Dec 9, 2024
In this thought-provoking episode of Sales [UN]Training, Kelly Riggs dives into one of the most polarizing topics in sales: practice and role play. Why do salespeople, who are supposed to excel under pressure, shy away from practicing their craft? Drawing inspiration from Allen Iverson’s famous “practice” rant,...
Dec 2, 2024
In this insightful episode of Sales [UN]Training, host Kelly Riggs is joined by James Muir, author of The Perfect Close, to tackle the challenges of stuck deals—a common pain point in sales. The conversation explores why traditional sales tactics often fail, particularly in complex B2B environments, and how sales...
Nov 25, 2024
In this special compilation episode of Sales [UN]Training, Kelly Riggs dives into the recurring pitfalls that sales leaders face when building and managing teams, featuring insights from Paul Fuller and Robin Burr. From the ill-fated decision to promote top-performing salespeople into managerial roles to the lack of...
Revolutionizing Sales Training: Why Psychology and Emotional Intelligence Are Key for Sales Managers
Nov 18, 2024
In this engaging episode of Sales [UN]Training, Kelly Riggs welcomes special guest Robin Burr, a UK-based sales coach renowned for his expertise in the psychology of selling. The episode dives into the foundational principles of sales as a psychological process, emphasizing the role of influence and persuasion in...
Nov 11, 2024
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...