host Kelly Riggs discusses how to "play the long game" in sales relationships, a crucial yet often neglected aspect of effective selling. Kelly emphasizes the importance of nurturing long-term relationships with potential clients, even when immediate sales are not on the horizon. He challenges the traditional …

1
3 Numbers That are KILLING Your Sales Training. Battling the "Forgetting Curve." 18:41

3M ago18:41

18:41

In this episode of Sales [UN]Training, host Kelly Riggs explores the critical importance of understanding the "Forgetting Curve" in sales training. He breaks down the alarming statistics behind the numbers 50, 70, and 90, which represent the percentage of information forgotten by trainees after an hour, a day, and a week, respectively. Kelly emphas…

1
Crushing Your Number: Inside Stories from America's Top Sales Minds - Brian Key, Multivac USA 26:54

3M ago26:54

26:54

In this episode of Sales [UN]Training, host Kelly Riggs kicks off a series with real sales leaders by featuring Brian Key, Director of Aftermarket Sales at Multivac USA. With 16 years of experience, including the last four in leadership, Brian shares his insights on the challenging process of hiring and training top-tier sales talent. He discusses …

1
3 Assumptions That Sabotage Sales Performance for Managers and Professionals 24:07

3M ago24:07

24:07

In this episode of Sales [UN]Training, host Kelly Riggs addresses the dangerous assumptions sales leaders often make when hiring and evaluating their teams. Kelly identifies three critical assumptions that can undermine a sales force: believing past success and industry experience guarantee future performance, assuming salespeople can effectively m…

1
Why do Salespeople Show Up Unprepared? 21:33

4M ago21:33

21:33

In this episode of Sales [UN]Training, host Kelly Riggs dives deep into the critical topic of sales call preparation. Drawing from his extensive 40-year experience in sales and sales training, Kelly highlights the alarming trend of salespeople showing up unprepared, leading to ineffective sales calls that meander aimlessly. He discusses how proper …

1
Sales Process Playbook: 7 Key Insights on Training, Coaching, and Executing a Sales Process 28:55

4M ago28:55

28:55

In this special compilation episode of Sales [UN]Training titled “Sales Process Playbook: 7 Key Insights on Training, Coaching, and Executing a Sales Process,” Kelly Riggs delves into the often overlooked but crucial concept of the sales process. Joined by esteemed guests Dave Kurlan from Objective Management Group and David Newman, author of Do It…

1
Training Salespeople to Be Believable: Avoiding the Beauty Pageant Sales Approach 22:34

4M ago22:34

22:34

In this episode of Sales [UN]Training, host Kelly Riggs delves into the critical issue of trust in sales, exploring why salespeople are often not believed by prospects. Riggs highlights alarming statistics showing that salespeople are trusted as little as lawyers and politicians, raising the question of whether traditional sales training is to blam…

1
Sales Coaching vs. Sales Training: A Playbook on the Future of Sales Training 26:54

4M ago26:54

26:54

In this compilation episode of Sales [UN]Training, Kelly Riggs shares his best insights into the crucial distinction between sales coaching and sales training, highlighting how effective coaching can be the key differentiator for successful sales organizations. The episode features strategies from industry expert Dave Kurlan, founder of Objective M…

1
REAIR: The Future of Sales Leadership: Insights from Alex McNaughton of Grw AI 30:47

4M ago30:47

30:47

Kelly Riggs sits down with Alex McNaughton, co-founder and co-CEO of Grw AI, to dissect the persistent issues plaguing the sales industry. McNaughton shares his journey from a young salesperson at 19 to an influential leader in the AI-driven sales management space. Together, they explore the staggering statistics revealing that 75% of salespeople a…

1
Training Salespeople IMPOSSIBLE?? It Is If You Don't Change Your Mindset 24:51

5M ago24:51

24:51

In this episode of Sales [UN]Training, host Kelly Riggs tackles the challenging question: Can salespeople truly be trained? Kelly confronts the widespread belief that great salespeople are simply born, not made, by highlighting the critical role of mindset in successful sales training. Drawing on his extensive experience and research, Kelly argues …

