BEST OF: Create Buyer URGENCY: The 7 Critical Psychological Steps You Must Master to Close Any Deal
Dec 29, 2025
Stop overwhelming prospects with information; it isn't persuasive and it's killing your deals. Discover the seven critical psychological steps you must guide a buyer through to build trust, prove value, and create urgency.
In this episode of Sales [UN]Training, host Kelly Riggs tackles one of the most common and costly...
BEST OF: HIRE BETTER SALESPEOPLE: How to Identify True Hunters vs. Farmers in Sales Hiring Decisions
Dec 23, 2025
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...
Dec 15, 2025
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...
Dec 8, 2025
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...
Dec 1, 2025
In this episode of Sales [UN]Training, Kelly Riggs takes sales leaders inside the real engine of sales performance: coaching that creates meaningful adjustments in real time. Rather than simply teaching new skills and hoping they stick, Kelly explains how true coaching mirrors elite athletics — observing, correcting,...