Elite Selling Podcast - Mastering Tech Sales

Summary In this episode, hosts Frankie and Griffin discuss the importance of empathy in sales. They highlight six reasons why empathy is a superpower in B2B sales: understanding your customer, building relationships, effective communication, problem-solving, employee engagement, and adaptability. They emphasize the need for salespeople to put themselves in their customers' shoes and understand...

Summary In this episode, hosts Griffin and Frankie discuss their backgrounds and how they got into sales. They share their motivations for being in sales, such as providing for their families and enjoying the customer-facing aspect of the job. They talk about their early experiences in sales, the lack of training they received, and the importance of strategic selling. They also discuss the value o...

Summary In this episode, Billy Bob discusses the importance of playing the long game in sales and differentiating oneself as an elite seller. He emphasizes the need to focus on a 10-year game rather than optimizing for short-term earnings. Billy Bob also highlights the risk of constantly starting over and the value of building strong relationships. He encourages sellers to think about how they can...

Summary In this episode, Jessica Gilmartin, CRO of Calendly, discusses the importance of sales and marketing partnering together. She highlights the misalignment of incentives between the two teams and the challenges in lead routing and scoring. Jessica shares the approach Calendly has taken to improve sales-marketing alignment, including increased communication and collaboration. She emphasizes t...

Summary In this episode, Andy discusses the importance of prescriptive proof of values (POVs) in accelerating sales cycles and improving conversion rates. He shares his experience implementing prescriptive POVs at Splunk and the positive impact they had on the sales process. Andy emphasizes the need for qualification and discovery before introducing a POV and highlights the importance of leveragin...

Summary In this episode, Frankie and Griffin share their recommendations for landing the perfect sales job. They emphasize the importance of doing thorough research on the company and understanding the products, training, culture, pay, and personas involved. They also discuss the significance of cleaning up your resume and LinkedIn profile, focusing on key achievements and data. The hosts stress t...

Summary In this episode, Paul discusses the power of frameworks in sales. He shares his favorite frameworks in the areas of people, sales excellence, business management, and personal development. Paul emphasizes the importance of being a student of the profession and recommends that listeners choose a few frameworks that resonate with them and become proficient in using them. He also highlights t...

Summary In this episode, Doug discusses the exciting developments in AI and how it can be leveraged to improve sales conversations. He emphasizes the importance of building a point of view and hypothesis for each conversation, as well as using AI to gather insights and research about the industry and company. Doug also highlights the need for sellers to get back to the fundamentals of selling and...

Highlights from the show: The 6 Keys to Being an Elite Seller How much pipeline do you really need? The Three P's (Purpose, Process, Payoff) Links to follow John, Force Management, and Revenue Builders: https://www.linkedin.com/in/johnkaplanfm/ https://www.forcemanagement.com/ https://www.ascender.co/ https://www.forcemanagement.com/resources/revenue-builders-podcast

Free Guide: 7 Steps to 7 Figures CLICK HERE: https://the-elite-selling-podcast.ck.page/53b7f15864 Summary: Doug May - Selling on Value Value is something you do every step of the way Importance of asking the second and third layer questions Quantify pain Follow Doug on LinkedIn: https://www.linkedin.com/in/dougmay/

Free guide: 7 Steps to 7 Figures 💰 click here: https://the-elite-selling-podcast.ck.page/53b7f15864 Summary: -How to master your sales habits -What to do if you fall off and need motivation -The parallels between athletics and sales -How to identify the most important revenue-generating activities -How to create your perfect day -How to block off time to ensure productivity and mental wellbeing -...

Free guide: 7 Steps to 7 Figures 💰 click here: https://the-elite-selling-podcast.ck.page/53b7f15864 Summary: Career patience and opportunities with Jeff Perry. 0:00 The importance of patience in a sales career. 1:29 Sales process, storytelling, and career patience. 6:27 Career growth and opportunities at Oracle. 10:09 Evaluating job opportunities and prioritizing internal support. 16:37 Career gr...

Free guide: 7 Steps to 7 Figures 💰 click here: https://the-elite-selling-podcast.ck.page/53b7f15864 Summary The importance of shifting mindset from getting to giving in sales and business Shifting mindset from getting to giving in sales Sales strategies and language. Sales mindset and language to build relationships and close deals. Authenticity, mental health, and sales strategies in challenging...

