Higher Levels Tech Sales Podcast

A deep dive with Connor Murray (Combined 20+ years of tech experience) on what the realities of the Account Executive role and the nuances that are not often discussed in videos that just glamorize the role, and LinkedIn posts that make it seem simple.

Top 1% Reps don't just work harder, they build systems. Sit down with Connor Murray, Kris Hari, and Eric Finch, all President's club winning reps, and learn what sets top reps apart from the rest.

▶Take our free tech sales course: https://www.higherlevels.com/free-training?via=youtube▶Break Into Tech Sales in 6 Weeks: https://www.higherlevels.com/ascension?via=youtube

Connor Murray, Eric Finch, and Kris Hari dive deep into modern cold calling approaches in 2026

High Ticket and Software/Tech Sales are 2 of the most popular careers on social media in the world.

3 Cold Call Experts break down the modern landscape in 2026

Connor Murray and Eric Finch discuss AI's impact on Sales and specifically tech sales roles

Pipeline generation is broken, and the old GTM playbooks no longer work.In this episode, Eric talks with Kris Rudeegraap, co-founder and CEO of Sendoso and former Account Executive, about the realities of building pipeline in 2026. From the collapse of single-channel outbound to the rise of AI-driven prospecting, this conversation unpacks what founders and sales reps need to understand to stay competitive.Kris shares how modern GTM teams are rethinking outbound, where AI adds real leverage versus noise, how the SDR role is evolving, and why relationship-driven selling still matters in an automated world. The discussion also explores multi-channel prospecting, the changing buyer journey, and how reps can retain long-term value as technology accelerates.This episode is designed for founders, GTM leaders, and frontline sellers who want practical insight into what is actually working right now and what the future of pipeline generation really looks like.Reach out below for:---Founder Led Sales Training and Support▶https://www.higherlevels.com/founders-course?via=youtube---B2B Sales Training and Consulting▶https://www.higherlevels.com/contact-us?via=youtube

Join the free waitlist for Rithim here: www.rithim.aiAfter 10 years in tech, working as both an engineer and in tech sales, I’ve seen firsthand how dramatically this industry has changed and where it’s actually headed next. In this video, I break down the 10 hardest lessons I wish I understood earlier, including why tech careers are exponential, how AI is reshaping work, why your manager matters more than your logo early on, when job hopping helps or hurts, and why so many people quit right before their career really takes off. If you’re considering a tech career, already in one, or thinking long-term about income, optionality, and eventually building something of your own, this is the long-game perspective most people never hear.

In this year-end deep dive, Eric and Connor break down the biggest shifts hitting tech sales in 2026 and what reps and founders must do to stay ahead. Drawing from a decade of experience and thousands of reps coached, they unpack why treating sales like a true system is now the ultimate separator, how AI is creating the biggest skill gap the industry has ever seen, why cold calling is becoming even more important as inboxes explode, and how unstructured SDR teams are getting exposed in a higher-bar hiring market. Whether you're a rep trying to outperform in 2026 or a founder navigating the chaos of AI-driven GTM, this episode gives you the clearest roadmap for what’s changing, what’s not, and how to thrive in the best era of sales we’ve ever seen.

Free 1 hour lecture at the University of South Carolina CSI-ET club (Carolina Sales Institute for Engineering and Technology). Thank you to the University of South Carolina for hosting the Higher Levels team.Tech sales is one of the highest-paying career paths that most students and career changers have never heard about, and this full 1-hour University of South Carolina lecture breaks it down step-by-step. In this raw, unedited session, Eric Finch explains what tech sales is, how SDR and AE roles work, and the real earning potential from $75K to $300K+. He also dives into why he left engineering for a job that still leveraged his technical background but in a customer facing sales role. You’ll learn how people with engineering, business, or no degree at all are breaking into top companies like Oracle, Palo Alto Networks, Datadog, and more. If you're exploring tech sales or searching for a six-figure career path, this is the definitive beginner’s guide.

B2B Sales Training and Consulting▶https://www.higherlevels.com/contact-us?via=youtubeDiscover common errors in SDR organizations and how to avoid them with expert sales training, notably the former #1 SDR Manager at Oracle, Connor Murray.

Learn how to go from an entry-level SDR to an enterprise sales rep making $300k+. This career advancement strategies video shares key insights on what it takes to progress in tech sales career. Plus, understand the differences between sdr vs ae and how sales training can significantly impact your b2b sales success.

25+ Custom GPTs Built for Sales (AI Sales Accelerator): https://www.higherlevels.com/ai-sales-accelerator?via=youtubeIn this episode, Eric Finch and Connor Murray dive deep into the untapped power of AI for sales, going far beyond the obvious use cases like writing emails or summarizing call notes. They showcase practical GPT workflows that top reps and founders are already using to save hours every week, crush quota, and build internal credibility as the AI expert on their team. From competitor intel and win story centralization to automated CRM notes, account research, and even meeting agenda builders, you will see how to turn AI into a personal sales assistant that works while you sleep. If you have been treating ChatGPT as just a note taker, this episode will completely reset how you think about AI in sales.

