Best Of: Mastering Sales Predictability: Dave Kurlan on Commitment, Process & Consultative Selling
Release Date: 12/16/2024
Create Buyer URGENCY: The 7 Critical Psychological Steps You Must Master to Close Any Deal
Sales [UN]Training
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 will win the deal. Drawing from decades of observing sales calls, Kelly dismantles the “show up and throw up” approach and replaces it with a proven, customer-focused framework. Listeners will learn...
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Is Your VALUE Even Valuable? How to leverage your competitive advantages.
Sales [UN]Training
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 just tossing around buzzwords? In this episode, Kelly breaks down what value really is: something perceived, not proclaimed. He shares stories of companies with solid ROI pitches that...
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Sales Dumpster Fire #6: The ONE Thing Most Salespeople Sell is the ONE Thing Customers Don't Buy
Sales [UN]Training
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 Kelly says that's not just outdated—it’s losing you deals.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 mistake of selling what prospects don’t care about. Kelly walks through the truth most salespeople avoid: buyers aren’t sold on specs, they’re sold on results. Time saved. Headaches avoided....
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STOP Blaming Salespeople! 4 Leadership Fails That DESTROY Accountability | Fix Sales Performance
Sales [UN]Training
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 the four most common ways leaders accidentally create a culture of excuse-making. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining This is...
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6 Sales Phrases That DESTROY Credibility with Prospects | How to Fix Your First Impressions
Sales [UN]Training
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 close, and your prospect is already looking for the eject button. Kelly breaks down five behaviors that scream “salesperson” and follow them with six phrases that almost guarantee...
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How Sales Leaders Can Use ChatGPT Roleplay to Fix Sales Training Fails and Boost Cold Call Wins
Sales [UN]Training
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, unscripted roleplay using ChatGPT. No scripts, no retakes—just real-time practice that mirrors the real world. They start with a cold call simulation and then shift into a face-to-face...
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Why Salespeople REFUSE to Change | Fixing Sales Coaching, Training & Team Development 📈
Sales [UN]Training
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 breaks down the harsh reality of why sales training fails: because it relies too heavily on exposure and doesn’t build in accountability, coaching, or clear expectations. He outlines the...
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Roleplay Sales Calls With ChatGPT? Yes—and Here's Why It Works
Sales [UN]Training
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 discusses how he uses ChatGPT to uncover blind spots, rehearse tricky calls, and pressure test sales strategies before taking them to market. Kelly and Jeff go beyond the hype to show how AI isn't just...
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75% of Your Team is Failing—Here's Why Sales Training Doesn't Stick (and What to Do About It) | Sales Dumpster Fire #5
Sales [UN]Training
Sales training fails when it becomes a box to check instead of a culture to create. Kelly explains how sales leaders set the tone, and why your team’s lack of engagement might just be your fault. Three out of four salespeople are missing quota. But it's not always because they're lazy, unmotivated, or disinterested—often, it’s because sales leadership is dropping the ball. In this episode of Sales [UN]Training, Kelly pulls no punches. He lays out why traditional sales training often turns into a total dumpster fire, how sales leaders are enabling it, and what it actually takes to build a...
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Are You Neglecting the Most CRITICAL Part of the Sale? MASTERING Delivery Will Revolutionize Your Sales Team
Sales [UN]Training
You won the deal. Now what? Kelly explains why execution—not the close—is what separates pros from amateurs, and how being present after the sale sets you up for the next one. You did the hard work. You prospected, qualified, presented, and closed. But if you think the job’s done, think again. In this episode of Sales [UN]Training, Kelly sounds the alarm on one of the biggest threats to future business: poor execution after the deal is done. Winning the sale means nothing if your delivery and implementation process falls apart. Kelly walks through the critical steps every salesperson...
info_outlineIn this episode of Sales [UN]Training, host Kelly Riggs welcomes back sales expert and Objective Management Group (OMG) founder Dave Kurlan to uncover the “holy grail” of sales success: predictability and consistency. Drawing on over 35 years of experience and data from assessing 2.4 million salespeople, Kurlan explains why desire and commitment are non-negotiable traits for top-performing salespeople. He shares a fascinating study demonstrating how these traits directly influence results, alongside the critical role of a well-defined sales process. “The difference between winging it and owning it is sales process,” Kurlan emphasizes, as he and Riggs discuss sequencing milestones and building sales strategies anchored in proven methodologies.
The conversation dives deep into the consultative approach, highlighting its transformative potential in creating meaningful client connections and shortening sales cycles. Kurlan warns against common pitfalls, such as jumping into product pitches or skipping crucial discovery steps, which derail deals. He shares actionable advice on uncovering compelling reasons to buy and adopting a more client-centric mindset. Listeners will walk away with a clear understanding of how to align raw talent, disciplined processes, and consultative selling for scalable success. Check out Dave’s blog, “Understanding the Sales Force,” for more insights, and visit Kelly at bizlockerroom.com. Don’t miss this goldmine of sales wisdom!
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