Sales [UN]Training

Why do so many qualified prospects still choose not to buy—even after hearing a compelling presentation and a strong ROI story? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training , Kelly Riggs welcomes behavioral science expert Matt Szczurek, author of The Hidden Yes , for a conversation about the psychology behind...

What does "adding value" actually mean? In this episode of Sales [UN]Training , Kelly Riggs challenges one of the most overused phrases in sales and explains why many sales organizations struggle to define value from the customer's perspective. While salespeople often believe they're communicating value through product features, quality, or service, customers make buying decisions based on somethi...

Sales training remains one of the largest investments organizations make, yet sales performance data continues to show disappointing results. Why are so many salespeople missing quota despite the abundance of training programs, technology, and sales tools available today? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]...

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...

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...

 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...

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...

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...

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...

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 o...

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]Trai...

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 pro...

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/sa...

In this episode of Sales [UN]Training, Kelly Riggs sits down with Steven Rosen, author of Focused: A Leadership Discipline for Sales Managers Under Pressure , to tackle one of the biggest frustrations in sales leadership—why training so often fails to produce results. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs opens with a hard trut...

In this episode of Sales [UN]Training, Kelly sits down with Adam Boyd to challenge one of the most common beliefs in sales: that teams struggle because they can't close. The reality is far more complex—and far more fixable.  Kelly opens the conversation by exposing a hard truth: most "closing problems" are actually symptoms of deeper breakdowns earlier in the sales process. From weak discovery to...

On this episode of Sales [UN]Training , Kelly Riggs sits down with influence and buyer-psychology expert Robin Burr  explore why traditional sales tactics often fail. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Many sales professionals rely on product knowledge, statistics, and persuasive arguments to win deals. But as Kelly and Robin explain, t...

In this episode of Sales [UN]Training , Kelly looks at a sales scenario to outline the real challenges in identifying what's ailing most sales teams today.  Link to the post: https://www.linkedin.com/posts/kriggs_a-sales-team-has-13-salespeople-all-have-activity-7434938240450727936-Pqdj Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly challenge...

In this episode of Sales [UN]Training , Kelly Riggs challenges sales leaders to confront one of the most damaging patterns in sales organizations: focusing on what's outside their control. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Economic headwinds. Marketing gaps. Customer service issues. Tariffs. Competition. While all of these factors are...

Most sales teams operate on "tribal knowledge"—a set of unverified assumptions about why customers choose them . In this episode of Sales [UN]Training , Kelly Riggs sits down with Jeff Bajorek to challenge these assumptions and expose a systemic failure in sales leadership. Research suggests that 80% of salespeople would be shocked to learn the real reasons their best customers buy from them . Thi...

In this episode of Sales [UN]Training , Kelly Riggs tackles one of the most misunderstood — and most powerful — drivers of sales performance: culture. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Many sales leaders blame poor results on weak selling skills, flawed compensation plans, or lack of process. But Kelly makes a compelling case that cult...

Selling has always been a high-pressure profession, but not all pressure is created equal. In this episode of Sales [UN]Training, Kelly Riggs examines the fine line between productive urgency and the kind of stress that quietly erodes sales performance, confidence, and consistency. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly explains how p...

Most sales professionals believe relationships drive revenue—but too many confuse familiarity with credibility. In this episode of Sales [UN]Training , Kelly Riggs sits down with keynote speaker and sales veteran Chris Cummins to unpack why credibility is the first and most important sale every salesperson makes. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/sale...

Are you accidentally sabotaging your sales culture by promoting your top producer into a management role they aren't ready for? It's a classic B2B sales blunder: taking your best Account Executive off the field and expecting them to suddenly excel at sales coaching, performance management, and strategic leadership without a playbook. Follow the audio podcast and watch OR listen wherever you are: h...

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-...

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. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining While selling skills matter, they onl...