Sales [UN]Training – Details, episodes & analysis

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 experiences as a customer, Kelly highlights the disconnect between what customers expect and what many salespeople actually deliver once the deal is closed.

The conversation explores why customer experience remains a critical part of the sales process, even after contracts are signed and orders are placed. Kelly shares examples of poor communication, missed updates, inaccurate information, and reactive service that leave customers feeling ignored and uncertain. He explains why customers value proactive communication, timely updates, problem ownership, and clear expectations throughout implementation and delivery.

For sales leaders, this episode is also a reminder that follow-up is not a skill that should be assumed. Kelly outlines the responsibility managers have to train salespeople on every aspect of the customer journey, including implementation communication, expectation setting, issue management, and post-sale relationship building.

The episode concludes with a powerful lesson on professionalism: never blame other departments when something goes wrong. Instead, great salespeople take ownership, communicate solutions, and strengthen trust when problems arise.

If you want your team to generate more repeat business, improve customer retention, earn more referrals, and create exceptional customer experiences, this episode provides practical guidance you can put into action immediately.

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. 

Get more Kelly: www.BizLockerRoom.com. 

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019. 

Music and Editing by Pod About It Productions @dougbranson

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 to give their true motives away at the very beginning of a call . Kelly breaks down the three distinct types of salespeople—the professional visitor, the product pusher, and the consultative professional—explaining why the elite top 10 percent fall into the final category . Many sales teams suffer from an inherent conflict of interest because they are explicitly trained to pitch product features rather than uncovering genuine client needs . This product-first focus triggers a buyer's defense mechanisms, erecting immediate walls that stall deals before they even get started .

Kelly demonstrates that sequence is everything during customer discovery . By prioritizing strategic dialogue over rigid product questions, sellers can build real rapport and unearth challenges that clients might not even know exist . The episode also highlights how standard company onboarding actually creates bad habits by overemphasizing product training over conversational mastery . You will walk away with actionable insights on how to execute a perfect close using frameworks from author James Muir, alongside specific "setup questions" designed to naturally shift conversations toward client efficiency and profitability . Additionally, Kelly explores the psychology behind buyer skepticism and compares invasive interrogation styles to meeting an overly forward stranger at a restaurant . Elevate your management approach and transform your sales pipeline today.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining
 
Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. 

Get more Kelly: www.BizLockerRoom.com. 

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019. 

Music and Editing by Pod About It Productions @dougbranson

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, protect their identity, and often reject ideas when they feel pressured or "sold."

In this conversation, Robin explains why the first sale is not the product or service—it's helping the buyer decide that change is necessary in the first place. When salespeople skip that step and push features or logic, they often create resistance that shows up later as objections.

Kelly and Robin also unpack why many sales teams unintentionally sabotage themselves. From overloading prospects with information to relying on scripts and closing tactics, salespeople frequently treat symptoms rather than addressing the root causes of buyer hesitation.

You'll also hear Robin break down his PERFECT objection framework, which focuses on prevention, exploration, reframing, facilitation, empathy, closing, and transition—an approach designed to resolve concerns without turning the conversation into a debate.

If you lead a sales team or carry a quota yourself, this episode will challenge how you think about persuasion, objections, and the real drivers behind buyer decisions.

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. 

Get more Kelly: www.BizLockerRoom.com. 

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019. 

Music and Editing by Pod About It Productions @dougbranson

In this episode of Sales [UN]Training, host Kelly Riggs tackles a pervasive issue in sales management: the lack of active, on-the-field engagement between sales leaders and their teams. Riggs emphasizes the critical need for sales managers to step away from their desks and directly participate in sales calls with their representatives. He reminisces about his early days in sales management, highlighting the importance of "ride-alongs," where managers would accompany salespeople on client visits to observe and coach in real-time. Riggs argues that these face-to-face interactions are essential for understanding the realities of the sales process and for providing meaningful, situational coaching.

Riggs expands on the theme by discussing the concept of "curbside coaching," where managers and salespeople debrief immediately after client meetings to analyze what went well and identify areas for improvement. He stresses that sales coaching should be an ongoing, interactive process that helps salespeople refine their strategies and tactics based on actual experiences rather than assumptions. Through anecdotes and personal experiences, Riggs illustrates how active engagement helps uncover the truth behind sales performance, revealing that what is often reported in CRM systems or sales meetings may not fully capture the on-ground realities. The episode concludes with a strong call to action for sales leaders to be more involved in the field, ensuring they provide the hands-on guidance and support necessary for their teams to succeed.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions

In this episode of "Sales [UN]Training," host Kelly Riggs welcomes renowned sales expert Mike Weinberg, author of several influential sales books including "The First Time Manager: Sales." The episode centers around the critical theme of accountability in sales, a topic that resonates deeply with sales managers and teams. Mike Weinberg emphasizes the pivotal role of accountability in sales success and dismantles common misconceptions around it.

The discussion begins with a focus on the challenges faced by first-time sales managers, particularly in establishing a culture of accountability. Weinberg shares his experiences and insights from his book, stressing that accountability must start with the manager before it can be expected from the sales team. He argues that sales is inherently results-driven, and without a clear focus on goals and outcomes, a high-performance sales culture cannot be cultivated.

The conversation then shifts to the practicalities of implementing accountability, with Weinberg advocating for regular, focused one-on-one meetings. These meetings, he suggests, should not be lengthy or convoluted but rather focused on factual data review and pipeline health. This approach encourages salespeople to take ownership of their performance and results.