1
7 Keys to Better Mindset Training: The Mindset Playbook 27:02

5M ago27:02

27:02

In this episode of Sales [UN] Training, Kelly Riggs hosts a discussion on the importance of mindset in sales success. But he doesn't do it alone! Kelly brings in top industry experts to share their insights. David Newman, Author of 'Do It! Selling' explains how mindset influences sales outcomes more than tactics. Graham Hawkins, Founder of SalesTri…

1
Role Play and the Power of White Space 20:33

5M ago20:33

20:33

In this episode of 'Sales [UN]Training,' Kelly Riggs is talking about one of his favorite topics - role play. Would a sports team play against another team without having practiced? Of course not, and neither should sellers. He discusses common objections, the benefits of live practice, and shares insights on how to properly implement role play. He…

1
The Prospecting Playbook: 7 Insights on Prospecting and Training from Sales [UN]Training 14:19

5M ago14:19

14:19

In this special compilation episode of Sales [UN]Training, host Kelly Riggs presents “The Prospecting Playbook,” featuring seven of his best insights on the art of prospecting. Kelly dives deep into why prospecting is essential for sales success, addressing common pitfalls like mindset, structural issues, and targeting strategies. He emphasizes the…

1
Mastering Sales Culture Is The Key to High Performance Teams 23:35

6M ago23:35

23:35

Today on Sales [UN]training, Kelly describes one of the easiest ways to create a high performing team - culture. He demystifies the creation of a great sales team with three key steps and explains the critical role of culture in determining organizational success and the common misconceptions about it. Through practical examples, he illustrates how…

1
Do You Prepare Your Salespeople for Chaos? VUCA...training to think and make decisions in complex environments. 24:36

6M ago24:36

24:36

In this episode of Sales [UN]Training, Kelly Riggs explores the challenges salespeople face in today’s volatile, uncertain, complex, and ambiguous (VUCA) marketplace. He talks about the importance of deeper discovery, emphasizes the importance of adaptive performance, effective questioning, and practical training techniques like role-playing. Kelly…

1
Mastering the Language of Your Customer In Sales 20:32

6M ago20:32

20:32

In this episode of Sales [UN]Training, Kelly Riggs is talking about language. Why is there a disconnect that happens so often between salespeople and a buyer? Kelly puts it simply. The majority of salespeople are taught the language of product, not the language of the customer. Drawing parallels between communicating in a foreign country and effect…

1
Ty Try's Everything Ft. Ty Riggs 19:25

6M ago19:25

19:25

This week we got a live recording from the show and Ty revisits his experience at what may or may not have been one of the didlers notorious parties. He also tells a scandelous story of a love affair, this week we have it all. Ty Riggs Socials https://www.instagram.com/tyriggsyall/ https://www.facebook.com/ty.riggs1 Social media links https://www.p…

1
The Most Important Thing In Sales - Opportunities Drive Sales 19:29

6M ago19:29

19:29

In this episode of Sales [UN]Training, Kelly Riggs reveals the most important thing in sales. The most important thing is opportunity, and what is the one thing that creates opportunity? Yeah, you might not like the answer, but prospecting is the key to creating that most important thing, because it turns leads into opportunities. And yes it may be…

1
Sales Is a Competition, Why Waste Time on Sales Pretenders? 19:17

7M ago19:17

19:17

On today's episode, Kelly is here to make it clear that sales is indeed a competition, and there are no second place trophies. But fear not, he has four foundational principles to implement inorder to play at the top of the sales game. He gets into strategies for developing a winning sales team, the importance of continuous training, and the necess…

1
Cocaine: The Quickest Way TO Ruin Your Own Wedding ft. Jerry Lanhedo 17:20

7M ago17:20

17:20

Welcome back ya drunks. Long time no see and all that. Starting season 6 with a hilarious story from Jerry Lanhedo, he goes over how to speed run through a marriage. Don't do drugs kiddos... Upcoming Shows : April 25th: A Drunken Night Out @ Big Laugh Comedy Club Ft. Worth https://fortworth.blcomedy.com/events/a-drunken-night-out-a-comedy-show Jerr…

11M ago37:54

37:54

This week we talk about Nina's drunk choice making. Nina educates Ken on how to consume poppers and talks all about her drug use. This episode is filled with love and tons of mistakes. Nina Kern Socials https://www.instagram.com/iamninakern/ https://www.instagram.com/whitecollars_redhands/ https://www.facebook.com/nina.kern.90 Social media links ht…

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Kelly Riggs Podcasts

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