Sales [UN]Training

5 Power Moves: Jeff Bajorek Interviews Kelly Riggs

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 con

Teaching Sales Leaders to Coach

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 d

BEST OF: 3 Principles of Effective Sales Training

Sales training remains one of the largest investments organizations make, yet sales performance data continues to show disappointing results. Why are so many salespeople

6 Sales Mistakes Hurting Your Team: STOP Selling Too Soon and START Coaching Better Salespeople

Sales is hard. Salespeople operate in a highly competitive environment, face constant pressure to perform, navigate different customers and opportunities, and deal with r

What Salespeople Can Learn from Attorneys (Good and Bad)

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

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

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

Do You Consider the Impact of Change When You Train Your Salespeople?

Most salespeople spend countless hours learning their products and studying competitors, yet they often overlook the competitor that quietly wins more deals than anyone e

The Typical Sales Call Disaster: How Sales Training Creates "Ghosting"

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 salesp

AI-Generated Information WON'T Replace Effective Discovery: Unlock Sales Info With THESE Questions

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

Is the Way You Do Sales Training a Complete Waste of Time and Money?

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]Tra

Which Numbers Matter? The Formula That Predicts Sales Success and Improves Team Performance

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 whe

Psychological Sales Killers -- Interview with Matt Sucha

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 li

Value Isn't Value Until the Customer Says So

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 sa

Three Principles of Effective Sales Training

Sales training remains one of the largest investments organizations make, yet sales performance data continues to show disappointing results. Why are so many salespeople

Training for the Competitors You Don't See

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 podc

Are You Focused on the Wrong Things? How focusing on metrics and activities leads to bad conclusions AND takes the fun out of selling.

Many sales leaders spend countless hours tracking calls, proposals, meetings, pipeline movement, and CRM activity. But what if that focus is actually limiting sales perfo

Follow-up Failure Kills Future Opportunities

 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

What Gives Salespeople Away Every Time

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

BEST OF: FIX Your Sales Presentations: How Better Training Creates WINNING Solution Conversations

Sales presentations don't fail by accident—they fail by design. In this episode of Sales [UN]Training, Kelly Riggs breaks down why most solution presentations sound the s

Good Ideas (Based on Bad Assumptions) Are Crippling Sales Leadership

In this episode of Sales [UN]Training, Kelly Riggs challenges one of the most common—and costly—habits in sales leadership: making assumptions. From declining win rates t