Sales [UN]Training

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

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

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, and refining behaviors as they occur in the "game" of a sales call. He walks through the difference between training new concepts and coaching during live execution, highlighting why most salespeople fall into repetitive habits without someone watching closely enough to help them change course. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Drawing from both sports and decades of front-line sales leadership, Kelly breaks down four essential adjustments every sales leader should look for during calls. These include helping salespeople become proactive with common objections, pushing them to explore beyond surface-level answers, preventing them from flipping into "selling mode" too early, and strengthening their emotional intelligence so they can maintain composure when conversations turn tense. He also shares personal stories of coaching that shaped his own career — from game-planning calls to the powerful "curbside coaching" method that accelerates a salesperson's growth immediately after the meeting. Sales leaders will gain practical steps for raising their credibility, increasing their influence, and building trusting relationships that make real coaching possible. If you want more consistent performance, better conversations, and salespeople who adjust instead of repeating the same mistakes, this episode delivers the roadmap. 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

In this episode of Sales [UN]Training, Kelly Riggs confronts a topic many salespeople avoid: professionalism and its direct connection to credibility. Drawing from real research and decades of field experience, Kelly shows how first impressions influence trust long before a salesperson asks a single question. Whether you sell to blue-collar environments, executives, or high-stakes decision-makers, the way you present yourself—appearance, demeanor, language, and respect—signals your capability immediately. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Using a relatable doctor analogy, Kelly highlights how rushing into "solution mode" without understanding the full picture destroys trust and derails opportunities. He explains why prospects subconsciously evaluate whether you're credible, prepared, attentive, and professional far earlier than most salespeople realize. Kelly also breaks down the unforced errors that make salespeople look average: talking too much, selling too soon, neglecting preparation, and engaging prospects with casual or sloppy behavior that undermines confidence. Listeners will hear why the first call has only two real objectives: build credibility and create a meaningful business conversation. Kelly outlines how consultative questions, genuine curiosity, and disciplined pacing dramatically increase the likelihood of earning a second meeting. He also challenges sales leaders to recognize the clues that distinguish true professionals from pretenders. If you want to fast-track trust, elevate your presence, and eliminate costly credibility mistakes, this is an episode you can't afford to miss. 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

Most salespeople are using AI wrong—and it's showing. Kelly and guest Jeff Bajorek of Outbound Squad unpack how to stop getting generic junk from ChatGPT and start using it to actually improve your sales game. Salespeople love shortcuts—but AI isn't one. In this episode of Sales [UN]Training, Kelly is joined by Jeff Bajorek to dismantle the lazy approach most reps are taking with ChatGPT. Spoiler: If your prompts are weak, your outputs will be worse. Jeff shares how he pulled the most common AI prompts from sales pros—and why they're failing to move the needle. You'll hear the top 10 things reps are asking AI to do (hint: it's mostly their job), and the smarter way to leverage the tool. They break down why ChatGPT is not a better Google and how it can become your best practice partner. Jeff walks through how he's using AI for personalized role play—complete with real-time feedback, tone analysis, and escalating difficulty levels. No awkward team huddles, no judgment—just pure reps. Kelly jumps in with stories from the field, how he's spotting AI in job candidate submissions, and why using AI to "act human" might backfire if you're not ready for the follow-up questions. If you're a VP of Sales or a frontline manager wondering how to integrate AI into your training without dumbing things down—this episode is your roadmap. Plus, Kelly closes with a reality check: AI is here to handle the tasks that aren't human, so your people can do what only humans can—build real trust and relationships. 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

Stop letting your salespeople practice on customers and wondering why they fail under pressure. This episode explains how to adopt the pro sports model of repetitive practice and coaching to build skills that stick. Why do three out of four salespeople fail to meet their revenue targets? The problem isn't the salespeople; it's the training model. We let our teams "practice on customers", a strategy that would get any professional sports coach fired. This episode explores what sales leaders must learn from the high-performance training models used by pro sports teams. Kelly contrasts the typical "exposure" model of sales training—a one-off kickoff meeting or seminar with no follow-up, repetition, or coaching —with the athletic model of daily, repetitive practice. Athletes don't start with a full-pads scrimmage. They break down skills into individual components (like a receiver catching one-handed balls), then practice them in small groups (like 7-on-7 drills), building habits through repetition. This is the only way to move a skill from "conscious incompetence" (knowing you're not good at it) to "unconscious competence" (flawless execution under pressure). If you're tired of your team developing bad habits and failing under duress, it's time to embrace real practice, like role-play. 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

