The Chris Bussing Podcast [ Sell More | Live More ]

In this episode, I sit down with Jay Johnston, founder & CEO of Elite Tech Sales, to break down what’s actually working in tech sales in 2026.We cover how top sellers are building trust and winning deals, what companies are looking for in sales interviews, the biggest hiring mistakes founders make, and how AI is changing the role of the modern salesperson.Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consult🎯 Free Cold Calling System →https://docs.google.com/document/d/13ZAVPoM0_T96m3Nl6jtnPjmfR-hfxrct5-gyzHcMg80/edit?usp=drive_link💯 Ace Your Interviews With This Master Checklist →https://docs.google.com/document/d/12Iu3diKHBETqZ5LB0H63Gxx0-td8qcdXK1g5EOapNZw/edit?tab=t.0Connect With Jay →https://www.linkedin.com/in/johnston-jayElite Tech Sales →https://www.elitetechsales.comTimestamps00:00 - Winning Deals by Building Trust13:56 - How to Stand Out in Sales Interviews19:23 - The Biggest Sales Hiring Mistakes28:49 - How Tech Sales Is Changing30:31 - Will AI Replace Salespeople?39:19 - The Future of Elite Tech SalesABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consult🎯 Free Cold Calling System →https://docs.google.com/document/d/13ZAVPoM0_T96m3Nl6jtnPjmfR-hfxrct5-gyzHcMg80/edit?usp=drive_linkIn this episode, Paige Evans shares the lessons that helped her go from being terrified of cold calling to becoming a top-performing sales rep and hitting President’s Club. We break down how to build confidence, create stronger relationships, take imperfect action, and use curiosity to become a better seller. Paige also shares her Performance Multiplier Framework and how she has balanced high performance, motherhood, and building the next stage of her career.Connect With Paige →https://www.linkedin.com/in/paige-evans-5484486a/Paige's Website →https://paige-evans.com/Paige's Instagram →https://www.instagram.com/thepaigeevansTimestamps00:00 - Intro00:40 - Paige’s First Cold Call04:38 - Her Cold Calling Mindset13:29 - How to Be More Curious in Sales23:45 - How to Build Confidence26:29 - Almost Quitting Sales30:38 - Becoming the #1 Sales Rep36:12 - How Networking Led to a Six-Figure Deal43:32 - Building Relationships That Last46:18 - Hitting President’s Club While Pregnant52:18 - The Performance Multiplier FrameworkABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultIn this episode, Jake Dunlap breaks down the new SDR outbound playbook and what sellers need to change to succeed in 2026. We cover how to use AI effectively, build stronger business acumen, stand out with video and LinkedIn, improve your sales skills faster, and create more pipeline by focusing on quality over volume.Connect With Jake →https://www.linkedin.com/in/jakedunlap/Check Out Skaled →https://skaled.com/AI Powered Seller →https://open.spotify.com/show/2YSdOae5YyHNfy6UQd7iIM?si=e3254bd604f240eaTimestamps00:00 - Cold Calling & the Dennis Story03:34 - Jake’s Background05:33 - The Future of Outbound Sales10:26 - Why Caring & Curiosity Matter in Sales14:13 - Following Sales Scripts & Frameworks17:18 - Advice for New SDRs20:26 - Reviewing Your Own Sales Calls23:36 - Treating Wins & Failures as Data30:48 - The Two Skills Sellers Need to Master35:26 - The Outbound “Triangle” Framework38:34 - LinkedIn Video & Building Pipeline45:20 - Why In Person Events Still MatterABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultIn this episode, Kenneth Morales breaks down how he landed a highly competitive role at a leading payroll SaaS company and went on to become a top performer.We cover how he researched and targeted the company, stood out during the interview process, prepared for role plays, used networking strategically, and built the sales habits that helped him exceed quota. Kenneth also shares his approach to cold calling, using AI for account research, and getting access to senior decision-makers.Timestamps00:00 - Introduction00:41 - How Kenneth Chose His Target Company02:38 - How He Earned the Interview09:55 - Breaking Down the Interview Process12:01 - How to Stand Out in Interviews20:16 - How to Close an Interview26:54 - Preparing for Sales Role Plays31:49 - Using AI to Improve Sales Performance35:50 - The Cold Calling Strategy Behind His Success41:33 - Getting Access to Decision Makers47:07 - Kenneth’s Future Goals & Final AdviceABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultIn this episode, I sit down with Brian DeRosa, VP of Sales Acceleration at HubSpot, to break down how modern sales is changing.We talk about the resurgence of cold calling, how HubSpot uses buying signals and intent to make outbound more effective, what actually matters when personalizing outreach, and how AI is changing the SDR role. Brian also shares how HubSpot structures its sales teams, how he thinks about leadership and decision-making, and what helps SDRs develop into great account executives.If you work in tech sales, lead a sales