Sales [UN]Training

Kelly Riggs & Pod About It Productions
  • 0.0 (0)
  • MANAGEMENT
  • UPDATED WEEKLY

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 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. 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. His third book is the award-winning Counter Mentor Leadership: How to Unlock the Potential of the 4-Generation Workplace, co-written with his Millennial son, Robby Riggs. It was selected as the 2019 Gold Medal winner in the leadership category by Axiom Business Books Awards. Note: No trophies were awarded during the writing of this book. For more information, visit www.BizLockerRoom.com.

  1. 5D AGO

    WARNING for Sales Leaders: How Leader Pressure Quietly Kills Deals and Confidence

    Selling has always been a high-pressure profession, but not all pressure is created equal. In this episode of Sales [UN]Training, Kelly Riggs examines the fine line between productive urgency and the kind of stress that quietly erodes sales performance, confidence, and consistency. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly explains how pressure affects the brain, why a little can sharpen performance, and why too much leads to cognitive decline, poor decisions, and erratic selling behavior. You'll learn the early warning signs that stress is damaging execution—including skipping steps in the sales process, rushing to quote, incomplete discovery, and increased ghosting from buyers. For sales leaders, this episode delivers a clear challenge: stop passing pressure straight downhill. Kelly outlines why reinforcing executive stress only magnifies performance problems and how filtering pressure is a core leadership responsibility. He also addresses one of the most common leadership failures—vague, nonspecific direction—and explains why clarity around expectations, behaviors, and outcomes is essential when urgency increases. The episode closes with a powerful insight drawn from real leadership experience: confidence comes from capability. Kelly shares how training, coaching, and time in the field equip salespeople to handle pressure without breaking down—and why teams with higher capability outperform others when the stakes are highest. If you lead a sales team and want stronger execution without burnout, this episode delivers practical guidance you can apply 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

    23 min

  2. FEB 2

    BUILD TRUST FAST: The Credibility Framework Top Sales Leaders Actually Use with Chris Cummins

    Most sales professionals believe relationships drive revenue—but too many confuse familiarity with credibility. In this episode of Sales [UN]Training, Kelly Riggs sits down with keynote speaker and sales veteran Chris Cummins to unpack why credibility is the first and most important sale every salesperson makes. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly and Chris challenge the idea that knowing a prospect's hobbies or personal details equals trust. Instead, they outline a practical, disciplined approach to earning credibility by doing meaningful homework, asking better questions, and demonstrating a real understanding of a prospect's world. From researching industries and competitors to using personalized video outreach, Chris shares the exact methods he uses to stand out before a sales conversation even begins. The conversation also tackles a major blind spot in sales: what happens after the deal closes. Chris explains why most salespeople disappear post-sale—and how showing up anyway creates stronger relationships, more referrals, and expanded opportunities. Kelly reinforces why sales leaders should rethink how they train teams to lead with credibility instead of product pitches. This episode is packed with real examples, sharp contrasts to common sales behavior, and practical insights sales VPs can apply immediately. If you want your team to stop sounding like everyone else and start being seen as trusted partners, this conversation will reframe how you think about selling. 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

    30 min

  3. JAN 26

    STOP Promoting Top Reps | How Sales Leaders Should Be Selected, Trained, and Proven

    Are you accidentally sabotaging your sales culture by promoting your top producer into a management role they aren't ready for? It's a classic B2B sales blunder: taking your best Account Executive off the field and expecting them to suddenly excel at sales coaching, performance management, and strategic leadership without a playbook. 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 the industry-standard "battlefield promotion" and explains why traditional sales leadership hiring consistently produces poor results. If you're a Sales Director looking to scale or a Sales Manager struggling with the transition from "doing" to "leading," this episode is your wake-up call. Inside This Episode: The Gallup Gap: Why research shows that most organizations promote the wrong people into leadership roles 80% of the time—and the specific "talent vs. skill" trap you need to avoid. The Firefighter Blueprint: A look at the unconventional leadership model fire departments use to ensure their leaders can perform under pressure before they get the badge. Building Your Sales Management Framework: How to create a Sales Leader Guidebook that defines clear expectations, role-based coaching scenarios, and measurable performance assessments. The Individual Contributor Pivot: Understanding the fundamental shift in mindset required to move from hitting a personal quota to driving team-wide revenue growth. Stop "recycling" underprepared managers and start building a high-performance sales culture based on preparation and process. Whether you are currently leading a team or have your sights set on a VP of Sales role, Kelly provides the roadmap to ensure your next promotion is a success, not a statistic. 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

    27 min

  4. JAN 19

    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 same, feel unconvincing, and consistently fall short of winning decisions. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Drawing on decades of observing real sales calls and role-play sessions, Kelly explains how traditional sales training creates predictable mistakes. Salespeople are taught to master the product, build a slide deck, and "go sell"—which leads directly to unstructured presentations, feature overload, and conversations with the wrong people in the room. The result? Confused prospects, delayed decisions, stalled deals, and shrinking win rates. Kelly walks through the most common presentation failures, including winging it without a plan, relying on PowerPoint as a crutch, and dumping features instead of guiding decision makers. He also highlights the real objective of a solution presentation: creating a clear, compelling connection between what the prospect needs and what the solution uniquely delivers. This episode is a wake-up call for sales leaders who assume good discovery calls and product knowledge automatically translate into effective presentations. Kelly makes the case that salespeople must be trained—intentionally—on how to prepare, structure, and deliver individualized solution conversations that stand out from competitors. If your team's presentations sound interchangeable, feel scripted, or struggle to move deals forward, this episode will challenge how you think about sales training—and show you where the breakdown really starts. 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

    28 min

  5. JAN 12

    PLAN BETTER, SELL MORE: The DNA of Successful Salespeople That Creates Predictable Revenue Results

