Sales [UN]Training

Hosted by Kelly Riggs & Pod About It Productions

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141

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Jun 2026

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About the show

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.

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June 15, 202624 min

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 podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs examines three powerful forces that quietly undermine sales opportunities: risk, change, and uncertainty. These hidden competitors frequently influence buying decisions long before a prospect compares products, pricing, or features. Kelly explains why buyers become paralyzed by perceived risk, how fear of making a bad decision can lead to delayed purchases, and why traditional ROI presentations often fail to address the concerns that matter most. He also explores the challenge of organizational change and why prospects frequently choose the status quo—even when they admit your solution is better. The conversation continues with a look at uncertainty, one of the most misunderstood obstacles in the sales process. Buyers often struggle with what they don't know about implementation, adoption, and future outcomes. Kelly shares practical ways sales professionals can reduce anxiety, build confidence, and help customers visualize success before a purchase is made. Throughout the episode, Kelly emphasizes the importance of consultative selling, understanding buyer motivations, asking better questions, and communicating value from the customer's perspective rather than the seller's. He also highlights the critical role that trust, credibility, and storytelling play in helping prospects move forward. If you're a sales leader looking to improve win rates, shorten stalled sales cycles, and help your team navigate complex buying decisions, this episode offers practical insights you can put to work 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

June 8, 202619 min

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 performance instead of improving it? 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 one of the most common assumptions in sales management: that more activity automatically leads to better results. Drawing inspiration from a youth baseball coaching story and lessons popularized by Moneyball, Kelly explores the difference between managing outcomes and managing the inputs that actually influence those outcomes. You'll hear why an obsession with metrics can create unnecessary pressure, anxiety, and disengagement among sales teams. Kelly explains how sales managers often make the mistake of looking at historical numbers and trying to force future performance through activity mandates, only to discover that more calls, more proposals, and more presentations don't necessarily create more sales. Instead, Kelly makes the case for focusing on what sales leaders can truly influence. He breaks down the difference between outputs and inputs, explains why quality matters more than quantity, and shares the two characteristics he believes have the greatest impact on long-term sales success. You'll learn why learning is a critical driver of growth, how curiosity improves customer conversations, and why both should become foundational elements of a high-performance sales culture. If you're a sales VP, sales manager, business owner, or team leader looking for a more effective way to develop people and improve results, this episode provides a practical framework for managing what matters most. Here is the link to the article that Kelly references in this episode: https://www.dailywire.com/news/the-simple-fix-for-americas-broken-youth-sports-machine?author=Gates+Garcia&category=News&elementPosition=0&row=0&rowType=Vertical+List&title=The+Simple+Fix+For+America's+Broken+Youth+Sports+Machine 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

June 1, 202624 min

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 create frustration that sends customers looking elsewhere. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs tackles one of the most overlooked skills in professional selling: follow-up. Drawing from recent personal experiences as a customer, Kelly highlights the disconnect between what customers expect and what many salespeople actually deliver once the deal is closed. The conversation explores why customer experience remains a critical part of the sales process, even after contracts are signed and orders are placed. Kelly shares examples of poor communication, missed updates, inaccurate information, and reactive service that leave customers feeling ignored and uncertain. He explains why customers value proactive communication, timely updates, problem ownership, and clear expectations throughout implementation and delivery. For sales leaders, this episode is also a reminder that follow-up is not a skill that should be assumed. Kelly outlines the responsibility managers have to train salespeople on every aspect of the customer journey, including implementation communication, expectation setting, issue management, and post-sale relationship building. The episode concludes with a powerful lesson on professionalism: never blame other departments when something goes wrong. Instead, great salespeople take ownership, communicate solutions, and strengthen trust when problems arise. If you want your team to generate more repeat business, improve customer retention, earn more referrals, and create exceptional customer experiences, this episode provides practical guidance you can put into action 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

May 18, 202627 min

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

May 11, 202627 min

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

May 4, 202624 min

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

April 27, 202623 min

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

April 20, 202622 min

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

April 13, 202630 min

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

April 6, 202626 min

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