Maximize Sales Effectiveness and Authenticity featuring Kelley Hippler

Kelley Hippler is a seasoned Chief Revenue Officer with more than 20 years of global commercial leadership experience. She specializes in driving sustainable revenue growth and transforming sales organizations through strategic planning, disciplined execution, and people-first leadership. Kelley is known as a data-driven and accountability-centered leader who builds scalable teams aligned around a shared vision and clear outcomes.

She spent 23 years at Forrester Research and, during her five years as Chief Sales Officer, helped grow company revenue by 51% through organic and inorganic strategies, reaching a company high of $538M in revenue and a $1.13B market cap. Kelley is deeply passionate about developing talent, building cultures of ownership, and driving measurable business impact. Her leadership mantra is: People. Plan. Align. Execute. Win.

SHOW SUMMARY

In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Kelley Hippler to explore how authenticity, alignment, and disciplined execution drive modern sales success. Kelley shares insights from her extensive executive leadership experience, including how strong sales and marketing alignment, intentional planning, and people-first leadership create sustainable growth.

The conversation highlights the evolving buyer journey, the importance of meaningful customer interactions, and how AI and technology are reshaping sales workflows. Kelley offers practical guidance for sales leaders and professionals on maximizing effectiveness, improving qualification discipline, protecting time, and building trust-centered sales cultures that consistently perform.

KEY TAKEAWAYS

• Authentic, agenda-free selling builds stronger long-term trust with buyers.
• Revenue growth starts with people—empowered, aligned sellers drive results.
• Sales and marketing alignment must be demonstrated through shared action, not just words.
• Time is a seller’s most limited asset and must be protected intentionally.
• Today’s buyers are largely through their journey before engaging sellers—value must show up fast.
• Strong qualification and disqualification discipline improves win rates and efficiency.
• AI and technology should support effectiveness, not replace authentic human connection.
• Culture carriers often outperform quota chasers over the long term.

HIGHLIGHT QUOTES

Selling from the heart really comes down to leading with authenticity and not an agenda. It's about showing up as a human being first.

The best sellers I've come across in my career weren't just quota crushers, but they were actually culture carriers.

Your people at the end of the day are the ones who drive your results. I may be a chief revenue officer, but I'm not the one driving revenue.

Taking the call is the worst thing you can do. You are wasting that person's time. The best thing you can do is let a seller know if it's not the right time.

📌 FOLLOW THE CONVERSATION

Connect with Kelley. Hippler:

➡️Kelley's LinkedIn: https://www.linkedin.com/in/kelley-hippler/

Learn more about Darrell and Larry:  

➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/

➡️Website: https://www.sellingfromtheheart.net
 

ADDITIONAL RESOURCES

Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!

Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.  

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