Want to ramp faster as an SDR? This video shares valuable sales tips and insights on sales training to help you stand out. Discover how to elevate your sales skills and approach your role as a sales development representative with a competitive edge, becoming a top performer in techsales and mastering sales development.

In this episode, Eric sits down with Nikki Lang, Head of Strategic Accounts at VISO Trust, to have an honest conversation about what it’s really like being a woman in tech sales. With more than 10 years of experience, Nikki shares her journey from breaking into male-dominated industries to building a successful career in tech, including the challenges of being underestimated, the balance women must strike between confidence and approachability, and the unique advantages women often bring to sales. She also gives practical advice for women considering tech sales—whether extroverted or introverted—and offers candid perspective for men on how to better support and include women in the field. If you’ve ever wondered what the reality of being a woman in tech sales looks like, and whether it’s a career worth pursuing, this episode pulls back the curtain

Learn what it's like selling in the artificial intelligence space and what skills are needed to thrive. This video features an interview with Frankie Jorquez, Director of Sales Development at EliseAI, discussing team success and hiring opportunities in the SaaS space.EliseAI recently raised $250 Million dollars and is valued at $2.2B.

▶AI Sales Accelerator: https://www.higherlevels.com/ai-sales-accelerator?via=youtubeDiscover how to use AI for Sales to save hours every week and close more deals. In this episode, Eric Finch and Connor Murray show step-by-step examples of how SDRs and AEs can apply AI to real workflows: automating account research, generating cold email and cold call scripts, prepping for discovery calls, and instantly creating CRM-ready notes with frameworks like MEDDIC and BANT.If you’re exploring AI for Tech Sales, this video gives you practical tools you can start using today with just the $20 ChatGPT plan. Learn how to turn repetitive tasks into automated workflows, build targeted messaging in seconds, and free up time to focus on selling. This is the ultimate guide for reps who want to work smarter, book more meetings, and win with AI.If you want to fast track your learning and access 25+ GPTs ready to use out of the box, check out AI Sales Accelerator: https://www.higherlevels.com/ai-sales-accelerator?via=youtube

Cold calling in 2025 is not what it used to be — and most of the outdated strategies taught in sales enablement today just don’t work. In this deep dive, Connor Murray, former #1 SDR and SDR Manager at Oracle, breaks down the real cold call framework that top-performing reps are using to book meetings consistently, even in one of the toughest markets we’ve seen in years.This isn’t a motivational hype session or fluffy sales theory. You’ll learn exactly how to structure your cold calls, from the opening line to the close, including how to handle objections, how to improve your answer and set rates, and why assumptive alignment is the key to gaining control of your conversations.Whether you're an SDR trying to break quota or an AE looking to level up your outbound, this episode gives you a tactical blueprint for cold calling that actually gets results in today’s market. You'll also learn why most reps waste their dials, what to avoid from legacy sales training, and how small improvements in your process can lead to massive gains in meeting volume over time.Perfect for tech sales reps, B2B sellers, and anyone in outbound sales looking to dominate in 2025 and beyond.

Most tech sales reps never make $300k+—and it’s not because they aren’t talented. In this episode, we break down the real reasons people stall out: wrong company moves, poor timing, early burnout, and chasing short-term promotions that derail long-term upside. If you're serious about hitting top-tier income, this is the roadmap (and warning signs) you won’t find in flashy career ads.

In this episode, Alex and Eric discuss the intense pressures of working in tech sales, specifically focusing on dealing with stress in sales. They share insights on how to handle the daily mental challenges, including the burden of chasing sales quota. For those in B2B sales, this is a must-watch.

The Real Reason You’re Losing Deals (And How to Fix It) – Deep Dive for SDRs & AEs:This isn’t another fluffy LinkedIn list of “Top 5 Sales Tips.” In this raw and in-depth episode, Eric Finch and Connor Murray (Datadog Enterprise AE) break down real lost deals—step-by-step. If you’re an SDR looking to promote or an AE trying to crack mid-market and enterprise, this episode will save you months of trial and error.We unpack brutal losses that looked like wins until the final hour, including:Getting outmaneuvered by cloud partners like GCP and AWSLosing 6-month sales cycles via email because of missed executive prioritiesHow selection firms quietly stack RFIs against youWhy being “single-threaded” will kill your pipeline—and what to do insteadHow to push back when demos don’t align with true business goalsThe difference between working with power vs. taking their word as gospelTactical ways to use onsite meetings and internal champions to accelerate cyclesAnd yes—we also cover how we turned those battle scars into wins, including how to reframe deals, co-sell smarter, and push back without losing credibility.Whether you're just getting your first AE role or trying to break into enterprise, this episode is packed with hard-earned, unfiltered sales lessons you won’t find anywhere else.Want live coaching from reps who’ve actually done it?Join the community or get training at HigherLevels.com

Connor's Channel:

How to Handle Cold Call Objections Like a Pro | Tech Sales Training with Connor MurrayStruggling with cold call objections in your SDR or AE role? This deep dive is your new go-to guide. In this follow-up to our cold call framework video, former #1 Oracle SDR Manager Connor Murray breaks down objection handling into simple, repeatable frameworks that work in live sales calls—not just in training rooms.✅ If you're in Tech Sales—especially as an SDR, BDR, or AE—this video will change the way you cold call.🎯 What you’ll learn:- Why most objection handling training fails in real-world calls- The ARA and ACE frameworks to handle any objection- How to eliminate Tier 2 objections before they happen- Cold calling mindset: tone, confidence, and inflection- Real scripts to overcome objections like “we already use X” or “no budget”Connor’s taught thousands of SDRs at Oracle and beyond—what he shares here is battle-tested. If you want to improve your cold calling, book more meetings, and close more deals, this is the video for you.