team, or want to understand where outbound and AI are heading, there are a lot of practical takeaways in this conversation.Connect With Brian →https://www.linkedin.com/in/brian-derosaTimestamps00:00 - Introduction & Brian’s Role at HubSpot00:54 - Why HubSpot Is Moving Beyond Inbound Marketing05:56 - Is Cold Calling Making a Comeback?10:19 - Using Buying Signals & Intent for Outbound Sales14:22 - Does Personalization Actually Matter?20:17 - Using In-Person Events to Close More Deals23:36 - Decision Making & Leading Large Sales Teams26:29 - How HubSpot Structures Inbound & Outbound Sales32:41 - How AI Is Changing Sales36:13 - Will AI Replace SDRs?37:33 - How to Stand Out & Grow Inside a Company42:02 - Going From SDR to Account Executive46:51 - Brian’s Advice to His Younger Self49:17 - The Future of HubSpot, AI & SalesABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««#b2bsales #techsales #salestraining #sdrtraining #techsalestraining #salesdevelopmentrepresentative #outboundsales #salestrainer #salesspeaker

Check Out RepVue →https://www.repvue.com/?utm_source=influencer&utm_medium=&utm_campaign=chris_bussing-1Password&utm_content=chris_bussingRepVue Salary Calculator →https://www.repvue.com/salary-calculator?utm_source=influencer&utm_medium=&utm_campaign=chris_bussing-08/04/2026&utm_content=chris_bussingChat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultConnect With Erica →https://www.linkedin.com/in/erica-zaretsky/In this episode, Erica Zaretsky shares what hiring managers genuinely look for when interviewing sales candidates. Drawing on her experience interviewing more than 500 people and building high-performing SDR teams, she breaks down the five key traits she assesses: intelligence, coachability, character, sales experience and an entrepreneurial mindset.We also discuss how to determine whether tech sales is the right career for you, how to choose the right industry, how to handle unexpected interview questions and the specific questions candidates should prepare for before their next interview.Timestamps0:00 - Erica’s background and the importance of executive presence2:26 - How to know whether tech sales is right for you8:23 - Choosing the right sales industry or vertical10:36 - Lessons from interviewing over 500 candidates13:36 - Creating psychological safety during interviews16:54 - Why hiring and firing are so difficult20:26 - Building a clear company-wide hiring profile22:04 - Trait #1: Intelligence42:41 - Interview Question #1: Teach me something complex you recently learned43:02 - Trait #2: Coachability46:07 - Interview Question #2: What will this job help you achieve personally?46:44 - Trait #3: Character49:13 - Interview Question #3: Tell me about experiencing culture shock50:55 - Trait #4: Sales experience and performance mindset57:14 - Trait #5: Entrepreneurial mindset59:52 - Interview Question #4: What would you do with ten different enablement resources?ABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««#b2bsales #techsales #salestraining #sdrtraining #techsalestraining #salesdevelopmentrepresentative #outboundsales #salestrainer #salesspeaker

Check Out RepVue →https://www.repvue.com/?utm_source=influencer&utm_medium=&utm_campaign=chris_bussing-Rubrik&utm_content=chris_bussingChat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultIn this episode, Ian Cummings shares how he went from working as a cowboy on a 150,000 acre ranch to landing an SDR role at Rubrik with no previous tech sales experience. We break down the networking, storytelling, interview preparation and cold call strategies that helped him stand out, overcome tough objections and secure an offer at one of the world’s leading cybersecurity companies.Timestamps:00:00 - How Ian Booked 3 Meetings at Rubrik01:30 - Warm Outreach and Scalable Personalization02:55 - From Cowboy to Tech Sales05:33 - Why Ian Chose Tech Sales06:15 - Moving to Austin Without a Job06:57 - The Job Search Strategy That Wasn’t Working08:19 - Targeting a Small List of Dream Companies09:17 - Turning Unconventional Experience Into a Strong Resume11:41 - How to Find the Best Tech Sales Companies12:37 - Optimizing LinkedIn for Recruiters13:44 - Why Storytelling Matters in Interviews15:13 - The Cowboy Hook That Grabbed Interviewers’ Attention15:59 - Overcoming the “Job Hopper” Objection18:23 - Handling a Tough Final Round Question20:05 - Studying Storytelling Before the Interviews21:37 - How Ian Earned an Internal Rubrik Referral24:25 - Building a Network Inside the Company25:53 - The “45 7 Figure Earners” Interview Insight27:12 - Researching Interviewers and Asking Better Questions30:46 - Using Memorable Stories in Behavioral Interviews32:41 - Preparing for the Mock Cold Call35:06 - The Feedback That Proved He Was Ready37:58 - Preparing the Prospect Presentation39:17 - How Ian Closed Every Interview42:21 - Why Rubrik Decided to Hire Him43:10 - Training and Working as an SDR at