Free Daily Podcast Summary
Sales [UN]Training: Daily Summaries Delivered
by Kelly Riggs & Pod About It Productions
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.
Latest Episodes
The most recent episodes — sign up to get AI-powered summaries of each one.
- 6 days ago34 min
3 Reasons Why Sales Managers Struggle in the Hiring Process
Why do so many sales managers struggle to identify and hire truly effective salespeople? In this episode of Sales [UN]Training, Kelly Riggs examines the hiring mistakes that can lead to costly turnover, poor performance and disappointing new hires. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly begins by exploring why salespeople can look like "can't miss" candidates during an interview only to become a completely different story months later. He discusses the role of hiring bias, gut instinct and inconsistent processes, and explains why relying on resumes and surface-level impressions can create serious problems. The conversation also examines the importance of having a repeatable hiring process. Instead of simply asking candidates about their experience, sales managers need to understand how candidates actually sell. Kelly shares specific questions designed to uncover a salesperson's approach to managing opportunities, prospecting and developing new business. One key theme is curiosity. The same curiosity that makes someone effective in sales can also help a manager become a better interviewer. Finally, Kelly introduces a powerful question every sales candidate should be prepared to answer: "Why should I buy from you?" The question reveals whether a salesperson can articulate meaningful differentiation rather than relying on generic claims about quality, service or experience. For sales leaders, this episode offers practical ways to improve interviews and make hiring decisions based on better evidence. Mike Weinberg podcast: https://mikeweinberg.com/podcast/episode113/ 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
- 1 weeks ago35 min
5 Power Moves: Jeff Bajorek Interviews Kelly Riggs
What does it take to become a transformational sales leader? In this episode of Sales [UN]Training, Kelly Riggs turns the microphone over to Jeff Bajorek for a candid conversation about his brand new book, The Five Power Moves: How Struggling Sales Managers Become Transformational Sales Leaders. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly explains why he wrote the book, how his years of experience working with sales leaders shaped its five power moves, and why he chose a narrative approach to make the lessons relatable and practical. The discussion explores the challenges sales managers face every day, including accountability, unclear expectations, and the difficulty of getting salespeople to execute consistently. Kelly breaks down the five power moves: creating clarity, conducting effective one-on-one meetings, using the coaching conversation, developing individual sales plans, and radically transforming onboarding. He explains how these practices connect, why accountability must be built into the leadership process, and why sales managers need courage to establish standards and address performance issues. The conversation also examines the relationship between trust, accountability, and culture, along with the importance of helping salespeople understand what is expected of them and how to execute. Kelly shares why managing a plan is more effective than simply managing numbers and why onboarding should consistently and predictably create successful salespeople. If you're a sales manager, sales VP, or sales leader looking for practical ways to improve team performance, this episode offers valuable leadership insights from Kelly's latest book. 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
- 2 weeks ago36 min
Teaching Sales Leaders to Coach
Host Kelly Riggs explores why 90% of sales managers struggle with coaching and distinguishes actual skills-based coaching from routine deal reviews . The episode breaks down how sales leaders can master behavioral observation, overcome fundamental coaching mistakes, and build an ironclad mindset in their sales reps . Why do three out of four salespeople fall short of their revenue goals ? In this episode of Sales Untraining, host Kelly Riggs dives deep into the critical difference between managing daily transactions and actually coaching salespeople to perform autonomously . Backed by Objective Management Group data, Kelly highlights a startling reality: 90% of sales managers are weak in coaching competencies, and 72% of what leaders label as coaching is merely deal reviews, pricing assistance, or administrative support . When executed effectively and consistently, true coaching can unlock top-line revenue increases between 28% and 43% <!---
- 3 weeks ago29 min
BEST OF: 3 Principles of Effective Sales Training
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]Training, Kelly Riggs examines the disconnect between sales training investments and actual sales performance. Drawing on research, real-world examples, and years of experience helping organizations improve sales effectiveness, Kelly outlines the three bedrock principles that separate impactful sales training from programs that fail to create lasting results. First, Kelly explains why context must come before product knowledge. Rather than overwhelming salespeople with information, effective leaders help them understand how customers use products, the problems they solve, and the outcomes they create. Next, Kelly explores the importance of confirmation. Learning doesn't happen simply because information was presented. Through assessment, testing, and active recall, sales leaders can dramatically improve retention and identify learning gaps before they become performance problems. Finally, Kelly addresses consistency—the most overlooked component of sales development. From role play and coaching to call reviews and preparation, consistent practice is what transforms knowledge into habits and habits into results. Whether you're onboarding new salespeople, developing experienced reps, or leading an entire sales organization, this episode provides a practical framework for building a training culture that improves performance, strengthens retention, and creates better sales outcomes over time. If you're a sales leader looking to get more from your training investment, this episode offers a clear roadmap for doing exactly that. 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
