Frankie Vignone & Griffin Reilly

Shows

Elite Selling Podcast - Mastering Tech SalesJeff Ford - CRO @ Trimble Inc. - Why Elite Sellers have a RevOps MindsetSummaryIn this episode of the Elite Selling Podcast, Jeff Ford, Chief Revenue Officer at Trimble, discusses the importance of adopting a Rev Ops mindset in sales. He shares his journey from sales operations to revenue operations, emphasizing the evolution of the role and the complexities involved in managing sales organizations. Jeff highlights the significance of understanding the Ideal Customer Profile (ICP) and the role of KPIs in driving sales success. He advocates for an ownership mindset among sales reps and the importance of asking for help to achieve better results. In this conversation...2025-06-1053 min

Elite Selling Podcast - Mastering Tech SalesJason Griggs - CRO @ Observe.AI: Deal Execution in 2025SummaryIn this episode of the Elite Selling Podcast, Jason Griggs discusses the critical importance of deal execution in sales. He shares insights from his 25 years of experience, emphasizing the need for empathy in navigating sales processes and the significance of engaging multiple stakeholders. Jason introduces the 'Three P's' of deal success: understanding the problem, identifying the right people, and influencing the process. He also explores the role of AI in transforming sales execution and offers practical advice for sales professionals to adapt to the evolving landscape. In this conversation, Jason Griggs shares insights...2025-04-2443 min

Elite Selling Podcast - Mastering Tech SalesSelling “Value Realization”: The Modern Engagement Model - Christian Smith - CRO @ SplunkSummaryIn this episode of the Elite Selling Podcast, Christian Smith discusses the evolution of sales methodologies toward a more customer-centric approach. He emphasizes the importance of understanding customer value, the role of customer success, and the need for a cultural shift within organizations to prioritize long-term relationships over short-term gains. The conversation also touches on the challenges of adapting to shifting customer expectations and the necessity of delivering continuous value to maintain competitive advantage. In this conversation, the speakers discuss the evolving role of sellers in modern sales, emphasizing the importance of partnership...2025-04-1745 min

Elite Selling Podcast - Mastering Tech SalesThe Art of Resiliency and Self-Advocacy in Sales with Joey Nalevka, CRO @ SquareConnect With Joey: https://www.linkedin.com/in/joey-nalevka-7b813917/ Summary In this episode of the Elite Selling Podcast, Joey shares insights on the key characteristics of elite sellers, focusing on resiliency and self-advocacy. He discusses the importance of collaboration, product knowledge, and strategies for overcoming slumps in sales. Joey emphasizes the need for personal branding and the mindset required to succeed in a challenging sales environment. In this conversation, Joey discusses the importance of personal branding and self-advocacy in achieving career success. He emphasizes the need to articulate...2025-02-0550 min

Elite Selling Podcast - Mastering Tech SalesPoV selling with Kyle Norton, CRO @Owner.comSummary In this conversation, Griffin Reilly and Kyle Norton delve into the concept of Point of View Selling, emphasizing its significance in modern sales strategies. Kyle shares insights from his experience as a Chief Revenue Officer, explaining how traditional sales approaches often fail to resonate with buyers. He advocates for a shift towards a customer-centric perspective, where sales professionals lead with a strong opinion about the market and align their offerings with the needs and beliefs of potential clients. The discussion covers practical steps for implementing this methodology, the importance of qualifying customers, and...2025-01-2444 min

Elite Selling Podcast - Mastering Tech SalesSelling from a Buyer's Perspective with Hayes Davis - Co-Founder and CEO @ Gradient WorksSummary In this conversation, Hayes Davis shares insights on the challenges of AI outreach, the importance of understanding the buying process, and the necessity of genuine curiosity in sales. He discusses the complexities of the enterprise buying journey and the multi-stakeholder sales challenge, emphasizing the need for sellers to connect with buyers on a deeper level to facilitate successful transactions. In this conversation, Hayes Davis and Frankie Vignone delve into the intricacies of sales, focusing on the importance of understanding buyer motivations, building trust, and effectively engaging multiple stakeholders. They discuss the significance of...2025-01-1545 min

