Sales [UN]Training

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

Most companies completely ignore their best sales tool—one that's right in front of them. In this episode, Kelly breaks down why sales success stories are the key to effective training and how they separate top sellers from the rest. Instead of training sales reps to memorize product specs and generic value statements, companies should be arming them with real-world wins. Kelly explains why success stories boost confidence, increase credibility, and make salespeople far more effective in conversations with prospects. He shares how companies are wasting this invaluable tool and gives a step-by-step approach to making it a core part of sales training. You'll learn how to: Use success stories to accelerate onboarding and training Differentiate yourself from the competition without sounding like every other salesperson Turn real wins into powerful closing tools Shift sales meetings from complaining sessions to confidence-building opportunities If you want to help your sales team break out of the cycle of generic pitches and start winning more deals, this episode is a must-listen. Don't keep making the same sales training mistakes from 40 years ago—fix it now. 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

Salespeople love to say that selling is all about relationships—but they're wrong. In this episode, Kelly breaks down why trust, not just relationships, wins deals and what salespeople must do differently to stop losing on price. For years, sales trainers have drilled the idea that "selling is all about relationships." But what if that's not just misleading—it's outright wrong? In this episode of Sales [UN]Training, Kelly Riggs dismantles one of the most overused and abused concepts in sales: the relationship myth. Yes, relationships matter—but they're not what closes deals. Trust is. Kelly explains why most salespeople confuse rapport with real relationships and why being "liked" isn't enough. If you're still relying on small talk and common interests to build relationships, you're already losing. What actually creates trust? Kelly lays out a proven approach to building credibility and expertise in sales conversations. He reveals why most salespeople fail—they jump straight to pitching without first establishing real value. You'll learn how to flip the script and make your conversations about the customer, not about you. Plus, Kelly shares the biggest trust-killers in sales, why most managers avoid addressing underperformance, and the simple mindset shift that will change how you sell forever. If you're tired of losing deals on price, 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

Sales leaders often claim they don't have time for one-on-one meetings—but what if skipping them is costing you more time and revenue? In this episode, Kelly Riggs breaks down why structured 1:1s are a game-changer for coaching, accountability, and building a high-performance sales culture. Time is the number one excuse sales leaders give for avoiding one-on-one meetings with their team—but what if these meetings could actually save time and dramatically improve performance? In this episode, Kelly Riggs challenges the common objections sales managers have about 1:1s and makes the case for why they are an essential (and often overlooked) leadership tool. He shares insights from his own sales management journey and explains why reactive leadership—constantly putting out fires—only creates more chaos. Kelly walks through the key elements of an effective 1:1, including the critical questions you should ask to drive pipeline growth and performance. He also warns against turning these meetings into simple status updates, instead emphasizing their potential for coaching, problem-solving, and relationship-building. If you're tired of underperformance and firefighting, this episode is for you! Plus, Kelly offers a free copy of his book One-on-One Management: What Every Great Manager Knows That You Don't. 🎧 Listen now and start leading smarter. 📩 Want a free book? Email Kelly at kelly@bizlockerroom.com 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

Promoting top salespeople into leadership roles often backfires when they continue to close deals instead of developing their team. In this episode, Kelly Riggs breaks down why this common mistake stifles growth and shares a powerful strategy to turn new sales managers into effective leaders. Why do so many great salespeople struggle when they become sales leaders? Because they keep doing what got them promoted—selling—when they should be coaching, mentoring, and developing their team. In this episode, Kelly Riggs dissects one of the biggest "sales dumpster fires" plaguing organizations: the self-limiting sales leader. He explains why closing deals for your team is not only unsustainable but also cripples long-term sales performance. Kelly lays out the three major pitfalls of this leadership trap, from burning out managers to stalling team growth and frustrating sales reps. He also reveals a game-changing 4-part strategy to ensure new sales managers start off on the right foot—an in-depth, 30-day assessment process that helps them understand their team's strengths and weaknesses. Instead of being the star performer, a sales leader's job is to create an entire team of high performers. If you're a VP of Sales or a new sales manager, this episode is packed with insights to help you build a scalable, high-performing team. 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