Rubrik45:32 - Building a Follow Up System47:43 - Ian’s Long Term Career Vision50:09 - Learning to Qualify the Right Prospects52:12 - How Tech Sales Accelerator Helped53:35 - Ian’s Final Advice: Bet on YourselfABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultBrandon's LinkedIn →https://www.linkedin.com/in/mrbjacksIn this episode, I sit down with Brandon Jackson, SDR and outbound leader at Common Room, to break down what effective enterprise outbound looks like today.Brandon walks me through a live enterprise cold call and explains the preparation, research and psychology behind each part of the conversation. We also discuss how to qualify meetings properly, build quality pipeline, create effective multichannel cadences and develop stronger relationships between SDRs and account executives.You’ll learn:• How to open an enterprise cold call with relevance• Why preparation matters more than memorising a script• How Brandon qualifies opportunities using the CANT framework• What helped one of his SDRs achieve a 10 out of 10 meeting show rate• How to use calls, email and LinkedIn together• How SDRs can build their internal brand and progress into bigger rolesWhether you’re an SDR, account executive or sales leader, this conversation is packed with practical lessons you can apply to your outbound strategy.Timestamps00:00 - How to open an enterprise cold call02:45 - Enterprise sales vs commercial sales06:07 - Why enterprise selling is an art09:26 - The $1.8 million commission cheque12:15 - Preparing for a live enterprise cold call13:45 - Live enterprise cold call roleplay18:15 - Breaking down the cold call20:50 - Why preparation creates better conversations24:42 - The three outcomes of every cold call27:24 - How to build quality pipeline28:47 - The CANT qualification framework31:17 - Developing SDRs into future sales leaders35:21 - How an SDR achieved a 10 out of 10 show rate39:21 - Building strong SDR and AE relationships43:41 - Using Outreach and AI for prospecting45:00 - Building an effective multichannel cadence47:43 - Why the first six touches matter most50:40 - Personalisation and long-term follow-up55:26 - The mindset required for cold calling57:18 - How to 3X to 10X your sales career59:41 - How your life can change in six monthsABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««#b2bsales #techsales #salestraining

Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultConnect With McKenna →https://www.linkedin.com/in/mckennamichelsIn this episode, I sit down with McKenna Michaels to break down how she went from being a full time singer songwriter with no sales experience to landing a role at Cloudflare in just two and a half months and later hitting 905% of quota. McKenna shares how she positioned her transferable skills, wrote a standout cover letter, prepared for Cloudflare’s seven stage interview process and spent 35 hours practising her mock discovery call. She also explains how she prioritises accounts, researches prospects, writes effective outbound messaging and built a strong reputation by consistently helping her team.Timestamps0:00 – How McKenna Broke Into Cloudflare in 2.5 Months0:58 – Her Career Before Tech Sales2:05 – Leaving a Full-Time Music Career4:14 – Why She Chose Tech Sales5:04 – How Music Prepared Her for Sales7:12 – Choosing the Right Tech Companies8:25 – Why Cloudflare Stood Out10:46 – How Her Cover Letter Got Her Noticed12:12 – Landing an Interview Without a Referral14:13 – Optimising Your LinkedIn Profile for Tech Sales16:02 – Cloudflare’s Seven-Stage Interview Process19:00 – The Behavioural and Culture Interview20:06 – Preparing 35 Hours for the Mock Discovery Call23:31 – Handling an Unexpected Interview Objection24:34 – How to Evaluate Your Own Interview Performance26:07 – Researching the People Interviewing You27:59 – What It Is Really Like Working at Cloudflare30:29 – The Importance of Having a Great Sales Manager34:54 – How She Hit 905% of Quota35:18 – Finding the Best Accounts to Target36:51 – Writing Personalised Outbound Messaging38:19 – The Power of “Sales Karma”42:23 – How Tech Sales Accelerator Supported Her45:08 – Her Long-Term Career VisionABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««#b2bsales #techsales #salestraining #sdrtraining #techsalestraining #salesdevelopmentrepresentative #outboundsales #salestrainer #salesspeaker

Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultIn this episode, I take part in a realistic tech sales interview with experienced recruiter and talent leader Kalyn Wright. We work through 13 common interview questions for Account Executive and tech sales roles, covering everything from missing quota and managing pipeline to forecasting, handling objections and salary expectations. Kalyn also gives honest feedback on my answers and explains what recruiters and hiring managers are really looking for.Timestamps0:00 - Taking a Real Tech Sales Interview1:07 - Question 1: Why Do You Want to Work Here?5:10 - Question 2: Tell Me About a Time You Missed Quota10:09 - How to Land a Higher-Paying Tech Sales Role10:44 - Question 3: Walk Me Through How You Run Discovery Calls17:27 - Question 4: How Do You Build and Manage Your Pipeline?20:44 - Question 5: Tell Me About a Time You Turned a No Into a Yes24:41 - Question 6: How Would You Handle “We’re Happy With What We Have”?29:47 - Question 7: How Would You Sell to Multiple Stakeholders?31:06 - Question 8: Have You Replicated That Stakeholder Strategy?33:07 - Question 9: Walk Me Through Your Forecasting Methodology36:14 - Question 10: Walk Me Through Your Sales Cycle39:31 - Question 11: How Would You Build Relationships Remotely?41:41 - Question 12: How Would You Coach Someone to Build Better Relationships?44:52 - Question 13: What Are Your Salary Expectations?46:39 - Final TakeawaysABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««#b2bsales #techsales #salestraining #sdrtraining #techsalestraining #salesdevelopmentrepresentative #outboundsales #salestrainer #salesspeaker

Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultChris Lee didn't take a traditional path to leading multi-million dollar sales teams. He'll be the first to tell you that. In this episode, Chris breaks down how extreme ownership is the real driver behind elite sales careers and high-performance teams. If you're an SDR, AE, or sales leader trying to close the gap between where you are and where you want to be, this conversation is required listening.In this episode:- How Chris went from his lowest point to building and leading elite sales organizations- The extreme ownership mindset that separates top 1% reps from everyone else- Why trust and authenticity aren't soft skills - they're your highest-leverage sales tools- How rigorous preparation creates the confidence to ask bold questions on any call- What economic opportunity really looks like in today's B2B landscape and how to position yourself to capture itTimestamps00:00 - Intro01:19 - From a Jail Cell to Extreme Ownership06:34 - Stacking Wins and Starting a Sales Career08:11 - Why You Should Treat Sales as a Craft10:42 - How Salespeople Should Prepare for Interviews12:18 - Building the Business Acumen to Become an Executive15:27 - A Salesperson’s Real Job Is to Educate19:38 - How to Hire the Right Sales Talent21:03 - Why Startups Hire Salespeople Too Early24:41 - The Complete Go-to-Market Engine26:35 - What “Winning the Day” Looks Like in Sales28:27 - Focus on the Process, Not the Outcome30:08 - The Power of Your “Best Yes”35:12 - How to Cut Through the Noise in Outbound Sales37:51 - Why Conferences and Referrals Still Work40:58 - Is Your Company’s Brand Carrying You?43:13 - How Chris Rose From Sales Rep to the C-Suite46:49 - Choosing the Right Company: Product, People and Purpose48:33 - Building Momentum and Trust as a Leader51:36 - Ego, Accountability and Self-Leadership53:00 - How Faith Shapes Chris’s Leadership55:29 - Creating Local Impact and Developing Future Leaders58:25 - Final ThoughtsABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««#b2bsales #techsales #salestraining #sdrtraining #techsalestraining #salesdevelopmentrepresentative #outboundsales #salestrainer #salesspeaker

Check Out Outreach →https://www.outreach.ai🎯 Want to accelerate your tech sales career? Book a free strategy session 👉👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/Keegan Otter from Warmly breaks down why AI will not replace great salespeople and reveals how combining AI automation with human selling can generate more meetings, stronger conversations, and better revenue results.In this episode you'll learn:✅ Why human-led outreach still outperforms fully automated AI across cold calling, email, and LinkedIn✅ How Warmly used buyer signals, AI agents, and personalized follow-up to build a more effective outbound strategy✅ How to improve speed to lead, respond to prospects in under two minutes, and increase your chances of winning the businessKeegan's LinkedIn →https://www.linkedin.com/in/keeganotterKeegan's TikTok →https://www.tiktok.com/@keegan.otterWarmly →https://www.warmly.aiTimestamps0:00 - Intro1:11 - Will AI replace the SDR role?2:25 - Can AI handle cold calling?5:21 - Using AI for email and LinkedIn outreach11:31 - Warmly’s AI and human outbound cadences15:06 - The average cold email reply rate16:37 - What signal-based outreach means20:56 - Why speed to lead is everything23:24 - How to automate speed to lead25:27 - Why HubSpot acquired Warmly27:13 - Live demonstration of Warmly31:24 - An AI avatar delivers a live product demo33:58 - Turning buyer signals into warmer outbound35:04 - How salespeople can future-proof their careersABOUT ME:I help B2B tech sellers break into top companies, hit quota, and build careers they're proud of. Former seller at Oracle, Google & an AWS partner - now coaching 100s of reps across the industry. Subscribe for weekly tactics that actually work in the field.»»» Subscribe for weekly tips to help you SELL more and LIVE more! «««#techsales #salesleadership #SDR #accountexecutive #outboundsales #techsalescourse #salescareer

Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultWhat does it actually take to scale a company from $7M to $100M+Chief Revenue Officer Brandon Taylor breaks down the exact go to market strategy that made it happen - and why most CROs fail within 18 months.Brandon has stepped into 23 companies as a fractional CRO, interviewed 2,700+ candidates, and personally hired 280 sales professionals. In this episode, he reveals the tactical playbook for building and scaling high-performance sales organizations that most leaders never share publicly.What you'll learn: ▶ Why 60% of CROs fail within 18 months - and the assessment that fixes it▶ The 5 go-to-market functions every CEO must audit before scaling ▶ Brandon's 3-phase growth framework: Stabilize → Build → Scale ▶ Why RevOps is the most underrated hire in any sales org ▶ The speed-to-lead stat that costs companies 70% of their deals▶ How to build a real sales system (methodology + process) ▶ Why emotional intelligence is the hidden edge in sales leadershipWhether you're an SDR looking to break into tech sales, a rep working toward a promotion, or a sales leader building your first team — this episode is packed with frameworks you can use immediately.Connect With Brandon →https://www.linkedin.com/in/brandontaylortx/Timestamps0:00 - Intro0:48 - Brandon’s Background and Track Record2:33 - The Mission to Fix the 18-Month Sales Leader Tenure3:42 - Why CROs and VPs of Sales Fail6:16 - The Five Functions That Drive Revenue6:57 - Sales Roles, Metrics and Performance8:52 - Marketing’s Role in Revenue Growth10:58 - How to Align Sales and Marketing13:25 - Building a Successful Partnership Strategy16:10 - Maximising Revenue From Existing Customers17:24 - RevOps Explained20:11 - Which Revenue Function Should You Hire First?21:21 - The Stages of Company Growth23:31 - The Three Phases: Stabilise, Grow and Scale27:17 - How to Identify What Your Company Needs Next29:24 - When Partnerships Should Come Before Sales and Marketing32:35 - When to Hire Customer Success and Account Managers35:11 - Is Sales the Hardest Role to Hire For?36:12 - Preparing a New Sales Hire for Success38:35 - When to Bring in External Sales Training40:37 - Building a Repeatable Sales System43:02 - Why Emotional Intelligence Matters in Leadership45:30 - How Emotional Intelligence Earned a Sales Leader a Promotion46:53 - Managing Your Nervous System Under Pressure49:13 - Making Millions, Losing Millions and Rebuilding52:34 - Brandon’s Advice for Anyone Going Through a Dark Time52:52 - How to Connect With Brandon53:19 - The Eight-Minute Call54:14 - OutroABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««#ChiefRevenueOfficer #GoToMarketStrategy #TechSales #SalesLeadership #B2BSales

🎯 Want to accelerate your tech sales career? Book a 1-on-1 strategy session with Chris: 👉 https://calendly.com/bussingventures/tech-sales-accelerator-strategy-sessionConnect With Shari 👉 https://www.linkedin.com/in/shari-aser📲 Free 10 Step Cold Call System: 👉 https://docs.google.com/document/d/13ZAVPoM0_T96m3Nl6jtnPjmfR-hfxrct5-gyzHcMg80/edit?tab=t.s8ljd8iykang#heading=h.ilpy1prpgwaoMost sales reps get fired for reasons they never see coming - and promoted for one move they keep avoiding. Former IBM Sales VP Shari Aser breaks it all down.Shari Aser spent decades building and leading high-performing tech sales teams at IBM. In this conversation, she shares the real reasons reps get let go, what separates the ones who climb, and the exact conversation she had that led to her own promotion within a month.In this episode:- The #1 reason reps get fired (it's not always missed quota)- Why "nothing good ever happens after 11 PM" at sales conferences- The silent forecast mistake that kills careers before reps even notice- How to quantify a client's problem to win executive buy-in- What executive presence actually looks like on a sales call- The exact conversation Shari had that got her promoted at IBM within a month- How to handle a boss who genuinely doesn't like you- Why asking for what you want is the most underused career move in salesAbout Shari Aser: Shari Aser is a former IBM sales executive and go-to-market advisor who has built and led high-performing tech sales teams throughout her career. She is also a competitive ballroom dancer who raised nearly $100,000 for charity supporting adults with disabilities.Timestamps: 00:00 - Intro00:42 - Why Sales Reps Get Fired02:44 - How Conference Behaviour Can Destroy Your Career08:19 - Winning a Ballroom Competition and Raising $100K12:18 - How Missing Forecasts Gets Sales Reps Fired16:18 - The Hard Questions That Stop Deals Dragging On19:39 - Finding a Compelling Reason for Customers to Act21:56 - Quantifying the True Business Impact of a Problem25:48 - How to Reduce a Customer’s Fear of Making the Wrong Decision30:01 - What Executive Presence Actually Looks Like39:29 - Can You Get Fired Because Your Boss Doesn’t Like You?46:47 - Why High Performers Still Get Passed Over for Promotion50:46 - Taking Risks to Advance Your Career52:33 - How to Know Whether Leadership Is Right for You54:14 - Why Sales Managers Can Earn Less Than Their Reps55:52 - Closing Thoughts and How to Connect With Shari#techsales #salestips #SDR

