Sales [UN]Training

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 misaligned roles. Kelly breaks down the essential distinction between "hunters"...

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...

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 hit...

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 thr...

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...

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...

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 stra...

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 podca...

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 a...

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 watc...

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...

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 misaligned roles. Kelly breaks down the essential distinction between "hunters"...

Kelly and Lee Salz break down why most salespeople fail at the very first meeting — and what to do instead. They uncover how playbooks, meaningful value, and emotional engagement can change the sales game. In this episode of Sales [UN]Training, host Kelly Riggs sits down with best-selling author Lee Salz to tackle one of the most overlooked — and costly — challenges in sales: the first meeting. Le...

Kelly breaks down why selling is truly a competition and why there's no reward for second place. In this episode of Sales [UN]Training, he shares four ways sales teams "play the game" and how mindset separates the elite from the average. Selling isn't just a job—it's a competition, and Kelly wants to make sure you're playing to win. In this episode of  Sales [UN]Training , Kelly challenges the con...

How long does it really take for a new salesperson to become competent? Kelly Riggs challenges the myths, shares data on failure rates, and lays out a framework that sales leaders can actually use. How long should it take for a brand-new salesperson to reach competency? If you ask ten sales leaders, you'll get ten different answers—ranging anywhere from weeks to years. In this episode of Sales [UN...

Stop trying to incrementally improve a broken system. Discover why radical, Deion Sanders-style transformation is the only way to fix the systemic issues holding your sales team back from explosive growth. We're on a short summer break. New episodes will return in September. In the meantime enjoy this episode in honor of College and NFL football returning. This episode originally aired on October...

Could your team's sales training routines be considered a "dumpster fire"?  Kelly Riggs explains why salespeople won't participate in training and reveals the systemic problems, and surprising solutions, to the sales training problem. In this episode of Sales [UN]Training, host Kelly Riggs addresses the frustrating reality for many sales leaders: their teams' lack of engagement in training . Kelly...

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 mistakes in sales: believing that giving prospects more product information...

Everyone throws around "value," but most salespeople can't actually communicate it. Kelly explains why credibility comes first—and how selling ROI without trust is just noise. "Value" might be the most overused and misunderstood word in sales. Sales leaders preach value propositions, ROI claims, and solution-based selling—but when your reps hit the field, are they actually communicating value or j...

Salespeople are taught to sell product features, yet prospects almost never buy them. This episode breaks down why this common sales tactic fails and reveals how to connect with what customers actually want. Still leading sales calls with product features? Kelly says that's not just outdated—it's losing you deals. In this episode of Sales [UN]Training , we tackle Sales Dumpster Fire #6 : the mista...

Why do salespeople struggle with accountability? Kelly shows how the real problem often starts at the top—and what you can do to change it. If your reps aren't owning their results, you might be looking in the wrong direction. In this episode of Sales [UN]Training , Kelly pulls no punches: "It's not them—it's you." From vague expectations to weak training and poor hiring choices, he breaks down th...

If you sound like a salesperson, you're toast. Kelly walks through six dead-giveaway phrases that kill your credibility before you ever get a shot at the deal. This week, Kelly calls out one of the most common—and costly—mistakes salespeople make: sounding exactly like every other salesperson your prospect's ever met. If your opener screams "commission breath," the shades come down, the windows cl...

Sales reps don't get enough reps—and it's killing performance. Kelly and guest Jeff Bajorek show how ChatGPT can simulate high-stakes cold calls and discovery sessions so your team doesn't practice on prospects. Three out of four salespeople are failing. Why? Because most sales training stops short of actual practice. In this episode, Kelly is joined again by Jeff Bajorek to demonstrate a live, un...

Most salespeople say they want to improve, but never actually change—and sales leaders let them off the hook. Kelly explains how mindset, repetition, and the absence of deadlines are sabotaging your team's potential. You hear it all the time: "I want to get better at sales." But the truth? Most salespeople won't change—and most sales leaders don't know how to make them. In this episode, Kelly brea...

Three out of four salespeople are falling short, despite having mountains of available training content at their fingertips. In this episode, Kelly is joined again by Jeff Bajorek to tackle the real issue: why sales organizations fail to execute—even when they know what to do. ChatGPT joins the show (yes, literally) to offer insight into how AI can help close the "knowing-doing" gap. Jeff discusse...