- Aug 29, 202632 min
6 Sales Mistakes Hurting Your Team: STOP Selling Too Soon and START Coaching Better Salespeople
Sales is hard. Salespeople operate in a highly competitive environment, face constant pressure to perform, navigate different customers and opportunities, and deal with rejection and uncertainty. So why make the job even harder with avoidable mistakes? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs identifies six common "bonehead mistakes" that can create friction, resistance, and lost opportunities. He explains why salespeople often mistake rapport building for a real relationship, talk too much in an effort to control the conversation, and fail to ask the questions that uncover meaningful customer challenges. Kelly also examines the tendency to sell on the first call, lead with product too quickly, and jump on the first perceived opportunity before understanding whether there is a genuine fit. Another frequently overlooked mistake is failing to secure the next appointment before leaving the current conversation, allowing momentum to disappear. But the problem isn't only technique. Kelly explores how a salesperson's mindset can dramatically affect performance, particularly when rejection, fear, and pressure begin to influence how they approach customers. He challenges salespeople to stop treating customers as if they are inherently more important and instead recognize the value they bring to the conversation. For sales leaders, this episode offers an important reminder: developing salespeople means more than product training. Coaching, confidence, professional behavior, curiosity, and a consultative approach all play a role in helping salespeople perform at a higher level. If you lead a sales team, this episode will give you plenty to consider—and plenty to coach. 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
- Aug 24, 202624 min
What Salespeople Can Learn from Attorneys (Good and Bad)
What can sales professionals learn from trial attorneys? Quite a bit—especially when it comes to influence, discovery, trust, and the way customers perceive us. 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 the uncomfortable similarities between attorneys and salespeople. Both professions operate in the business of influence, but the way information is presented can have a major impact on trust. Kelly explores what happens when salespeople emphasize the positives of their solutions while minimizing problems, limitations, delivery issues, or competitive weaknesses. When customers discover something their salesperson failed to disclose, the resulting perception can damage the relationship and potentially cost the deal. Kelly explains why transparency and proactive communication are critical to sales velocity, particularly when customers are making high-value decisions. He also challenges sales leaders to teach their teams how to avoid looking, acting, and sounding like stereotypical salespeople. The episode then turns to one of the most important skills in professional selling: discovery. Kelly explains why assumptions can destroy opportunities, why great salespeople remain tactically curious, and why asking follow-up questions is often more valuable than accepting a prospect's first answer. He also addresses the importance of role-play and coaching salespeople to develop better sales dialogue. The final lesson: don't turn discovery into an interrogation. Great questions require practice, curiosity, and genuine focus on the customer. 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
- Aug 17, 202627 min
Avoid Selling CHAOS! How To Turn "Change" Into Better Sales Performance.
Leading a sales team through change is one of the toughest responsibilities in sales leadership, yet it's a challenge every manager faces. Whether it's a new CRM, revised compensation plan, updated sales process, or organizational restructuring, change often creates uncertainty, resistance, and a temporary decline in performance. The question isn't whether change will happen—it's whether you're prepared to lead your team through it successfully. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs explains why change creates friction inside sales organizations and why even experienced sales leaders often underestimate its impact. Drawing from personal experience, Kelly shares a real-world example of how a poorly communicated compensation plan nearly tore apart a high-performing sales organization, illustrating how leadership—not the change itself—often determines the outcome. Kelly also outlines practical strategies every sales leader should use before introducing significant change. Learn why having a communication plan matters, how gaining the support of your top performers can influence the rest of the team, why pre-selling change reduces resistance, and how ongoing conversations help keep performance on track throughout the transition. Finally, Kelly discusses one leadership mistake that can permanently damage trust during periods of change: blaming the company instead of leading with confidence. If you want your sales team to embrace new initiatives faster, maintain productivity, and build stronger trust during organizational change, this episode offers practical leadership lessons you can begin applying 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
- Aug 10, 202627 min
Do You Consider the Impact of Change When You Train Your Salespeople?