Kelly celebrates two years of transforming how professionals think about sales — and tackles one of the biggest questions in the business world: why is selling so hard? Drawing from decades of experience, Kelly unpacks the long list of skills every salesperson must master — from systems and product knowledge to industry fluency, customer psychology, and competitive strategy. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining But it doesn't stop there. Kelly explains how companies unintentionally make the job harder through poor onboarding, unrealistic expectations, and one-off "event" training that quickly fades away. He highlights how many organizations still perpetuate outdated sales stereotypes — focusing on product pitches instead of developing professionals who listen, adapt, and solve problems. Sales is not a fallback career — it's one of the most complex, performance-driven roles in business. And while great salespeople thrive on challenge, true success depends on leaders who prepare and support them the right way. If you lead a sales team or want to understand what separates elite performers from the rest, this episode is a must-listen. 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

Stop pitching at the first buying signal and learn the real secret to effective selling: listening. Discover the critical questions you're not asking—like "how do you feel?"—that unlock the motivations, emotions, and information needed to build trust and win the deal. Salespeople are trained to talk, not to listen. We load them with product knowledge and then wonder why they commit the ultimate amateur mistake: pouncing on the first potential buying signal with a full-blown product pitch. This approach doesn't build trust; it breaks it. In this finale of a three-part series on listening, Kelly Riggs exposes the real secret to becoming a great listener. It's not just about asking good questions; it's about having the emotional intelligence to explore the details behind the first answer. You will learn that the ability to be a truly effective listener is predicated on one overlooked skill: preparation. When you are prepared, you can get out of your own head and stop thinking about what to say next, allowing you to genuinely tune in. This episode provides concrete examples of the powerful questions most salespeople are afraid to ask—including the simple shift from "what do you think?" to "how do you feel?"—to uncover a prospect's true motivations. Finally, learn why making assumptions is so dangerous and why clarification is the critical final key to understanding what your prospect really means. 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

Most salespeople think they're great listeners—but Kelly Riggs says they're wrong. In this episode of Sales [UN]Training, Kelly explores the critical difference between "hearing" and "listening to learn." Using lessons from psychology and real-world sales experience, he reveals why too many reps focus so hard on pitching that they miss what's actually being said. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly draws from "The Invisible Gorilla" experiment to illustrate how attention blindness ruins sales calls, then shares the concept of "staying in the moment"—a key sales competency proven to predict success. You'll learn why amateur salespeople ask fact-based questions, how pros create dialogue instead of interrogation, and why curiosity and empathy are the true foundations of effective selling. From sidewalk coaching to trade show mistakes, Kelly breaks down the traps every salesperson falls into—and exactly how to avoid them. If you've ever wondered why your prospects go silent or why your "great product pitch" fell flat, this episode is a masterclass in what to actually listen for. Tune in, take notes, and start rewiring your sales brain today. 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

In this episode of Sales [UN]Training, Kelly Riggs tackles one of the most overlooked skills in sales—listening. Most sales calls are dominated by the salesperson's voice, leaving little room to learn what really matters to the buyer. Kelly explains why that's a critical mistake and how asking the right questions is the foundation of every successful sales conversation. Through relatable stories and sharp analogies, including one comparing listening to a car's transmission, Kelly illustrates how true sales effectiveness comes from curiosity, not chatter. He exposes why traditional training fails—focusing too much on talking about the product instead of discovering what the customer actually values. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Listeners will learn how to shift from "listening to reply" to "listening to understand," how curiosity drives connection, and why rapport doesn't come from swapping stories but from making people feel genuinely heard. Kelly also shares practical advice on retraining sales teams to lead with thoughtful questions and resist the urge to sell on the first call. If you're ready to rewire your sales brain and close more deals through better conversations, this episode will show you exactly where to start. 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