Podcast
Elite Selling Podcast - Mastering Tech Sales
Hosted by Frankie Vignone and Griffin Reilly · EN
Your go-to show for mastering tech sales. Hear from top Chief Revenue Officers, VPs, and Sales Execs as they share the lessons, habits, and strategies that shaped their careers. Each episode is a front-row seat to mentorship—covering topics like pipeline growth, enablement, leadership, and coaching. Whether you're climbing the sales ladder or leading a team, get the insights you need to sell smarter, lead stronger, and build a winning career in today’s fast-moving tech landscape.
38episodes
Episodes
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Selling “Value Realization”: The Modern Engagement Model - Christian Smith - CRO @ Splunk
Apr 17, 202500:45:53Tap to summarizeSummaryIn 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.
Transcribe →The Art of Resiliency and Self-Advocacy in Sales with Joey Nalevka, CRO @ Square
Feb 5, 202500:50:10Tap to summarizeConnect 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.
Transcribe →John Kaplan - President, Managing Partner @Force Management, Co-Host Revenue Builders Podcast - How to be an Elite Seller
Feb 1, 2024Tap to summarizeHighlights 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
Transcribe →Doug May - Chief of Staff to CRO @ Data Dog - The Importance of Leading with Business Value
Jan 24, 2024Tap to summarizeFree 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/
Transcribe →The Art vs. Science of Selling - Griffin and Frankie @ The Elite Selling Podcast
Jun 7, 2023Tap to summarizeGriffin and Frankie break down the art vs. science of selling.
Transcribe →Selling to CFOs in 2023 (Chris Orlob - Co-Founder & CEO pclub.io)
May 23, 2023Tap to summarizeShow 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/
Transcribe →Key to winning in the enterprise is executing (Todd Busler - CoFounder @ Champify)
May 16, 2023Tap to summarize-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
Transcribe →Selling with Champions (Nate Nasralla - Founder @ Fluint)
May 10, 2023Tap to summarize-No Champ, No Deal -How to build an executive summary for your champion -Multi-threading -How to identify your ideal champion
Transcribe →How to Sell in an Economic Downturn (Elizabeth Andrew 3x VP of Sales | Strategic Advisor | TEDx Speaker )
May 2, 2023Tap to summarize-How to navigate the current macro -Importance of understanding customer -How to have a great mindset during this time
Transcribe →The Power of Being an Introvert in Sales (Brandon Fluharty @Founder of BrandonFluharty.com)
Apr 18, 2023Tap to summarizeThe Power of Being an Introvert in Sales (Brandon Fluharty @Founder of BrandonFluharty.com)
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