Elite Selling Podcast - Mastering Tech SalesHow to Stand Out and Crush your Interview - Amjed Aboukhadijeh - Head of Sales at SocketConnect with Amjed: https://www.linkedin.com/in/amjedaboukhadijeh/ Summary of Episode: In this episode of the Elite Selling Podcast, host Frankie and Griff + guests Amjed Aboukhadijeh discuss the intricacies of elite selling, focusing on Amjed's unique approach to hiring and evaluating sales talent. They explore the importance of tailoring the hiring process to the company's specific needs, the challenges of assessing sales candidates based on resumes, and the balance between skills and will in sales performance. The conversation also touches on the significance of creativity...2025-01-0840 min

Elite Selling Podcast - Mastering Tech SalesHow Elite Sellers Build their Trust Networks - Dean Hickman-Smith - CRO @ Hacker OneSummary In this episode of the Elite Sailing Podcast, Dean HS discusses the critical role of trust in sales, emphasizing the importance of building a trust network. He shares insights on how to cultivate relationships beyond virtual interactions, the significance of authenticity in networking, and the value of mentorship in navigating a sales career. The conversation highlights practical strategies for establishing credibility and fostering genuine connections with customers and peers. In this conversation, Dean HS shares insights on the importance of authenticity in sales, the role of AI in enhancing sales processes, and the...2025-01-0248 min

Elite Selling Podcast - Mastering Tech SalesTop Lessons from a P-club winning AE to Founding CEO - Founder and CEO @ ZinniaConnect with Lauren: https://www.linkedin.com/in/lauren-goodell/ Check out Zinnia: https://www.linkedin.com/company/getzinnia/ Summary of show: In this episode of the Elite Selling Podcast, Lauren Goodell shares her journey from a successful sales career at Microsoft and Salesforce to becoming an entrepreneur and founding Zinnia, an AI-powered co-pilot for sales professionals. She discusses the importance of intrapreneurship, identifying opportunities within organizations, and the challenges of transitioning to entrepreneurship. Lauren emphasizes the significance of preparation in sales, the evolving...2024-12-1836 min

Elite Selling Podcast - Mastering Tech SalesHow to Identify, Build, and Test Champions with Griff and FrankieSummary In this conversation, Frankie Vignone and Griffin Reilly explore the significance of personal connections, the concept of building champions, and the importance of authority and involvement in achieving success. They discuss strategies for long-term success, overcoming challenges, and the role of fun in the journey. The dialogue emphasizes the need for collaboration and the value of relationships in personal and professional growth. Chapters 00:00 Introduction and Personal Updates 02:53 The Importance of Champions in Sales 05:51 Defining Champions: Business vs. Technical 2024-10-1745 min

Elite Selling Podcast - Mastering Tech SalesHow to Run Impactful In-Person Meetings - Ryan Precious - SVP, WW Sales @ ClickUpIn this episode, Ryan Precious discusses the importance of running world-class on-site meetings and the differences between on-site and virtual calls. They highlight the value of personal connections and the ability to accomplish more in a shorter amount of time during on-site meetings. They also discuss the strategic approach to asking for on-site meetings and the benefits of bringing the right resources from both the seller and customer sides. They explore the ideal timing for on-site meetings in the sales cycle and the potential for on-site meetings to become a required step in the sales process. The conversation explores...2024-10-0242 min

Elite Selling Podcast - Mastering Tech SalesHow to Supercharge your Sales Career with Kelly Breslin WrightTakeaways -Personalize your outreach and make it about the recipient, not just your product or company. -Take the time to research and understand the person you're reaching out to. -Stand out from the crowd by doing things that don't scale, such as sending personalized notes or videos. -When seeking promotion, focus on developing the necessary skills for the next role rather than rushing to climb the ladder. Understand the skills needed for the next level and proactively develop them -Take on additional projects and demonstrate your value to the company -Be intentional, focus on the team and the company...2024-09-0451 min

Elite Selling Podcast - Mastering Tech SalesHow Elite Sellers Thrive in 2024 with Josh Bey - VP of Sales at Obsidian SecuritySummary In this episode, Josh Bey discusses how elite sellers are winning and thriving in 2024. He reflects on his experience starting his sales career during the 2008 financial crisis and how it shaped his perspective on sales. Josh emphasizes the importance of considering factors outside of one's control, such as market conditions and product-market fit, when choosing a company to work for. He also highlights the significance of focusing on long-term growth and learning rather than short-term goals like hitting quotas or making it to President's Club. Josh also shares insights on the skills and...2024-08-0742 min