Brandon White, VP of Sales & Marketing at Multivac, shares his 22-year sales journey from administrator to executive, offering firsthand insights on what it really takes to ramp up new sales reps effectively. Learn why most sales training fails, the critical role of leadership in development, and how to transform your sales team into high performers. Bringing new salespeople up to speed is one of the toughest challenges in any organization, yet many companies still expect reps to perform without a solid foundation. In this episode of Sales [UN]Training, host Kelly Riggs sits down with Brandon White, VP of Sales & Marketing at Multivac, to discuss the realities of onboarding and training sales reps effectively. Brandon started his career as a sales administrator and worked his way up over 22 years, giving him a unique perspective on talent development, sales training, and leadership. Brandon and Kelly dive into the common mistakes companies make in sales training, why new reps need at least 3-6 months to become productive, and how organizations can accelerate learning while ensuring long-term success. They also discuss the importance of leadership in guiding new salespeople, why face-to-face selling still matters in a digital world, and the critical skills that separate top-performing sales leaders from the rest. If you're a sales VP, sales leader, or sales trainer, this episode is packed with actionable insights to rethink how you develop your team and create lasting sales success. 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

Is selling just another form of manipulation, or is it about real influence? In this episode, Kelly unpacks the fine line between persuasion and deception, exposing the biggest mistakes in sales training that are ruining trust and results. Are salespeople manipulative? It's a question that makes most sales pros uncomfortable, but the truth might surprise you. In this episode of Sales [UN]Training, Kelly breaks down the real difference between influence and manipulation—why some sales tactics push prospects away, and what actually builds trust. Too many sales teams are failing because they've been trained the wrong way. Instead of building credibility, they're making exaggerated claims, forcing relationships, and talking way too much. Kelly explains why these common habits feel manipulative to prospects and how to fix them. Plus, he reveals the one thing that separates a true sales professional from a con artist—it's not what you think. Sales training has become a broken system, and it's time to rewire the way we approach it. If you're tired of hearing the same old sales advice that doesn't work, this episode will challenge everything you know about selling. And for sales managers: Are you afraid to confront underperformance? Kelly explains why ignoring low performers is the fastest way to kill your sales culture—and what to do instead. If you want to sell with integrity, build real relationships, and actually close more deals, don't miss this one. 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 unknowingly make one amateur mistake that sabotages their success from the very first call. In this episode, we expose the biggest indicator of untrained selling and reveal the strategy that top sales pros use to win more deals. Are your salespeople making the #1 mistake that instantly signals they're amateurs? If you've ever sat in on a sales call and cringed as your rep jumped straight into product talk, you're not alone. The biggest reason most sales teams underperform isn't lack of motivation—it's outdated training that teaches reps to pitch instead of influence. In this episode, Kelly Riggs breaks down the most common amateur sales mistake and how top sales leaders can spot and fix it fast. You'll learn how to identify when your reps are losing control of the conversation, why leading with the product is a red flag, and the psychology behind getting buyers to engage. Kelly shares real-world roleplay scenarios and proven strategies to help your team shift from product pushers to true sales professionals. Plus, we explore the power of well-designed sales contests to reinforce the right behaviors and drive lasting performance improvements. If you've ever left a pipeline review wondering, Why aren't my reps closing more deals?, this episode is for you. Kelly reveals the key question every sales leader should be training their team to ask, how to rewire their sales approach for influence over information, and why getting interest doesn't mean getting the sale. Don't let amateur mistakes cost your team revenue. Tune in now and start building a salesforce that actually closes. 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 sales training fails because it focuses on products instead of outcomes. Kelly explains how shifting to an outcome-driven sales strategy can transform your team's performance and shares actionable steps to make this change today. "Three out of four salespeople are failing. Why? Because we're training them all wrong." Kelly Riggs pulls no punches as he dismantles the outdated, product-centric approach to sales training. Instead of overwhelming sales teams with product features, he urges leaders to focus on teaching outcomes and the real-world impact of their solutions. "Customers don't buy products; they buy what the product does for them," Riggs declares, offering a transformative framework to revamp your training process. Riggs doesn't just diagnose the problem—he provides actionable solutions. From exercises that reshape how salespeople communicate value to analogies about coaching youth sports, this episode is packed with practical insights. Discover why starting with client outcomes and real success stories creates a high-performing sales culture, and learn how to rewire your team to think like their customers. 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

Have you ever faced an underperforming salesperson whose numbers just don't reflect their potential, and you can't pinpoint the issue? In this episode of Sales [UN]Training, Kelly Riggs tackles one of the most frustrating challenges for sales leaders: identifying and addressing hidden performance gaps. With a no-nonsense approach, Kelly highlights the key pitfalls in coaching, from mistaking activity for productivity to the dangers of overlooking call quality in favor of quantity. He shares actionable insights to help you uncover what's really holding your salespeople back, emphasizing the importance of strategic planning, thoughtful preparation, and executing calls with purpose. Through relatable stories and proven methods, Kelly demonstrates how leaders can elevate their team's performance by focusing on meaningful metrics and observing salespeople in the field. If you're ready to stop guessing and start leading your team to dramatic, sustainable improvement, this episode is a must-listen. Tune in to find out how to rewire your sales brain and maximize your leadership potential. 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