    Why do so many capable salespeople fall short of their revenue goals—even after extensive sales training? In this episode of Sales [UN]Training, Kelly Riggs challenges the idea that success in selling is driven primarily by personality, charisma, or natural talent. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining While selling skills matter, they only produce results when supported by three foundational habits that consistently successful salespeople share. First, elite performers plan everything. From prospecting to discovery calls to territory management, they don't leave outcomes to chance. A clear plan creates focus, efficiency, and more time in front of customers. Second, they execute that plan with discipline. Kelly explores why time—not effort—is a salesperson's most valuable asset and how distractions quietly sabotage results. He outlines how intentional execution, not longer hours, leads to predictable quota attainment and confidence in the number.  Finally, the habit that sustains long-term success: continuous learning. The most consistent producers are relentless learners who reflect on every call, catalog lessons, and build a deep base of real-world expertise. They don't rely on product knowledge alone—they bring insights, best practices, and perspective clients actually value. This episode is a practical reset for sales professionals and leaders who want consistency instead of peaks and valleys. If you're building a sales culture—or trying to level the playing field against more "naturally gifted" competitors—this conversation delivers a clear roadmap for sustained performance. 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

    26 min

  6. 2025-12-23

    BEST OF: HIRE BETTER SALESPEOPLE: How to Identify True Hunters vs. Farmers in Sales Hiring Decisions

    In this episode of Sales [UN]Training, host Kelly Riggs tackles one of the most critical challenges sales leaders face—hiring the right kind of salesperson. While many resumes look impressive on paper, the truth is that three out of four salespeople are failing to meet revenue goals, and one of the biggest reasons is misaligned roles. Kelly breaks down the essential distinction between "hunters" and "farmers," explaining why a top performer in one role may fail miserably in another. Drawing on personal experience as a sales leader and even a surprising ride-along with law enforcement, Kelly reveals how hunting is as much a mindset as it is a skill set. He shares how to probe during interviews to uncover whether a candidate has truly created opportunities from scratch—or simply thrived on inbound leads. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Learn why vague expectations set salespeople up for failure and how crystal-clear role requirements can dramatically reduce costly hiring mistakes. From the importance of identifying hunters early, to the tactics you can use to confirm whether a candidate has both the drive and skills for growth, this episode is packed with insights for sales leaders who want to stop wasting money on the wrong hires. Whether you're building a team from the ground up or looking to strengthen your existing sales force, this episode will equip you with practical strategies to identify, attract, and retain the kind of sales talent that drives real growth. 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

    25 min

  7. 2025-12-15

    FIX Bad Sales Habits: The Prep, Coaching, and Call Strategy Every Leader Must Master

    In this episode of Sales [UN]Training, Kelly Riggs tackles one of the most costly and overlooked problems in sales leadership: unprepared sales calls. He opens with a jarring truth that most leaders already suspect—salespeople are practicing on customers because they aren't being coached consistently, and the price companies pay for that lack of preparation is enormous. Kelly breaks down the real role of a sales leader, contrasting true coaching with the technical "support work" that consumes so many managers' calendars. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly shares the lessons he learned from one of the most impactful sales managers in his career, illustrating why every call needs a clear objective, planned questions, and anticipated obstacles. He explains how great reps think ahead, rehearse their approach, and walk into conversations ready for objections, emotional curveballs, and the unexpected. You'll hear why rapport isn't the same as trust, how discovery should create genuine dialog, and how preparation helps salespeople remain calm, confident, and consultative. The episode also highlights the importance of curbside coaching after calls—how to reinforce what went well, isolate areas for improvement, and teach reps to observe signals they currently miss. Ultimately, Kelly shows why preparation and coaching aren't optional—they're the foundation for developing capable, independent performers who no longer need a manager to "run the call." 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

    28 min

  8. 2025-12-08

    BUILD Consistent Sales Results: How Predictable Teams WIN with Three Critical Disciplines

    Consistency and predictability — according to Kelly Riggs — are the true holy grail of selling, and in this episode of Sales [UN]Training, he explains exactly how sales leaders can build both into their teams. Kelly starts by challenging the long-held belief that revenue is impossible to predict, arguing instead that the real issue is that most sales organizations lack a clear methodology for hitting their number. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining He introduces the first major discipline: creating a detailed, account-level plan that goes far beyond budgeting or forecasting. Kelly shows how true planning clarifies the exact opportunities required to hit quota, exposes revenue gaps early, and prevents salespeople from relying on chance. He then moves to the second discipline — executing the plan relentlessly. With classic reminders like "plan your work, work your plan," he emphasizes time management, distraction elimination, and the importance of structuring prospecting instead of squeezing it in "when there's time." But the third discipline is the one Kelly says separates predictable performers from everyone else: making every call a learning experience. Instead of rescuing deals, sales leaders should observe, coach, and guide reps through what they missed, what they executed well, and what to apply to the next opportunity. From wins to losses, each interaction becomes a coaching moment that accelerates long-term capability and capacity. Whether you lead a team or carry a quota, this episode offers a practical, repeatable approach to delivering results regardless of circumstances. 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

    28 min
See All (123)

Trailer

About

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 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. 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. His third book is the award-winning Counter Mentor Leadership: How to Unlock the Potential of the 4-Generation Workplace, co-written with his Millennial son, Robby Riggs. It was selected as the 2019 Gold Medal winner in the leadership category by Axiom Business Books Awards. Note: No trophies were awarded during the writing of this book. For more information, visit www.BizLockerRoom.com.

Information

  • Creator
    Kelly Riggs & Pod About It Productions
  • Years Active
    2023 - 2026
  • Episodes
    123
  • Rating
    Clean
  • Copyright
    © 2023
  • Show Website
    Sales [UN]Training

You Might Also Like