Most salespeople spend countless hours learning their products and studying competitors, yet they often overlook the competitor that quietly wins more deals than anyone else: change. In this episode of Sales [UN]Training, Kelly Riggs explains why customers frequently choose to do nothing—even when your solution is objectively better—and why understanding the psychology of change can dramatically improve your win rate. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly breaks down how the human brain naturally resists disruption, why every purchase introduces risk, and how those concerns can extend buying cycles, strengthen incumbent vendors, or result in frustrating "no decision" outcomes. You'll learn why great presentations and compelling ROI alone often aren't enough when buyers are weighing operational disruption against future benefits. The episode introduces three critical dimensions every salesperson should evaluate in every opportunity: the customer's need to change, capability to change, and will to change. Kelly also shares practical questions that uncover hidden concerns before they become silent objections inside the buying committee. Finally, Kelly outlines practical strategies for reducing the perceived risk of change, including using customer success stories, preparing buyers for implementation, and helping prospects visualize a successful transition. Sales leaders will also hear why onboarding and coaching should include training on managing customer change—not just product knowledge—if they want more consistent wins. If you've ever lost a deal to "we've decided to stay with what we have," this episode will change the way you think about selling. 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
Get Sales [UN]Training summaries in your inbox
Free AI-powered daily recaps. Key takeaways, quotes, and mentions — in a 5-minute read.
Get Free Summaries →Free forever for up to 3 podcasts. No credit card required.
You Might Also Like
Listeners also like.
A Podcast About Leadership
Examines modern leadership through interviews with experts in business, psychology, and human performance.
Proof to Product
A weekly podcast offering practical strategies for makers and physical product sellers to grow their business and scale sustainably.
eCommerce Fastlane: Shopify Growth Strategies—Where AI Efficiency Meets Human Connection
A Shopify-focused podcast offering growth strategies from a founder and former Merchant Success Manager.
The Abundant Accountant Podcast: Sales & Business Growth for Accounting, Tax, and Bookkeeping Firm Owners
Teaches accounting, tax, and bookkeeping firm owners how to raise fees, improve sales, and build profitable firms without burnout.
The Uncommon Career: Job Search & Career Coaching for Mid-career Women
Helps mid-career women improve their job search by refining personal branding, communication, and negotiation strategies.
Hired: Talent VP on Job Interviews, Negotiation & Offers
Insider strategies for landing interviews, negotiating offers, and advancing in your career from a former VP of Talent Acquisition.
Financial Advisor Success
Real stories and strategies from top financial advisors and consultants on building and growing a successful advisory business.
The Code To Winning
Interviews with business leaders, entrepreneurs, and CEOs reveal strategies and insights for success in the modern business world.
Growth Triggers: Content Marketing & AI
A marketing podcast teaching business owners how to use podcasting to generate leads, sales, and authority across competitive niches.
BigDeal
Conversations with driven entrepreneurs and investors reveal raw, practical lessons on building wealth and living intentionally.
Right About Now - Legendary Business Advice
Raw business insights from founders and industry leaders, revealing real wins, failures, and actionable strategies without the fluff.
Total Disruption Podcast
Entrepreneurs discuss mindset, business growth, and operational frameworks to move beyond hustle culture and build scalable companies.
About Sales [UN]Training
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.
Customized Recaps
AI-powered recaps with compact key takeaways, quotes, and insights.
Straight to Your Inbox
Get key takeaways from Sales [UN]Training in a 5-minute read.
Save Hours Every Week
Stay current on your favorite podcasts without falling behind.
Frequently Asked Questions
What is Podzilla's Sales [UN]Training daily summary?
It's a free AI-powered email that summarizes new episodes of Sales [UN]Training as soon as they're published. You get the key takeaways, notable quotes, and links & mentions — all in a quick read.
How does the Sales [UN]Training podcast summary work?
When a new episode drops, our AI transcribes and analyzes it, then generates a personalized summary tailored to your interests and profession. It's delivered to your inbox every morning.
Is this an official Sales [UN]Training product?
No. Podzilla is an independent service that summarizes publicly available podcast content. We're not affiliated with or endorsed by Kelly Riggs & Pod About It Productions.
Can I get summaries of other podcasts too?
Absolutely! The free plan covers up to 3 podcasts. Upgrade to Pro for 15, or Premium for 50. Browse our full catalog at /podcasts.
How often does Sales [UN]Training release new episodes?
Sales [UN]Training publishes weekly. Our AI generates a summary within hours of each new episode.
What topics does Sales [UN]Training cover?
Sales [UN]Training covers topics including Business, Management. Our AI identifies the specific themes in each episode and highlights what matters most to you.
Start getting Sales [UN]Training summaries tomorrow morning.
Free forever for up to 3 podcasts. No credit card required.
Free forever for up to 3 podcasts. No credit card required.