Check Out Outreach →https://www.outreach.aiConnect With Aaron →https://www.linkedin.com/in/aaronrossPredictable Revenue Book →https://www.amazon.com/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213Aaron's Newsletter→ https://freshair.substack.com/Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/sessionAaron Ross invented the modern SDR function at Salesforce and helped create over $100M in pipeline doing it. In this interview, we go deep on outbound, the psychology of making money, and what happiness actually means for high performers in sales.In this episode:- How Aaron built the SDR function from scratch at Salesforce (and the "pipeline gap" insight that started it all)- Why attitude matters more than technique when you're starting out in sales- The 3 principles of predictable revenue for an unpredictable world: Narrow to Win, Start with Trust, and Build One Layer- The difference between happiness and joy and why it matters for your career- How to make money doing work you actually enjoy (and Aaron's 3-step Predictable Income framework)- Why outbound will always work and what most people get wrong about itWhether you're an SDR learning the roots of your role or a sales leader building a pipeline machine, this conversation will shift how you think about the game.Timestamps00:00 Intro01:44 Building Salesforce’s $100M outbound engine06:24 Why sales is a life skill10:30 Becoming the person success requires15:25 Money, freedom, and working less19:04 What actually brings happiness?29:08 Why relationships matter in business31:40 How to level up your tech sales career32:15 Why outbound still works33:28 The new principles of predictable revenue35:33 Narrow to win36:29 Start with trust38:49 Build one layer at a time42:05 AI, attention, and too much content44:15 Intuition, creativity, and relationships45:34 How to access your intuition49:24 Dropping out of Stanford and trusting your gut54:03 The reality of building something lasting56:15 How events fit into outbound57:53 Aaron’s latest books and resourcesABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly trainings & podcasts «««

Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultIn this video, Joshua breaks down how to break into tech sales and shows you how to stand out, get interviews, and build a successful career without previous sales experience.Connect With Joshua →https://www.linkedin.com/in/joshua-gibbs-3900b1110Timestamps00:00 - Intro00:46 - From Accounting to Tech Sales03:55 - How Joshua Broke Into Tech Sales08:18 - The Omni channel Job Search Strategy09:28 - What to Say in a Voicemail16:57 - How to Write an Outreach Email That Gets Responses20:01 - How Joshua Got Hired at MongoDB24:29 - Why Choosing the Right Sales Leader Matters26:32 - How to Choose the Right Tech Company29:13 - The Best Types of AI Companies to Join32:31 - How LaunchDarkly Supports the AI Boom36:36 - How Salespeople Can Build Technical Knowledge With AI37:58 - How to Stand Out in a Tech Sales Interview43:01 - How an Elevator Salesperson Broke Into Tech Sales45:07 - How to Overcome the Fear of Cold Calling51:31 - Why Tech Sales Is an Amazing CareerABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultIn this video, Steve breaks down how to create the perfect investor pitch and shows you how to position your startup to attract the right investors.Hands On Angel →https://www.handsonangel.com4.5 Hour Fundraising Course →https://www.handsonangel.com/fundraising-courseFree Investing Newsletter →https://www.handsonangel.com/newsletterBook a Call With Steve →https://www.handsonangel.com/booking-calendar/strategy-sessionSteve's LinkedIn →https://www.linkedin.com/in/handsonangelTimestamps00:00 - Intro00:52 - Why Sales Skills Make Better Founders03:15 - What Made Steve Successful in Sales04:34 - Rising From Sales Rep to VP at Comcast07:03 - How to Get Promoted Faster09:24 - What Makes a Great Investor Pitch12:33 - Steve’s Real-Life Elevator Pitch16:05 - The Ideal Length and Goal of a Pitch16:56 - How to Deliver a Pitch With Confidence18:39 - Fundraising Strategies for Different Startup Stages20:54 - How to Find the Right Investors24:14 - How to Reach Out to Investors26:17 - Why Research and Personalisation Matter28:40 - Playing the Long Game With Relationships31:02 - Using Partnerships to Accelerate Growth34:06 - Building an Ecosystem That Generates Opportunities40:19 - Steve’s Ideal Founder and