Elite Selling Podcast - Mastering Tech Sales
by Frankie Vignone and Griffin Reilly
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.
Episodes
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Inside the Mind of a Modern Sales Leader: AI, Forecasting, and Winning Deals - Scott Shillington - Advisor, Sales Excellence @ Pike Street Capital
🧠 Episode Summary In this episode of the Elite Selling Podcast, Frankie and Griff sit down with sales leader and mentor Scott Shillington to break down how AI is fundamentally reshaping the sales profession. This isn’t surface-level AI talk. Scott shares how top CEOs are thinking about AI…
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The Hidden Power of Impact-Driven Pain - Eric Lightfoot, VP, Americas @ ComplyAdvantage
Why focusing on pain's impact, not just the pain itself, transforms your selling approach and wins at the executive level. Most sellers focus on surface-level pain—what’s easy to identify or quick to talk about. But true influence and bigger deals come from digging deeper, connecting low-level...
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How Elite Sales Leaders Combine Vision with Precision - Alex Cramer, CRO @ Cresta
Summary In this episode of the Elite Selling Podcast, Griffin Reilly interviews Alex Cramer, who shares his journey into sales, insights on what makes a great seller, and the importance of empathy and relationship-building in sales. Cramer discusses the challenges faced by sales teams in...
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Why Team Selling Wins Every Time - Bill Dwoinen, CRO @ Mural
Summary In this episode of the Elite Selling Podcast, Bill Dwoinen shares his insights on sales strategies, memorable deals, and the importance of alignment and collaboration in sales teams. He discusses his experiences at Salesforce and Mural, emphasizing the need for a structured approach to...
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Why NOW is the Best Time to be in Sales - Mark Wayland, CRO @ Box
Summary In this episode of the Elite Selling Podcast, hosts Frankie and Griffin welcome Mark Wayland, Chief Revenue Officer at Box, to discuss the essential traits of elite sellers. Mark emphasizes the importance of grit and business acumen, explaining how these traits can be developed and are...
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From SMB to Enterprise Giants: How Motive Did it - Adam Block, CRO @ Motive
In this episode of the Elite Selling Podcast, Adam Block, CRO of Mortive, discusses the critical aspects of scaling sales teams, the characteristics of effective sellers, and the importance of building a supportive sales culture. He emphasizes the RAD framework (Resilience, Accountability,...
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Inside the Buyer’s Mind: AI, Insights, and Curiosity | Art Harding - CRO @ GrowthLoop
Summary In this episode of the Elite Selling Podcast, Art Harding shares his unique perspective on the buyer-seller dynamic, emphasizing the importance of understanding the buyer's journey and the budgeting process. He discusses the significance of identifying champions within organizations, the...
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Garrett Marker - CRO @ Brex - Lean into Discomfort: Own Your Career and Earning Potential
Summary In this episode of the Elite Selling Podcast, Griffin Reilly and Frankie Vignone welcome Garrett Marker, Chief Revenue Officer at Brex. They discuss Garrett's impressive career journey, strategic decisions in sales, the importance of mentorship, and the value of working in competitive...
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Jeff Ford - CRO @ Trimble Inc. - Why Elite Sellers have a RevOps Mindset
Summary In 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…
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Jason Griggs - CRO @ Observe.AI: Deal Execution in 2025
Summary In 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…
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Selling “Value Realization”: The Modern Engagement Model - Christian Smith - CRO @ Splunk
Summary In 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...
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The Art of Resiliency and Self-Advocacy in Sales with Joey Nalevka, CRO @ Square
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,...
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PoV selling with Kyle Norton, CRO @Owner.com
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...
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Selling from a Buyer's Perspective with Hayes Davis - Co-Founder and CEO @ Gradient Works
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…
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How to Stand Out and Crush your Interview - Amjed Aboukhadijeh - Head of Sales at Socket
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...
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How Elite Sellers Build their Trust Networks - Dean Hickman-Smith - CRO @ Hacker One
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…
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Top Lessons from a P-club winning AE to Founding CEO - Founder and CEO @ Zinnia
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...
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How to Identify, Build, and Test Champions with Griff and Frankie
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...
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How to Run Impactful In-Person Meetings - Ryan Precious - SVP, WW Sales @ ClickUp
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...
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How to Supercharge your Sales Career with Kelly Breslin Wright
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...
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How Elite Sellers Thrive in 2024 with Josh Bey - VP of Sales at Obsidian Security
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…
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How Elite Sellers Leverage their Ecosystem to Win Together - Jennifer Chang - Regional Director @ Cisco, AppDynamics
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...
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5 Reflections on Selling in 2024 and What to do About it with Griffin and Frankie
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…
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The Shift in Mindset and Approach when Selling in a New vs. Existing Market - Frank Dimina - SVP & GM, Americas & Public Sector @ Splunk
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...
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What it takes to be a $1M earner - Sean Burke - Partner at SBI and 7x CXO
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/
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The Power of Empathy with your Customers - Griffin and Frankie
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....
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Why Griffin and Frankie got into Sales - Continuous Learning and Personal Growth
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...
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Why Elite Sellers Play the Long Game - Billy Bob Brigmon @ High Impact Leadership Development
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...
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How Elite Sellers Partner with Marketing - Jessica Gilmartin, CRO and former CMO of Calendly
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...
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How to Run Prescriptive Proof of Values with Andy Hershey - CRO @ Sovos
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...
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How to Stand Out and Land Your Dream Sales Job with Griff and Frankie
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...
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The Power of Sales Frameworks - Paul Cant, CRO @ BMC
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...
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Cut Through the Noise with a POV - Doug Landis, Growth Partner at Emergence Capital
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...
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John Kaplan - President, Managing Partner @Force Management, Co-Host Revenue Builders Podcast - How to be an Elite Seller
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/...
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Doug May - Chief of Staff to CRO @ Data Dog - The Importance of Leading with Business Value
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:...
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Charles Martelli, Director of Worldwide Sales Enablement @ MongoDB - Building an Elite Mindset
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…
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Jeff Perry, CRO @ Carta: Importance of Career Patience
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...
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International Speaker | Best Selling Author - Rob Swymer: Giving vs. Getting in Sales
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…
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CRO, Sylvain Tremblay @ Uniphore - Quality vs. Quantity and Uncovering EQ in Conversations
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...
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CRO 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...
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CRO, 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...
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How to Stand out from the Pack and Land your Dream Job with Heidi Smith - Principal Recruiter & Lead Talent Partner For GTM/Sales
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...
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Selling is a Career, Not a Job - Bart Fanelli - Founder @ Skillibrium
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!
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How to Avoid "Mid-Funnel Fallout" | Nigel Burns - CRO @ Colibri.ai
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...
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How to Master Team Selling - Per Caroe - CRO, Advisor, and GTM Thought Leader
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…
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Why Partnering with Marketing is your Secret Weapon in Sales with Jack Foster, CMO @ Workramp
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....
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The Power of Coaching in Enterprise Sales - Ben Harris, Head of Sales Productivity @ Outsystems
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…
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Top KPIs you Should Track to Maximize Productivity with Griffin and Frankie
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...
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Mastering the Fundamentals of Enterprise Sales - Dan Cutler - Head of Sales, Enterprise at Google Cloud
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...
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Why 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…
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About this show
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.
Hosted by
Frankie Vignone and Griffin Reilly
Categories