Sales [UN]Training

Kelly Riggs & Pod About It Productions
  • 4.3 (6)
  • 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. 14H AGO

    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 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

    28 min

  2. MAY 11

    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 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

  3. MAY 4

    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 to underperforming reps, many leaders jump to quick conclusions and implement fixes that never address the real issue. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly shares a powerful personal story that highlights how easy it is to misdiagnose a problem—and how dramatically outcomes can change when you identify the true root cause. He connects that lesson directly to sales teams, where leaders often assume poor closing is the issue, when the real breakdown happens much earlier in the process. You'll hear why "I don't have time" is one of the most dangerous mindsets in leadership, how surface-level fixes create frustration and stagnation, and why role play and structured practice remain essential tools for development when done correctly. Kelly also takes aim at common myths around motivation, showing how high-performing organizations succeed by building systems, culture, and standards—not by blaming people. The episode wraps with a critical leadership challenge: stop relying on first impressions and start diagnosing core issues. Because when leaders fail to do the hard work of proper assessment, they don't just miss the problem—they limit the potential of their entire team. If you want better results, it starts with better thinking. 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

    24 min

  4. APR 27

    BEST OF: How to Solve Your BIGGEST Sales Headache

    In this episode of Sales [UN]Training, Kelly gets to the root cause of many sales problems and it all comes back to people. The systemic issues plaguing sales teams often comes down lackadaisical approach to hiring and the prevalence of mediocrity in sales. Finding the right people is HARD, making coaching your B and C players to A level work is more critical than ever! He stresses the necessity of adopting a more rigorous and strategic hiring process to consistently onboard high-caliber talent. He underscores the critical role of sales leaders in coaching and developing their teams, asserting that top-performing salespeople thrive under competent leadership. Riggs concludes with a call to action for sales leaders to reevaluate their hiring and coaching practices, thereby transforming their teams and alleviating the persistent "headache" of underperformance. 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

    24 min

  5. APR 20

    VP Sales: Why Your Team is STAGNANT and How to FIX Your Leadership Problems Immediately

    In this episode of Sales [UN]Training, Kelly Riggs walks through a real-world sales scenario that looks successful on the surface—but quickly raises red flags for experienced leaders. Revenue is up, yet the company is underperforming compared to the broader market. The top salesperson continues to lead the team but hasn't grown in years. So what's really going on? Watch OR listen to Sales [UN]Training wherever you are: https://linktr.ee/salesuntraining Kelly challenges sales leaders to rethink how they diagnose problems. Instead of jumping to conclusions like pipeline issues or lack of activity, he emphasizes the importance of asking better questions and identifying root causes. Using practical examples, he illustrates how common assumptions can lead leaders in the wrong direction. The episode highlights a critical but often overlooked issue: capacity. A top performer may actually be limiting their own growth by over-servicing too many accounts. Kelly also outlines how ineffective sales management—despite experience and good intentions—can quietly undermine team performance. From leadership and talent evaluation to systems, processes, and culture, this conversation lays out a clear framework for analyzing sales performance at a deeper level. It also calls out a major mistake many organizations make: assuming that hiring experienced salespeople means they already know how to succeed. If you're a sales leader trying to close the gap between your performance and the market, this episode offers a sharp, practical perspective on where to start—and what to fix first. 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

  6. APR 13

    Sales Managers: STOP Chasing Numbers—START Developing Teams That Actually Win

    In this episode of Sales [UN]Training, Kelly Riggs challenges one of the most fundamental assumptions in sales leadership: what is the true role of a sales manager? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Too many managers focus on chasing revenue—tracking numbers, pushing deals, and stepping in to "save" opportunities. While it may feel productive, Kelly explains why this approach creates dependency, limits growth, and ultimately caps team performance. Instead, he introduces a powerful shift in thinking: the most effective leaders prioritize developing people who can consistently produce results without constant oversight. Using real-world examples and a compelling coaching analogy, Kelly breaks down the difference between revenue chasers and true people developers. He outlines the hidden costs of micromanagement, the illusion of control through metrics, and why accountability and coaching are the real drivers of sustainable success. The episode also explores new research revealing a surprising truth: leaders who balance results and people development dramatically outperform their peers—yet only 1% actually achieve this balance. If you're a sales VP or leader looking to scale performance, build stronger teams, and create lasting impact, this episode offers a clear roadmap for shifting your leadership approach and unlocking your team's full potential. 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

  7. APR 6

    Best Of: 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. This episode originally aired January 12th, 2026. 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

  8. MAR 30

    STOP Wasting Sales Training: Fix Coaching, Accountability & Leadership Focus

    In this episode of Sales [UN]Training, Kelly Riggs sits down with Steven Rosen, author of Focused: A Leadership Discipline for Sales Managers Under Pressure, to tackle one of the biggest frustrations in sales leadership—why training so often fails to produce results. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs opens with a hard truth: most sales managers are overwhelmed, undertrained, and pulled in too many directions to focus on what actually drives performance. Steven builds on that idea by explaining how lack of focus—not lack of effort—is the real issue holding teams back. The conversation highlights a critical flaw in most organizations: sales training is treated as an event instead of a system. Without reinforcement, coaching, and accountability, even the best training quickly fades. Kelly emphasizes that leaders who fail to reinforce training are essentially wasting their investment. Steven also breaks down the danger of "hero managers"—those who step in to close deals instead of developing their people. While it may feel productive in the moment, it ultimately creates dependent teams that can't perform without constant intervention. Another key theme is the idea of "exposure vs. mastery." Too many organizations mistake introducing a concept for actually building skill, skipping the repetition and practice required for real improvement. Finally, the episode explores the power of focus through Steven's "Three Things" framework, helping sales leaders prioritize what truly matters in a high-pressure environment. If you're a sales leader looking to improve performance, build stronger teams, and stop wasting time on ineffective training, this episode delivers a clear path forward. 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

    32 min
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4.3
out of 5
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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
    137
  • Rating
    Clean
  • Copyright
    © 2023
  • Show Website
    Sales [UN]Training

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