Elite Selling Podcast - Mastering Tech SalesHow Elite Sellers Leverage their Ecosystem to Win Together - Jennifer Chang - Regional Director @ Cisco, AppDynamicsSummary In this episode of the Elite Selling Podcast, Jennifer Chang discusses the importance of leveraging your ecosystem as a seller. She emphasizes the need to build relationships with internal and external stakeholders, including colleagues, leaders, and customers. Jennifer shares her own experience of winning the prestigious Barbarian Award at Cisco and highlights the role of collaboration and teamwork in achieving success. She also provides insights into the mindset and qualities required to transition from an individual contributor to a sales leader. The conversation concludes with recommendations for resources, including books and podcasts, that...2024-07-2536 min

Elite Selling Podcast - Mastering Tech Sales5 Reflections on Selling in 2024 and What to do About it with Griffin and FrankieIn this episode, Griffin and Frankie reflect on the first half of 2024 and share their insights and recommendations for the second half. They discuss the following key themes: 1) Customers know more now than ever before, so sellers need to come prepared with a point of view and the right questions. 2) Customers are pushing for demos and want to see the product faster, but sellers should push back and ensure alignment on challenges and requirements before jumping into a demo. 3) Sellers should arm their champions with a business case...2024-07-0130 min

Elite Selling Podcast - Mastering Tech SalesThe Shift in Mindset and Approach when Selling in a New vs. Existing Market - Frank Dimina - SVP & GM, Americas & Public Sector @ SplunkThe conversation explores the topic of successfully selling into an existing market versus creating and selling into a new market. Frank Dimina shares his experience and insights on this topic, highlighting the shift in mindset and approach required when selling in a new market. He emphasizes the importance of understanding the customer's problems and offering compelling value that outweighs the inertia of business as usual. The conversation also touches on the recruitment process for building a team that can excel in market creation, the challenges faced in this journey, and the need for customer intimacy and community building. The...2024-05-3040 min

Elite Selling Podcast - Mastering Tech SalesWhat it takes to be a $1M earner - Sean Burke - Partner at SBI and 7x CXOWant to know what it takes tot be a $1M earner in sales? Check out this episode with Sean Burke! Connect with Sean: https://www.linkedin.com/in/seanhburke/2024-05-1042 min

Elite Selling Podcast - Mastering Tech SalesThe Power of Empathy with your Customers - Griffin and FrankieSummary 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 their goals and challenges. The hosts also share personal stories and practical tips for incorporating empathy into sales strategies. Takeaways Empathy is crucial in sales as it helps salespeople...2024-04-2533 min

Elite Selling Podcast - Mastering Tech SalesWhy Griffin and Frankie got into Sales - Continuous Learning and Personal GrowthSummaryIn 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 of investing in personal development and the benefits of networking with like-minded individuals. The episode concludes with a reminder to seek out people who will push you to be better...2024-04-1835 min

Elite Selling Podcast - Mastering Tech SalesWhy Elite Sellers Play the Long Game - Billy Bob Brigmon @ High Impact Leadership DevelopmentSummary 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 add unique skills to their talent stack and stand out from the competition. Additionally, he shares resources for personal and professional development and defines an elite seller as someone...2024-04-1139 min

Elite Selling Podcast - Mastering Tech SalesHow Elite Sellers Partner with Marketing - Jessica Gilmartin, CRO and former CMO of CalendlySummary 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 the value of sales reps bringing marketing into meetings and the importance of reevaluating the value of leads. Jessica also discusses challenges with events and the benefits of targeting key accounts. She concludes by highlighting the results of effective sales-marketing...2024-03-2841 min

Elite Selling Podcast - Mastering Tech SalesHow to Run Prescriptive Proof of Values with Andy Hershey - CRO @ SovosSummary 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 leveraging customer data to drive sales. He also recommends the resource Pavilion for sales professionals looking to enhance their skills and knowledge. Takeaways Prescriptive proof of values (POVs) can accelerate sales cycles and...2024-03-2035 min

Elite Selling Podcast - Mastering Tech SalesHow to Stand Out and Land Your Dream Sales Job with Griff and FrankieSummary 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 the need to treat the interview process as a sales campaign, reaching out to potential hiring managers and conducting backchanneling. They provide tips for standing out in interviews, including asking thoughtful questions and demonstrating preparedness...2024-02-2822 min

