Elite Selling Podcast - Mastering Tech Sales

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.

Want 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/

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 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 understand their customers' goals and challenges. Building relationships with customers, both short-term and long-term, is essential for successful sales. Effective communication involves tailoring messages to the specific needs and interests of customers. Problem-solving skills are valuable in sales, as customers are looking for creative solutions to their problems. Employee engagement and collaboration with colleagues in different departments can lead to better sales outcomes. Adaptability is key in the ever-changing sales environment, and salespeople should balance the use of AI and technology with deep customer knowledge.

SummaryIn 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 in your sales career. In this conversation, Griffin and Frankie discuss why they are still in sales after 10 years and why being an individual contributor (IC) can be a fulfilling career choice. They emphasize the importance of finding purpose and fulfillment in the day-to-day work, rather than solely focusing on promotions and climbing the corporate ladder. They also discuss the need for continuous learning and personal growth in sales, as well as the importance of having a competitive drive and a healthy ego. Overall, they encourage listeners to embrace the journey of sales and prioritize their own development.Takeaways Motivations for being in sales can vary, but providing for your family is a common one. Early experiences in sales may lack proper training, but it's important to invest in personal development and learn strategic selling techniques. Networking with like-minded individuals can be beneficial for personal and professional growth. Surround yourself with people who will push you to be better in your sales career. Being an individual contributor (IC) in sales can be a fulfilling career choice, and it's okay to stay in that role for your entire career. Finding purpose and fulfillment in the day-to-day work is more important than chasing promotions and climbing the corporate ladder. Continuous learning and personal growth are essential in sales, and it's important to actively seek out opportunities to improve. Having a competitive drive and a healthy ego can fuel success in sales, but it's important to balance it with humility and giving credit to others.

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 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 who is obsessed with differentiation and uniqueness. Takeaways Play the long game in sales and focus on a 10-year perspective rather than short-term earnings. Building strong relationships is crucial for success in sales and provides more opportunities than just focusing on one's quota. Differentiate yourself as a seller by adding unique skills to your talent stack and finding ways to stand out from the competition. Maximize the opportunity in your current role and focus on winning in the system you're in. Ask unexpected questions and provide a unique sales experience to differentiate yourself from other vendors.

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 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 partnership. The conversation covers various topics related to sales and marketing collaboration, effective outreach strategies, and the importance of understanding customer needs. The chapters include Sales Team Feedback, Having a Point of View, Being a Valuable Salesperson, Creating Events and Engaging Customers, Adapting Outreach Strategies, Utilizing Technology and Social Media, Reaching the Right Person, Building Internal Champions, Delivering on Promises, Calendly's Team and Opportunities, Sales and Marketing Partnership, Final Thoughts, and Defining an Elite Seller. Takeaways Sales and marketing teams rely on each other and should approach their partnership with empathy and understanding. Misalignment of incentives can lead to finger-pointing between sales and marketing teams. Effective lead routing and scoring are crucial for improving sales-marketing alignment. Sales reps should actively involve marketing in meetings and collaborate on targeting key accounts. Sales and marketing should collaborate closely, with sales providing specific and actionable feedback to marketing. Having a point of view about internal processes and needs can help salespeople stand out and improve their partnerships with other teams. Being a valuable salesperson involves being proactive, giving good advice, and actively engaging with marketing and other teams. Creating events and engaging customers can be an effective way to build relationships and drive revenue. Outreach strategies should focus on getting prospects to raise their hands and show interest, rather than relying on cold outreach. Utilizing technology and social media, particularly LinkedIn, can be valuable for sales and marketing efforts. It is important to reach the right person within an organization, rather than targeting high-level executives who may not have decision-making power. Building internal champions who advocate for your product or service is crucial for long-term success. Delivering on promises and providing value to customers after the sale is essential for maintaining strong relationships. Calendly's team is focused on meeting customer needs and creating a successful sales process. Sales and marketing should work together as partners, with regular check-ins and shared goals. An elite seller deeply understands their customers' needs and provides tailored solutions throughout the entire sales journey.

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 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 improve conversion rates. Qualification and discovery are crucial before introducing a POV to ensure it is the right fit for the customer. Leveraging customer data in the sales process can provide valuable insights and drive decision-making. Confidence and the ability to push back on customers when necessary are key traits of elite sellers. Chapters 00:00 Introduction and Focus on Prescriptive Proof of Values 01:07 The Aha Moment for Prescriptive Proof of Values 11:34 Introducing Proof of Value in the Sales Process 12:25 Qualification and Discovery for Proof of Value 25:45 Leveraging Customer Data in the Sales Process 31:37 Recommended Resource: Pavilion 33:35 Defining an Elite Seller

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 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. Finally, they emphasize the importance of following up promptly and professionally. Takeaways Do thorough research on the company and understand the products, training, culture, pay, and personas involved. Clean up your resume and LinkedIn profile, focusing on key achievements and data. Treat the interview process as a sales campaign, reaching out to potential hiring managers and conducting backchanneling. Stand out in interviews by asking thoughtful questions and demonstrating preparedness. Follow up promptly and professionally after interviews. Chapters 00:00 Introduction and Overview 00:44 Step 1: Know Where You Want to End Up 03:30 Step 2: Clean Up Your Resume and LinkedIn 07:36 Step 3: Stand Out in the Interview Process 13:22 Step 4: Prepare for the Interview 19:24 Step 5: Follow Up 22:14 Conclusion

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 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 Frameworks in sales provide a simple, standard, and proven way of preparing and tackling key challenges in sales. Being a student of the profession and continuously learning about different frameworks is crucial for success in sales. Choose a few frameworks that resonate with you and become proficient in using them. An elite seller is someone who is a student of the game, has the right mix of technical and art skills, and is brave and creative. Chapters 00:00 Introduction and Background 03:02 Definition of Frameworks in Sales 05:19 Favorite Frameworks: People, Sales Excellence, Business Management, and Personal Development 21:19 Balanced Organizations and High Performance Framework 28:36 Personal Frameworks: Brand and Storytelling 32:34 Advice for Listeners 34:26 Definition of an Elite Seller