Elite Selling Podcast - Mastering Tech Sales

SummaryIn 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 on the importance of networking, understanding the buying process, and the critical role of champions in deal execution. He emphasizes the need for trust and building relationships over time, as well as the significance of maintaining motivation outside of work through physical activity and continuous learning. The discussion culminates in defining what it means to be an elite seller, highlighting the importance of self-awareness and growth.akeawaysDeal execution is crucial for sales success.Empathy is key when navigating sales processes.Engaging multiple stakeholders can enhance deal success.Understanding the customer's pain points is essential.Sales reps should identify the right people early in the process.Avoid losing deals to inaction or delays.AI will significantly impact the sales process in the future.Sales professionals should continuously learn from peers.Building credibility with customers is vital for success.Effective sales strategies involve understanding the buying process. Networking is crucial for success in sales.Understanding the buying process helps in deal execution.A champion is essential for closing deals.Trust is built over time through consistent delivery.Testing champions is important to ensure their commitment.Maintaining motivation outside of work is key to performance.Physical activity contributes to overall energy and focus.Continuous learning is vital for personal and professional growth.Setting big goals and breaking them down is effective.An elite seller is always growing and self-aware.

SummaryIn 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, teamwork, and resource allocation. They explore the characteristics that define successful sellers, including a growth mindset and discipline, and highlight the significance of maintaining a balance between work and personal life. The discussion also touches on the impact of leadership on fostering a positive work environment and the necessity of adapting sales strategies based on company size and market conditions.TakeawaysSellers need to care about customers post-sale.Customer engagement models must evolve to meet expectations.Sales training should focus on delivering customer value.Organizations must define their engagement teams clearly.Customer success is crucial for long-term relationships.Sales and customer success must work collaboratively.Cultural shifts are necessary for effective engagement models.Leadership must align on customer value outcomes.Modern sellers must adapt to changing customer expectations.Continuous value delivery is key to customer retention. A good seller's job is constant discovery.Great sellers are great discovery people.Think of your territory as a CEO of your territory.You can't spend the same on a $10,000 account as a $10 million account.Focus on the ICP.Growth mindset shows up in strong curiosity.Discipline differentiates the great ones from the not so great ones.Work is not my life.I love solving customer problems.The patterns discussed are important for every company size.

Connect 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 one's strengths and values, identify personal brands, and actively promote them. The discussion also covers common mistakes in branding, the significance of networking, and how to define what makes an elite seller. Joey shares personal experiences and practical advice on how to navigate the professional landscape effectively.

Summary 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 adapting messaging for different personas, all while leveraging customer insights to build trust and drive sales success. In this conversation, Kyle Norton and Griffin Reilly discuss the evolving landscape of sales, emphasizing the importance of understanding customer perspectives, building trust through unbiased information, and creating choices rather than comparisons in the sales process. They explore the significance of business acumen and the qualities that define an elite seller, while also recommending valuable resources for developing a strong sales philosophy.

Summary 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 framing conversations around business impact, the role of personal motivation in decision-making, and the necessity of cultivating genuine relationships with clients. The dialogue emphasizes the need for sales professionals to be curious, empathetic, and strategic in their approach to selling, ultimately defining what it means to be an elite seller. Takeaways AI outreach can often lead to poor personalization. Genuine curiosity in sales can create trust and credibility. Understanding the buyer's journey is crucial for sellers. Sales processes often misalign with the buyer's process. Effective discovery is key to successful sales conversations. Sellers should avoid a checklist mentality during calls. Building a strong ROI case is essential for high-value purchases. Multi-stakeholder sales require clear communication of value. Buyers often research solutions before engaging with sales. Empathy and curiosity are vital for effective selling. It's important to build a business case over time. Trust starts with the initial part of the relationship. Genuine curiosity leads to trust in sales. You need a champion with influence to succeed. Understanding relationship dynamics is crucial. Sales conversations should focus on business impact. Personal motivation plays a key role in buying decisions. You can control the little things that build trust. Mapping pain points to solutions is essential. Curiosity and empathy are what make someone elite.

