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. Lee, author of The First Meeting Differentiator, explains why so many salespeople lose before they’ve even had a chance to win.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Together, Kelly and Lee explore why traditional training fails, why most sales meetings are forgotten within days, and how sales leaders can create reinforcement strategies that actually stick. They dig into the power of a documented sales playbook, the importance of shifting from a “discovery” mindset to a consultation mindset, and why providing meaningful value in every interaction is the key to earning a second meeting.

Lee also reveals why emotional connection — not logic alone — drives buying decisions, and how salespeople can avoid the trap of product pitching. From understanding the forgetting curve, to developing target client profiles, to creating a true “deal foundation” in the very first meeting, this episode is packed with insights that every sales VP and frontline rep needs to hear.

If you’ve ever wondered why hard-won opportunities stall, or why first meetings rarely turn into long-term relationships, this conversation offers a practical framework you can put to use immediately.

Don’t miss this timely and practical guide to transforming your first meetings into real business wins.

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

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 conventional view of sales training and asks a critical question: are you preparing your team to truly compete, or just to participate?

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly unpacks the unique reality of selling—there are no prizes for second place. Through powerful analogies and hard-hitting examples, he outlines the four ways salespeople play the game: showing up to play, playing to win, playing to win at all costs, and playing not to lose. Each mindset carries consequences, and only one creates consistent winners.

Beyond strategy, Kelly explores the crucial role of mindset in sales success. Drawing parallels from elite athletes, he shows how mental conditioning, resilience, and the ability to learn from every win and loss are what propel salespeople into the top 5% of performers. Leaders, he argues, must go beyond assigning tasks—they must coach, train, and cultivate a culture of excellence rooted in competition and growth.

If you’re a sales leader looking to transform your team, or a salesperson ready to shift from “showing up” to competing at the highest level, this episode delivers the insight and challenge you need.

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

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]Training, Kelly Riggs pulls apart the debate and examines the critical milestones that determine whether a new hire becomes productive or becomes part of the 75% who never make it.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly exposes the overconfidence many managers place in “experienced hires” and highlights why resumes, industry connections, and product familiarity often fail to translate into actual selling ability. He shares eye-opening stats: only 1 in 20 salespeople are truly elite, while the vast majority struggle. From there, he introduces the “Four Buckets” every salesperson must master—systems and processes, product knowledge, industry context, and the actual skills of selling.

But here’s the twist: training that overloads product details without real-world context slows development dramatically. Kelly provides a pro tip that accelerates onboarding—immersing new hires with satisfied customers so they can connect product knowledge with real experiences and stories. This method not only builds competence faster but also arms salespeople with authentic credibility when meeting prospects.

If you’re a VP of Sales or sales leader frustrated by long ramp times and inconsistent performance, this episode is packed with blunt truths and practical strategies you won’t want to miss.

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