Elite Selling Podcast - Mastering Tech SalesThe Power of Sales Frameworks - Paul Cant, CRO @ BMCSummary 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 the characteristics of an elite seller, including being a student of the game, having the right mix of technical and art skills, and being brave and creative. Takeaways 2024-02-2137 min

Elite Selling Podcast - Mastering Tech SalesCut Through the Noise with a POV - Doug Landis, Growth Partner at Emergence CapitalSummary 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 the value of time in sales. Lastly, he provides advice for sellers joining startups, emphasizing the need for grit, transparency, and the ability to wear multiple hats...2024-02-1543 min

Elite Selling Podcast - Mastering Tech SalesJohn Kaplan - President, Managing Partner @Force Management, Co-Host Revenue Builders Podcast - How to be an Elite SellerHighlights 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 2024-02-0156 min

Elite Selling Podcast - Mastering Tech SalesDoug May - Chief of Staff to CRO @ Data Dog - The Importance of Leading with Business ValueFree 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/ 2024-01-2446 min

Elite Selling Podcast - Mastering Tech SalesCharles Martelli, Director of Worldwide Sales Enablement @ MongoDB - Building an Elite MindsetFree 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 -How to have a difficult conversation with your leadership 2024-01-1137 min

Elite Selling Podcast - Mastering Tech SalesJeff Perry, CRO @ Carta: Importance of Career PatienceFree 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 growth and leadership development. 20:15 Career development, networking, and personal growth in sales. 25:55 2024-01-0332 min

Elite Selling Podcast - Mastering Tech SalesInternational Speaker | Best Selling Author - Rob Swymer: Giving vs. Getting in SalesFree 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 times. 20:14 Griffin Reilly emphasizes the importance of authenticity in sales, suggesting that taking a deep breath and being yourself can help build human con...2023-12-2238 min

Elite Selling Podcast - Mastering Tech SalesCRO, Sylvain Tremblay @ Uniphore - Quality vs. Quantity and Uncovering EQ in ConversationsSylvain 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 key to success. Griffin Reilly emphasizes the importance of qualitative aspects of sales, such as relationship building and well-written emails, to drive pipeline progression and closed deals 2023-12-1333 min

Elite Selling Podcast - Mastering Tech SalesCRO and Stage 2 Limited Partner, Lesley Young - Empower Your Business with Data and Metrics 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 meetings to be actionable and provide hypotheses for improvement Speaker 1 discusses their experience with KPIs, mentioning how they used data to inform their work and make progress in their...2023-11-2937 min

Elite Selling Podcast - Mastering Tech SalesCRO, Keith Rabkin @ PandaDoc - Customer Focused Selling 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 their boss or wasting time moving data between systems. Tapping into these intrinsic motivations can move beyond a rational sale and tap into what the person truly wants and cares about. ...2023-11-1628 min

Elite Selling Podcast - Mastering Tech SalesHow to Stand out from the Pack and Land your Dream Job with Heidi Smith - Principal Recruiter & Lead Talent Partner For GTM/SalesSummary 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 call from someone they know and trust. Focus on building strong relationships with sales...2023-11-0132 min

Elite Selling Podcast - Mastering Tech SalesSelling is a Career, Not a Job - Bart Fanelli - Founder @ SkillibriumWhy 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!2023-10-2441 min

Elite Selling Podcast - Mastering Tech SalesHow to Avoid "Mid-Funnel Fallout" | Nigel Burns - CRO @ Colibri.aiHow 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 middle of the sales process. North Stars are important for setting direction and aligning the organization, but they can be lost in...2023-10-1029 min

Elite Selling Podcast - Mastering Tech SalesHow to Master Team Selling - Per Caroe - CRO, Advisor, and GTM Thought LeaderSummary 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 the responsibility for ensuring the organization is working together effectively, rather than relying solely on management. Taking time to understand the perspectives of other departments...2023-10-0329 min

Elite Selling Podcast - Mastering Tech SalesWhy Partnering with Marketing is your Secret Weapon in Sales with Jack Foster, CMO @ WorkrampSummary 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 report on it regularly to align with sales goals.Standardized qualification processes and weekly pipeline forecast meetings can help marketing and sales teams row in the same direction.Clarity...2023-09-2632 min

Elite Selling Podcast - Mastering Tech SalesThe Power of Coaching in Enterprise Sales - Ben Harris, Head of Sales Productivity @ OutsystemsSummary 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, intentional time to help someone do better, not just rescuing deals at the Coaching can be opportunity coaching, career coaching, or helping champions, but it must be intentional and purposeful. 2023-09-2027 min