How to Work With Him43:56 - Leaving Corporate Life to Build on Your Own TermsABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultIn this video, Abhinav breaks down how he broke into tech sales and shows you how to stand out, beat crowded applicant pools, and land interviews by treating your job search like a sales motion.Connect With Abhinav →https://www.linkedin.com/in/abhinavgokllaniAbhinav's Book →https://us.amazon.com/Prospecting-Dating-Make-Them-Chase-ebook/dp/B0GZYJBPVSTimestamps00:00 - Intro00:41 - From $80/month in India to enterprise tech sales01:54 - Building belief before the results showed up03:24 - Why seeking approval kills your leverage in interviews04:27 - Treating the tech sales job search like a sales motion04:46 - What to do when you get rejected by an applicant tracking system06:39 - Why prospecting is like dating08:47 - Lessons from selling luxury cars before tech sales10:08 - Reframing rejection in sales11:20 - Why Abhinav left Lexus and chose tech sales14:00 - How to choose the right tech sales company14:23 - The 90-second interview prep framework16:15 - How to stand out in recruiter screens through authenticity19:45 - How Abhinav ended up with 10 tech sales offers22:03 - The 80/20 of breaking into tech sales23:44 - The cold call script for hiring managers25:17 - The psychology behind the hiring manager cold call27:00 - Using proof and “mic drop” moments in interviews28:03 - Confidence, belief, and walking the talk29:45 - Why Abhinav chose to stay an enterprise SDR31:00 - Why AEs struggle with self-sourcing pipelineABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultIn this video, Ryan breaks down his cold calling system and shows you how to turn more cold calls into completed conversations and booked meetings.Connect With Ryan →https://www.linkedin.com/in/salesdevelopmentrepresentativeOutbound Sales, No Fluff →https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4Outbound Operators →https://outboundoperators.comCallBlitz →https://callblitz.comTimestamps00:00 - Intro00:39 - Should SDRs Still Cold Call?04:29 - How to Overcome Cold Call Reluctance10:49 - The Cold Call Framework11:25 - Why “Completions” Matter More Than Meetings15:10 - How to Open a Cold Call21:00 - Creating the Ultimate Pattern Interrupt25:57 - The “Show Me You Know Me” Pitch33:39 - The “You Know How” Pitch Framework36:32 - How to Handle Competitor Objections44:20 - Handling “I’m Busy” and “Not Interested”48:32 - Fat Stacks in the Circle BacksABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultIn this video, I break down Dalin McCully’s journey from Dell to AWS and show you how she got promoted to Account Executive by networking strategically, preparing deeply, and building genuine trust in tech sales.Connect With Dalin →https://www.linkedin.com/in/dalin-mccully-372a18167Timestamps00:00 - Intro00:57 - How Dalin Found Tech Sales05:08 - How Dalin Got Into Dell08:10 - The Relationship Upside of Tech Sales12:03 - How to Prepare for a Mock Cold Call15:29 - Why AWS Became the Next Step16:56 - Why Dalin Was Excited About AWS18:55 - Taking the Recruiter Call Before Finishing Training21:40 - Taking the Leap Despite Self-Doubt24:40 - Dealing With Rejection in Sales26:32 - The AWS Interview Process29:21 - How to Communicate Clearly in Interviews32:55 - Dressing and Presenting Yourself Well36:07 - How Attitude Shows Up in Interviews40:11 - Building Genuine Connection in Interviews46:59 - What Helped Dalin Succeed at AWS50:30 - Building Trust Through Credibility53:28 - How Dalin Earned a Top Promotion59:10 - The Importance of Connection01:03:28 - Getting to Know the Person Behind the Profile01:07:55 - Seeing People Beyond the SurfaceABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultIn this video, Abhinav breaks down enterprise prospecting through the lens of dating and shows you how to ask better questions, uncover expensive business problems, handle objections, and turn more conversations into qualified meetings.Connect With Abhinav →https://www.linkedin.com/in/abhinavgokllaniAbhinav's Book →https://us.amazon.com/Prospecting-Dating-Make-Them-Chase-ebook/dp/B0GZYJBPVSTimestamps00:00 - Intro01:34 - Cold Calling Through the Lens of Dating03:07 - What a Good Cold Call Actually Looks Like04:21 - Questions to Qualify Prospects on Cold Calls06:22 - Why Reps Shouldn’t Try to Close the Whole Company08:12 - Asking Fearless Decision-Making Questions11:26 - How to Ask for the Meeting Without Sounding Desperate14:00 - Why Sales Psychology Matters14:28 - How to Pressure Test a Problem16:25 - Finding the Emotional Side of the Business Problem19:12 - Connecting With Prospects Like Humans22:31 - The Cold Call Opener24:13 - Why Silence Is Your Best Friend26:40 - Objection Handling Mindset29:52 - Using AI as a Curiosity Hook32:15 - Finding Value in People Who Aren’t “In Charge”33:13 - What a Good Voicemail Sounds Like36:00 - Being Fearless in the DMs41:00 - Cold