Connect 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 in sales strategies and the need for efficiency in the sales process. In this conversation, Amjed Aboukhadijeh discusses the critical aspects of the sales process, focusing on the importance of research, evaluating candidates under pressure, and the traits defining successful sellers. He emphasizes the need for candidates to be well-prepared, adaptable, and customer-focused, highlighting the significance of storytelling in sales. The discussion culminates in identifying key qualities that elite sellers possess, such as customer obsession, long-term focus, and the ability to engage effectively with clients. Takeaways Amjed Aboukhadijeh shares his journey from a track athlete to a sales leader. The importance of a tailored hiring process for sales roles. Sales resumes often exaggerate performance metrics, making it hard to assess true talent. Identifying the right candidate for the right stage of company growth is crucial. Mock presentations and evaluations are key components of the interview process. Creativity in sales should focus on deal motion rather than presentation aesthetics. Efficiency in sales presentations is more valuable than perfecting a deck. Sales candidates should demonstrate research and understanding of the product. The balance between skills and will is essential in evaluating sales talent. Amjed emphasizes the need for project management skills in enterprise sales. Research should be actionable and relevant to the candidate. Candidates must be able to hold their own in high-pressure situations. Soft skills like likability and confidence are crucial in sales. Treating the interview as a significant deal is essential. Stress testing candidates reveals their true capabilities. Successful sellers bring energy and enthusiasm to their roles. Customer obsession is a key trait of top performers. Long-term focus helps in building sustainable relationships. Storytelling is vital for engaging clients and pushing deals forward. The best sellers consistently demonstrate a formula for success.

Summary 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 significance of maintaining energy and culture in a virtual sales environment. He emphasizes the need for genuine connections, the balance between structured sales processes and personal authenticity, and the value of networking and collaboration. Dean also discusses the inspiration he draws from his career and the importance of being an elite seller who collaborates effectively with others. Takeaways Trust is implicit in everything we do in sales. Building a trust network is essential for effective selling. Networking events provide opportunities to meet new people. Authenticity in communication fosters trust and credibility. Mentorship can come from various sources, including customers. Establishing connections on LinkedIn requires genuine outreach. Never waste an opportunity to engage with customers personally. Bring value to conversations to build lasting relationships. The best connections often happen when there is no deal on the table. Being the real you is crucial in sales interactions. Authenticity is crucial in sales interactions. AI can enhance research and value propositions. Balancing sales processes with genuine interactions is key. Sales culture thrives on energy and connection. Networking events can build trust and relationships. Inspiration can come from various sources, including history and sports. Elite sellers are great collaborators and orchestrators. The effort put into sales directly correlates with success. Enjoying your work is essential for motivation. Be yourself and share your authentic self with others.

Connect 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 role of AI, and offers valuable advice for aspiring entrepreneurs, including the need to validate ideas before building. She concludes with insights on overcoming limiting beliefs and defining what it means to be an elite seller. Takeaways Intrapreneurship allows for innovation within a company. Identifying gaps in the market is crucial for growth. You don't have to leave your job to create change. Entrepreneurship is a risk, but it can be rewarding. Preparation is key to successful sales calls. AI can enhance the sales process but won't replace human connection. Validating your business idea is essential before launching. Networking and maintaining relationships can provide security. Tenacity and resilience are vital traits for elite sellers.