Elite Selling Podcast - Mastering Tech SalesThe Power of Coaching in Enterprise Sales: Ben Harris, Head of Sales Productivity @ OutsystemsPodcast 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 a purposeful, intentional time to help someone do better, not just rescuing deals at the end. Coaching can be opportunity coaching, career coaching, or helping champions, but it must be intentional...2023-09-2026 min

Elite Selling Podcast - Mastering Tech SalesTop KPIs you Should Track to Maximize Productivity with Griffin and FrankiePodcast 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 he could have told his younger self about productivity. The importance of being selective about who you spend your time...2023-08-3115 min

Elite Selling Podcast - Mastering Tech SalesMastering the Fundamentals of Enterprise Sales - Dan Cutler - Head of Sales, Enterprise at Google CloudMastering 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 understanding of the fundamentals or not mastering the fundamentals can negatively impact his career and career. ...2023-08-1534 min

Elite Selling Podcast - Mastering Tech SalesWhy MEDDPICC is more than just a qualification process - Mark Treacy - Sr. Sales Manager of Strat Accounts @ LinkedIn 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 able to figure out why he had lost every single deal over the last five or six years in his...2023-08-0834 min

Elite Selling Podcast - Mastering Tech SalesThe Power of Building your brand - Ryan Colpaart - Area Vice President @ TeradataHow to build your brand -How building your brand in 2023 has changed-Ways to kill your brand (common mistakes)-Why networking is so important-How to build your brand with your customers-What resources do you recommend-How do you define an elite seller 2023-08-0136 min

Elite Selling Podcast - Mastering Tech Sales10 things we wish we new before we got into sales with Griffin and FrankieSummary: Introduction to this episode. 0:01 Welcome to a special episode of the elite-selling podcast. What Griff and Frankie wish they had known 10 years ago. Systems and habits are more important than goals. 1:06 Habits are more important than goals. Everything is negotiable, internally and externally. Be prepared to negotiate internally and externally. 2:36 Be prepared for negotiation, both internally and externally. Everything is negotiable. How to challenge your prospects. 4:22 Don't be afraid to challenge prospects. You are...2023-07-1824 min

Elite Selling Podcast - Mastering Tech SalesHow to Leverage Emotional Intelligence in Enterprise Sales with Matt Cameron - CEO @ SaaSy Sales LeadershipShow Notes: Defining the provocative sale. 0:00 The provocative sale. 5% of B2B buyers are in the market for something new this year. Introduction to today’s episode. 0:59 Introduction to Matt Cameron, chief executive officer of sassy sales leadership. Emotional intelligence in sales. Defining the provocative sale. 3:19 Defining relevant competencies and the provocative sale. Why emotional intelligence is a valuable asset. Having confidence in the formula for sales success. Having the right to ask for introductions. Ho...2023-07-1139 min

Elite Selling Podcast - Mastering Tech SalesSeek First to Understand (Mark Fetner - Vice President, Key Accounts Program @ Workday)Podcast Summary: Seek first to understand your audience. 0:00 Understanding success and what success looks like. Seek first to understand before going into sales. Best practices that will last for a long time. Seeking first to understand. Why is seek first to understand so important? 3:04 Emotional intelligence and seeking first to understand. The seven habits of successful salespeople The first meeting might be uncomfortable because its untraditional Don’t go down the rabbit hole on one item. 8:24 Solving sp...2023-06-2748 min

Elite Selling Podcast - Mastering Tech SalesHow to Navigate the Three Competitive Vectors (Lynn Comp - Global Strategy, Marketing & Product Management Executive @ AMD)Here's what we will cover today: How to Navigate The Three Competitive Vectors: 1. Head to Head Competitors2. Cost of Doing Nothing3. Alternative Examples (Gravity Winds) Key Topics: -Know your customer better than your competition -Do deep research and get ahead of the competition -How to get creative in your deals Connect with Lynn: https://www.linkedin.com/in/lynncomp/ 2023-06-1336 min

Elite Selling Podcast - Mastering Tech SalesThe Art vs. Science of Selling - Griffin and Frankie @ The Elite Selling PodcastGriffin and Frankie break down the art vs. science of selling. 2023-06-0734 min