Sylvain Tremblay - CRO @ Uniphore Summary Qualitative vs quantitative selling in 2023 with sales legend Sylvain Tremblay. 0:00 Sylvain Tremblay shares insights on qualitative vs quantitative selling in 2023. Sales vs. quantity in B2B sales, with a focus on emotional intelligence. 1:12 Frankie discusses the importance of emotional intelligence in sales today, arguing that quantity is no longer the...

Data-driven selling, KPIs, and risk management. 0:00 Leslie emphasizes a data-driven approach to inform conversations and drive business growth. Importance of people and process in sales, specifically the need to remove risk from the forecasting and pipeline management process. KPIs and data analysis in sales meetings. 3:45 KPIs in tracking business performance and providing valuable insights KPI...

Customer-centric selling strategies with Keith Rabkin. 0:00 Keith Rabkin joins the podcast to discuss customer-focused selling strategies. Customer-focused selling and its key elements. 1:09 Elite sellers prioritize customer focus, understanding their needs and pain points to find mutually beneficial solutions. Personal pain points of potential customers, such as fear of looking bad in front of th...

Summary How sales reps can stand out in new roles. 0:00 Heidi Smith shares insights on how sales reps can stand out in a new role at a new company. Sales strategies and networking in the current market. 1:02 Heidi is a super fan of the podcast and met one of the hosts at an event. Importance of referrals and personal connections in the hiring process, as sales leaders are more likely to take a cal...

Why you should treat your sales "job" as a career instead. Bart shares life lessons from his time at Splunk, BMC, and OutSystems about the importance of coaching, feedback, and going all in. This is an episode you WILL NOT WANT TO MISS!

How to Avoid "Mid-Funnel Fallout"  Why your deals are dropping and not moving  5 key things these enterprise deals are falling out  You’re a business person, not a seller  your role is a consultant and go in and solve problems  remove yourself/your product from the equation Summary: Mid-Funnel Fallout and its Causes with Nigel Burns. 0:00 Five reasons why deals are getting stuck in the m...

Summary Team selling in sales with a focus on partnership with marketing and other departments. 0:02 The importance of team selling in email marketing sales. Team selling and collaboration in sales. 1:26 Team Selling is when sales engineers and BDRs work together to focus messaging and solve client problems, rather than relying on a single top-performing sales rep. Sales reps should own some of th...

Summary Sales and marketing alignment for revenue growth. 0:03 Sales and marketing alignment means aligning around impacting the revenue number, starting from the top down. Asks for specifics on what sales and marketing need to be aligned on, such as communication and shared criteria for success. Aligning marketing and sales teams for growth. 4:13 Marketing teams should have a pipeline number and...

Summary Coaching in sales leadership with insights from experienced professionals. 0:01 Ben emphasizes coaching as a crucial aspect of sales leadership, citing personal growth and potential career changes as a result of receiving coaching himself. Leaders often mistake talking to reps as coaching, and avoid truly coaching them. Coaching in sales, purposeful vs reactive. 3:23 Coaching is purposeful...

Podcast Summary Intro to this episode. 0:00 Welcome to another episode of the elite selling podcast, breaking down productivity in 2023 and what it means to be a productive sales rep or sales leader in 23. Welcome to the episode. The importance of productivity in sales. 1:14 The story of productivity in his past life, when he was doing field sales at Cisco and covering colorado and Wyoming. What h...

Mastering the Fundamentals - Dan Cutler Summary You can't be a one trick pony. 0:00 You can't be a one-trick pony. People that are good for 10 years are the people that are malleable and flexible. The fundamentals of enterprise selling. Why fundamentals are so important? 1:34 Why fundamentals are so important to him and why they are important to his listeners. Why not having a good underst...

A solid qualification methodology is a cornerstone of your efforts. 0:00 Why a solid qualification methodology is a cornerstone of efforts to coach and develop talent, and how it creates a peer coaching environment Have you ever heard of MEDDPICC before? 5:46 He was referred to Medallia by someone who worked out already and was asked if he had ever used medic before. A month into the role, he was...