Summary 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 08:38 Identifying Champions in Your Accounts 14:14 Building and Educating Champions 22:41 Testing Your Champions 34:23 Conclusion and Key Takeaways

In 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 the importance of on-site meetings in sales and provides tips for making them successful. The hosts and guest discuss the value of face-to-face interactions, the impact of on-site meetings on deal qualification, and the benefits of building personal connections with customers. They also share strategies for standing out during on-site meetings, such as creating a well-prepared agenda, bringing in key team members, and providing value-add meetings and artifacts. The conversation concludes with advice on following up after on-site meetings and resources for further learning. Chapters 00:00 Introduction and Importance of On-Site Meetings 08:27 Strategic Approaches to Asking for On-Site Meetings 16:24 Ideal Timing for On-Site Meetings in the Sales Cycle 19:03 Bringing the Right Resources to On-Site Meetings 21:47 The Potential for On-Site Meetings to Become a Required Step in the Sales Process 23:25 The Power of On-Site Meetings in Sales 24:07 Qualification and Building Personal Connections 25:14 Strategies for Standing Out During On-Site Meetings 32:47 Effective Follow-Up After On-Site Meetings 35:25 Recommended Resources for Sales Professionals

Takeaways -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, and not just yourself -Exceptional founders effectively communicate the company's mission and vision In this episode, Kelly Breslin Wright shares insights on the ingredients of being an elite seller and how to supercharge your sales career. The conversation covers topics such as effective outreach strategies, personalization, and the right approach to getting promoted. Kelly emphasizes the importance of personalizing outreach and standing out from the crowd. She also highlights the need for research and understanding the person you're reaching out to. When it comes to getting promoted, Kelly advises against rushing and emphasizes the importance of developing the necessary skills for the next role. In this conversation, Kelly Breslin Wright shares valuable insights on how to supercharge your career and find the right role. She emphasizes the importance of understanding the skills needed for the next level and proactively developing them. Kelly also highlights the significance of raising your hand and taking on additional projects to demonstrate your value to the company. She advises individuals to be intentional, focus on the team and the company, and not just think about themselves. Additionally, Kelly discusses the qualities of exceptional founders, including their ability to communicate the company's mission and vision effectively.

Summary 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 qualities he seeks in new sales reps. In this conversation, Josh Bey discusses the importance of selecting the right career and building the skills needed to succeed. He emphasizes the value of hard work, coachability, and a strong desire to win. Josh also shares stories about his experiences coaching a youth soccer team and delivering a keynote presentation on the Mamba mentality. He highlights the importance of understanding the customer's business and building a value pyramid to align solutions with their goals. Josh concludes by emphasizing the importance of kindness, long-term thinking, and continuous improvement in sales. Takeaways When choosing a company to work for, consider factors outside of your control, such as market conditions and product-market fit. Focus on long-term growth and learning rather than short-term goals like hitting quotas or joining the President's Club. Develop skills in asking tough questions and building value for customers. Surround yourself with the right people who believe in your long-term potential. Choose a company that values team collaboration and a strategic approach to sales. Select a career that aligns with your passions and strengths. Work hard, be coachable, and have a strong desire to win Build relationships and value people in all aspects of your career Understand the customer's business and align solutions with their goals Be kind to everyone you meet and think long-term Continuously improve your skills and seek out new experiences

Summary 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 can help sellers enhance their skills and mindset. Takeaways: Leveraging your ecosystem is crucial for success as a seller. Building relationships with internal and external stakeholders is essential. Collaboration and teamwork are key to achieving sales goals. Transitioning from an individual contributor to a sales leader requires a shift in mindset and the development of leadership qualities. Seeking advice and learning from experienced sellers and leaders can be valuable. Recommended resources include 'The Qualified Sales Leader' by John McMahon, 'Dare to Lead' by Brené Brown, and 'The Daily Stoic' by Ryan Holiday.

In 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 to sell internally and guide them in building a compelling case. 4) Customers are getting antsy about pricing, but sellers should push for more discovery and understand the decision criteria before providing pricing. 5) In-person meetings and events are valuable for building relationships and creating opportunities for customers and prospects to connect and learn from each other.

The 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 key takeaways include the importance of curiosity, leveraging the resources available, and having grit and resilience as a seller.