Elite Selling Podcast - Mastering Tech SalesSelling to CFOs in 2023 (Chris Orlob - Co-Founder & CEO pclub.io)Show notes: -How to build champions -Top questions to ask CFOs -Definition of Elite Seller -How to find the right people and the right accounts -ROI Connect with Chris: https://www.linkedin.com/in/chrisorlob/2023-05-2351 min

Elite Selling Podcast - Mastering Tech SalesKey to winning in the enterprise is executing (Todd Busler - CoFounder @ Champify)-Creativity in your deals -Building Champions -The importance of capturing your buyer's attention span -What Makes an Elite Seller -How to think outside the box 2023-05-1634 min

Elite Selling Podcast - Mastering Tech SalesSelling with Champions (Nate Nasralla - Founder @ Fluint)-No Champ, No Deal -How to build an executive summary for your champion -Multi-threading -How to identify your ideal champion 2023-05-1030 min

Elite Selling Podcast - Mastering Tech SalesHow to Sell in an Economic Downturn (Elizabeth Andrew 3x VP of Sales | Strategic Advisor | TEDx Speaker )-How to navigate the current macro -Importance of understanding customer -How to have a great mindset during this time 2023-05-0231 min

Elite Selling Podcast - Mastering Tech SalesThe Power of Being an Introvert in Sales (Brandon Fluharty @Founder of BrandonFluharty.com)The Power of Being an Introvert in Sales (Brandon Fluharty @Founder of BrandonFluharty.com) 2023-04-1847 min

Elite Selling Podcast - Mastering Tech SalesThe Challenge with "Modern Selling" (Dale Dupree - Founder and CSO @ The Sales Rebellion)Follow Dale: https://www.linkedin.com/in/copierwarrior/2023-04-1230 min

Elite Selling Podcast - Mastering Tech SalesImportance of Positivity & Optimism in Life & Sales (Larry Long - Chief Energy Officer and Key Note Speaker @ LLJR Enterprises)-Importance of Positivity & Optimism in Life & Sales -What is Elite Selling -The Good, The Great, and The Wonderful 2023-03-3039 min

Elite Selling Podcast - Mastering Tech SalesThe Power of Scrimmage (Nathan Jamail - Best Selling Author, Executive Coach & Expert Speaker @ Jamail Development Group)Enemy of Great..is Good Less than 4% of sellers scrimmage Most salespeople aren't good What defines an elite seller #1 Asset for an Elite Seller: Mindset "Hire the Person, Teach the Topic"2023-03-2245 min

Elite Selling Podcast - Mastering Tech SalesKeith Weightman - RVP Sales @ Bullhorn - Simplify Your Life with Systems & ProcessesSimplify Your Life with Systems & Processes The Life Operating System Q1, Step 1: Profiling the Territory Know your Numbers! Read as Much as You Can! The Best Leaders Lead with Integrity Elite Sellers Take Immediate Action 2023-03-0229 min

Elite Selling Podcast - Mastering Tech SalesSelling in 2023: Sales Kickoff Recap with Griff and FrankieLive from San Francisco, Griff and Frankie sit down in person to recap their key takeaways from their SKO.2023-02-2432 min

Elite Selling Podcast - Mastering Tech SalesScott Leese - CEO and Founder of Scott Lease ConsultingExperience --> Diversification Build Experience & Confidence Before Taking on the Next Challenge Build Your Side Business - The Blueprint All Sellers Should Have Their Own Style 2023-02-1436 min

Elite Selling Podcast - Mastering Tech SalesWill Aitken - Head of Sales Content at Sales Feed - The Power of DisqualificationClosed/lost deals take 2x as long as closed won Be selective of who you let into your pipeline Sell on pain, not annoyance No Pain, No Deal "NO" is a good thing Clean up your pipeline 2023-01-2727 min

Elite Selling Podcast - Mastering Tech SalesZack Sikora, CRO at People.ai - How to find and hire A playersShow Notes: Finding & Hiring "A Players" ICCE: Intelligence, Character, Coachability, Experience, Elite Sellers Dedicate Time for Self-Reflection Elite Sellers Align to Business 1) Value & 2) Pain 2023-01-1924 min

Elite Selling Podcast - Mastering Tech SalesRachel Nusbaum - Vice President, North America Commercial Sales at Sumo Logic - How to Build Lasting RelationshipsBuilding Relationships Creates Opportunities Meet Your Customers & Prospects Where They Are "People Buy From People" "ASK" Grit Over Experience 2023-01-1228 min