Kelly and Mike emphasize the difference between being a top salesperson and an effective sales leader. They conclude that transitioning from individual sales success to leading a team requires a significant mindset shift, with a focus on coaching and developing others rather than continuing as a 'super doer.'

In this episode...

4:40 - Focus on RESULTS rather than effort

9:00 - Mike confornts a manager who doesn't confront his underperformers.

12:00 - How you can hold your team accountable in ONE meeting per month

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions

In this episode of Sales [UN]Training, hosted by Kelly Riggs, the spotlight is on the crucial role of coaching in sales leadership. Kelly begins by sharing a startling statistic: only about one in ten sales leaders consistently engage in coaching, despite clear evidence that it significantly enhances team performance. He challenges the conventional understanding of coaching, emphasizing that it extends beyond mere training to involve behavioral change and skill development. Through a detailed exploration of the differences between training and coaching, Kelly underscores the necessity of consistent, hands-on guidance in molding effective sales strategies and behaviors.

Kelly reveals 2 crystal clear clues that your coaching is ineffective and tells you how to fix it. Through practical examples and data-backed arguments, Kelly paints a vivid picture of what true coaching should encompass, urging sales leaders to adopt a more structured, skill-oriented approach to improve their teams' performance.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions

In this episode of Sales [UN]Training, Kelly Riggs hosts Michael Lang, the founder of SG Partners, to dive deep into the intricacies of hiring salespeople and the common pitfalls that sales leaders encounter in the recruitment process. The discussion kicks off with a reflection on how sales organizations often miss the mark by not setting clear expectations during the hiring phase, leading to a high turnover rate. Lang shares insights from his 16 years of experience in helping sales and leadership teams enhance their effectiveness, emphasizing the importance of strategic hiring, clear communication, and the development of a bulletproof sales process. He argues that success in sales recruitment is not just about finding candidates with the right skills but also about ensuring they align with the company's culture and sales strategy.

Lang highlights common hiring mistakes, such as prioritizing industry knowledge over sales capability and the failure to develop clear criteria for assessing candidates. This episode offers valuable perspectives for sales leaders aiming to reduce turnover and build a more effective sales force, making it a must-listen for anyone involved in sales leadership or recruitment.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions

In this episode of Sales [UN]Training, host Kelly Riggs welcomes Lee Salz, a sales management strategist and author, to delve into the critical importance of sales differentiation. The discussion begins with a provocative question about the inherent value of products and services in a competitive market, setting the stage for a deep dive into why and how sales professionals should differentiate themselves and their offerings. Salz shares insights from his books, focusing on strategies to win more deals at desirable prices by standing out in a crowded marketplace. Riggs and Salz challenge conventional sales training methods, advocating for a strategic approach that prioritizes understanding and communicating unique value propositions over generic sales pitches.

Salz emphasizes the necessity of executive involvement in defining and articulating differentiation strategies, highlighting the common pitfalls of relying on salespeople to 'figure it out.' The conversation covers the nuances of language in sales, the ineffective use of terms like "best" and "help," and the importance of personalization in prospecting. Salz introduces the concept of the "Sales Crime Theory," a novel approach to identifying and targeting potential customers based on specific, evidence-based criteria. This episode is a must-listen for sales professionals looking to elevate their approach, offering practical advice, humorous anecdotes, and a compelling argument for rethinking sales training and strategy.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.

Music and Editing by @dougbranson and Pod About It Productions

In this episode of Sales [UN]Training, host Kelly Riggs delves into the critical importance of having a detailed plan for sales success, starting with a notable quote by Yogi Berra: "If you don't know where you're going, you might wind up someplace else." Kelly emphasizes the surprising fact that many salespeople lack a concrete strategy to meet their revenue goals, sharing insights from his extensive experience. Through engaging stories and practical examples, he highlights the pitfalls of not strategizing and the misconception that hard work and product knowledge alone can lead to success.

Kelly further explores the necessity for sales teams to recognize the gap between their current performance and their targets. He advocates for a systematic approach to planning, including setting clear objectives, understanding customer value, and effectively managing sales funnels. He challenges listeners to distinguish between mere objectives and actionable plans, stressing that recognizing and closing the 'delta' is crucial. The episode encourages sales professionals and managers to adopt a disciplined, data-driven approach to selling, aligning efforts with achieving revenue goals. Kelly's advice on actionable strategies to bridge performance gaps is invaluable for those looking to improve their sales outcomes.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.

Music and Editing by @dougbranson and Pod About It Productions

In this episode of the Sales [UN]Training podcast, host Kelly Riggs welcomes Kevin Gaither, a seasoned sales leader and former VP of Sales at ZipRecruiter, to tackle the critical role of leadership in sales performance. They dive into why sales training often fails and how the responsibility for a team's success falls squarely on the shoulders of sales leadership. Gaither shares insights from his vast experience, emphasizing the importance of accountability, the dangers of blaming the economy for sales shortfalls, and the transformative power of adopting new sales methodologies and team structures in response to market shifts.

The discussion further explores the significance of managing inputs rather than outputs to drive sales team success. Gaither critiques common sales leadership practices, advocating for a focus on creating a sustainable team through repeatable and manageable inputs. He also shares candid lessons learned from his tenure at ZipRecruiter, including the pitfalls of a laissez-faire management style that led to inconsistent team performance. The episode is a deep dive into the essence of sales leadership, offering valuable strategies for sales leaders aiming to elevate their teams and drive exceptional results.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.

Music and Editing by @dougbranson and Pod About It Productions