Email and Choosing the Right Channel43:26 - How to Build a Micro Business Case45:34 - Follow-Up Strategy48:13 - Speaking the CFO’s Language50:28 - Starting With the Money Before the Demo51:32 - The Pareto Prospecting Principle54:08 - How Abhinav Met His Wife Through FacebookABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultIn this video, Stephen breaks down how he sold over $230M in software and shows you how to think through enterprise deals, executive conversations, and closing life-changing opportunities.Connect With Stephen →https://www.linkedin.com/in/stephen-r-defusco-9802b44/Timestamps00:00 - Intro01:14 - How to Make $1M+ in Tech Sales03:38 - Taking the Tech Out of Tech05:37 - Using Research to Win Bigger Deals09:32 - From Unaware to Action14:40 - Protecting Your Time in Enterprise Sales19:40 - Knowing When to Walk Away21:50 - The $132M Deal26:54 - Building Trust With Customers30:31 - Keeping Sales Conversations on Track33:09 - Being Direct With Executives36:55 - Why Confidence Matters in Sales38:45 - Passion, Mentorship, and Career Growth42:09 - Family, Goals, and Motivation45:44 - Sell Me This Pen50:27 - Building a Business With Tech Sales Money56:36 - Creating New Revenue StreamsABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

🚀 Want to hit your number & get promoted faster? Book a free strategy session (your company may cover the cost) →https://calendly.com/bussingventures/tech-sales-accelerator-strategy-session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🎯 Free P.E.G. Prospecting Framework →https://docs.google.com/document/d/1ohSdh0DTVE4i2G7HsTUeYLWVwxFf1Y9yIIDH59vbSc0/edit?usp=sharing🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultIn this episode, Josh Braun breaks down his exact cold call script and shows you how to open cold calls, handle objections, and book meetings without sounding pushy.Josh’s Website →https://joshbraun.comJosh’s LinkedIn →https://www.linkedin.com/in/josh-braunJosh’s Newsletter →https://joshbraun.com/newsletterResources:Tongue Tied Objection Cards →https://jbraun.gumroad.com/l/objectionflashcardsBadass Growth Guide →https://courses.joshbraun.com/p/badass-b2b-growth-guideWaking Up app →https://www.wakingup.comTimestamps00:00 - Intro00:47 - Josh’s cold call opener03:35 - How tone affects cold calls05:11 - Managing cold call anxiety08:14 - Using mindfulness to detach12:16 - What is “poking the bear”?20:19 - Applying “poke the bear” to a Databricks cold call25:03 - Building better current-state questions29:12 - Neutral vs manipulative questions33:01 - Using customer language in cold call questions35:39 - When to set the meeting37:21 - Should you book the meeting on the call?39:36 - Objection handling mindset44:49 - How to respond to “How did you get my number?”46:22 - How to practise cold call scripts and objections48:17 - Objection response: “I’m too busy”49:22 - Objection response: “Send me a proposal”50:54 - Objection response: “I want to think it over”51:57 - Objection response: “We don’t have a budget”53:04 - Objection response: “Call me later this week”53:38 - The mindset behind handling setbacks58:52 - Josh’s resourcesABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

🚀 Want to hit your number & get promoted faster? Book a free strategy session (your company may cover the cost) →https://calendly.com/bussingventures/tech-sales-accelerator-strategy-session🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/🎯 Free P.E.G. Prospecting Framework →https://docs.google.com/document/d/1ohSdh0DTVE4i2G7HsTUeYLWVwxFf1Y9yIIDH59vbSc0/edit?usp=sharing🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consultIn this video, Mike breaks down the exact steps to go from AE to VP of Sales and shows you how to build the relationships, reputation, and leadership proof needed to make your next promotion inevitableMike's LinkedIn →https://www.linkedin.com/in/mikemanzi7Mike's Instagram →https://www.instagram.com/officialsalestipsMike's TikTok →https://www.tiktok.com/@officialsalesleadertipsMike's Website →https://www.officialsalestips.com/Timestamps00:00 - Intro01:25 - Mastering the AE Role02:15 - Building a Sales System04:58 - Most Important Part of the Sales Process07:21 - Asking Tough Sales Questions09:55 - Breaking the Fourth Wall in Sales12:09 - Tech Sales Accelerator12:41 - Being Honest on Sales Calls14:01 - Emotional Mirroring in Sales18:06 - Beyond Hitting Your Number20:11 - Building Relationships for Promotion23:34 - Moving From Individual Contributor to Leader26:40 - Building Your Reputation32:14 - Doing the Job Before You Have It33:14 - Creating a Leadership Scorecard35:13 - Running Better One-on-Ones37:06 - Running Better Pipeline Reviews40:33 - Standing Out in the Internal Interview42:10 - The Interview Question to Stop Asking43:04 - Speaking in Frameworks45:30 - How to Learn More From Mike46:59 - Working Harder on YourselfABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««