Elite Selling Podcast - Mastering Tech SalesIan Koniak - CEO and Founder @ Ian Koniak Sales Coaching - Grit vs. GrindKey Topics: Grit vs Grind (importance of setting long-term goals) How to Develop Grit Key to Elite Selling Follow the North Star The joy is in the journey 2022-12-2034 min

Elite Selling Podcast - Mastering Tech SalesElliotte Dunlap - Chief Channel Officer - Capital Markets @ MicrosoftPodcast Highlights: -"Intentional Excellence" -Sellers Need to be Force Multipliers -Sellers Need a Point of View -Focus on the Journey, not the Results -If you're not at the table, you're on the table -Connect with your community 2022-12-0125 min

Elite Selling Podcast - Mastering Tech SalesDana Therrien - CRO Practice at Anaplan - Data Driven Fitness and SalesHow consistent physical fitness has the ability to boost your career in sales Leveraging Data: Elite Selling & Athletic Training 10,000 Steps in your fitness and career Commitment: Sales & Health Preparation & Planning 2022-11-1723 min

Elite Selling Podcast - Mastering Tech SalesDevin Williams - VP of Commercial Sales @ DataRobot - How to Improve EQKey Themes: The beauty of Emotional Intelligence How to Improve EQ Naturally Self Awareness Social Awareness - how to build trust and credibility non verbally Self-Perception Test 2022-11-0826 min

Elite Selling Podcast - Mastering Tech SalesJamal Reimer - Founder, CEO, and Author of Mega Deal Secrets- "Mega Dealing"Key Topics: Traditional Selling vs "Strategic Selling" The Secret: Elite Sellers go straight to the Top of the Mountain Elite Sellers are NOT mountain climbers #1 Reason Mega Deals are Lost or Stalled 2022-10-2722 min

Elite Selling Podcast - Mastering Tech SalesJill Brown - VP of Sales, North America @ People.ai - How Elite Reps Accelerate DealsTop Takeaways -Time Kills All Deals -Find Business-Level Pain --> Accelerate Your Deal -Elite Reps Quantify Business Pain 2022-10-1823 min

Elite Selling Podcast - Mastering Tech SalesMichael Hughes - CRO @ Chargepoint - "Mountains and Boulders"Key Topics Include: -Mountains and Boulders -- Setting Goals -Leading vs. lagging indicators -Long term bullish -Make your Goals Simple 2022-10-1226 min

Elite Selling Podcast - Mastering Tech SalesScott Shillington - CVP of Global Priority Accounts @AMD - Invest in Your Own Skill DevelopmentKey Topics Include: -Elite sellers consistently invest in their own skill development -Elite sellers are always hungry for feedback -Elite sellers are always searching for new points of view to improve their hypothesis 2022-10-0428 min

Elite Selling Podcast - Mastering Tech SalesDave Demink - Head of Sales, SMB VAST @ Zoom - "Winners Win" MindsetKey Takeaways: "Winners Win" Mindset Elite Reps Learn from Failure Work Ethic Elite Reps are Persistent, Especially in Today's Selling Environment Leverage your Network 2022-09-2822 min

Elite Selling Podcast - Mastering Tech SalesRavi Rajani - "Storytelling" in Strategic SalesKey Topics we review with Ravi: 1) The power of storytelling in sales 2) How to develop your storytelling skills 3) How to build a story - the ACORN Framework 4) 4 key elements of any powerful story 2022-09-2020 min

Elite Selling Podcast - Mastering Tech SalesMark Tefakis - VP Global Sales Enablement & Performance @ People.ai - How Elite Sellers Plan for SuccessKey topics include: -Value Pyramids - Structure your accounts / goals -Command of Plan & Calendar - Learn to Adapt -Top recommended books 2022-08-2324 min

Elite Selling Podcast - Mastering Tech SalesGreg Moore - Dir. of Sales Effectiveness @ Snowflake - The Top 3 "Elite Selling" CharacteristicsTop Takeaways: -Executive Presence -Take Control of Your Career -Importance of Industry Knowledge & Experience -Importance of Creativity 2022-08-2326 min

Elite Selling Podcast - Mastering Tech SalesToby Carrington - EVP of Operations @ Seismic - Selling to the C-SuiteTop 3 Takeaways: -Personalization vs Relevancy -Build on Value -Executive Engagement and Owning your Deal 2022-08-2226 min