How Top Sales Reps Are Using AI in 2025 (Cold Email, Discovery, Territory Planning)If you're in tech sales and still ignoring AI, you're probably leaving hours on the table every week. In this episode, two senior reps walk through how they're actually using ChatGPT, Prompt Cowboy, and custom GPTs to streamline their workflow and close more deals.No hype. Just real, tactical breakdowns of what works in the field right now.What we cover:• Specific AI use cases that save reps time and improve output• How to use ChatGPT for writing cold emails, prepping for discovery, and summarizing calls• Territory planning with Projects and key account memory• Automating CRM updates, Slack handoffs, and follow-ups after every meeting• Building cold call and discovery bots that simulate real-world scenarios• Why your prompts might suck and how Prompt Cowboy fixes thatIf you've been skeptical or just not sure where to start, this is your blueprint. You’ll learn how to cut through the fluff and apply AI where it matters most—getting meetings, driving pipeline, and making quota.We’re also sharing:• Free GPT templates for outreach, research, and follow-up• Step-by-step video tutorials• A growing library of use cases you can plug into todayAI for Sales Reps: https://www.youtube.com/watch?v=PeLIweOFXTMGot questions? Drop them below—we answer them ourselves.

▶Cold Email Engine (Taught By Connor): https://www.higherlevels.com/cold-email-engine?via=youtube▶Connor's YouTube Channel: https://www.youtube.com/@Connor-Murray▶Take our free tech sales course: https://app.higherlevels.com/c/tech-sales-mini-course▶Break Into Tech Sales in 6 Weeks: https://www.higherlevels.com/ascension?via=youtube---For Sales Reps▶Become a top 0.1% cold caller: https://www.higherlevels.com/cold-call-mastery?via=youtube▶Master Cold Email: https://www.higherlevels.com/cold-email-engine?via=youtube▶SDR to AE Accelerator Program: https://www.higherlevels.com/sdr-accelerator?via=youtube▶AE Mastery Program: https://www.higherlevels.com/ae-mastery?via=youtube---Founder Led Sales Training and Support▶https://www.higherlevels.com/founders-course---B2B Sales Training and Consulting▶https://www.higherlevels.com/contact-usHow to Master Cold Email in Tech Sales with Connor Murray | Cold Email Tips That Actually WorkReady to unlock cold email strategies that actually get replies? In this deep-dive, Eric sits down with Connor Murray—#1 SDR turned Enterprise AE and top SDR Manager at Oracle—to break down a repeatable cold email framework that books 3–5 meetings per week.Whether you're an SDR, AE, or sales leader, this is your blueprint for writing cold emails that convert, structuring winning cadences, and scaling your outreach—without sounding robotic or relying on bad LinkedIn advice.🔑 What You’ll Learn:- Why most cold email advice fails (and how to fix it)- The "less is more" framework Connor teaches to thousands of reps- How to use assumptive language that increases reply rates- The 3-part structure to write cold emails that feel personal and professional- Building outbound cadences that work—without burning your leads- High-volume tactics for sending 100+ targeted emails a day- Tracking key metrics: open, reply, and meeting-booked rates- Real examples of effective cold emails + follow-ups👊 If you're in Tech Sales and tired of ghosted emails, this conversation is your new playbook.Connor is also the live instructor at Cold Email Engine, helping tech sellers break into accounts and scale pipeline using real-world tactics that drive results: https://www.higherlevels.com/cold-email-engine?via=youtube👇 Have questions or want to share your own cold email experience? Drop a comment below!#techsales #coldemail #coldemailing #salesdevelopment #coldcalling #salestraining

🔥 Tech Sales Interview Hard Mode (Unscripted & Unedited)Think you’re ready for a real SDR interview? In this episode, we put that to the test.Connor—former #1 SDR Manager at Oracle and now a top-performing Enterprise AE at Datadog—grills me in a fully unscripted, unedited mock tech sales interview. No fluff, no prep, just raw, real questions and answers like you'd face when applying for an SDR (Sales Development Representative) role at a competitive tech company.If you're an aspiring SDR, BDR, or looking to transition into tech sales with no experience, this interview breakdown will show you what it actually takes to stand out.🔍 What You’ll Learn:- How to answer “Tell me about yourself” when you have no sales background- What hiring managers look for in top SDR candidates- How to structure your 100-account outbound strategy- The mindset needed to survive and thrive in a cold calling role- How to close your interview like a pro👨‍🎓 Whether you're a recent grad, athlete, engineer, or career switcher, this is a masterclass in positioning, mindset, and sales readiness.📈 Connor has interviewed and hired hundreds of SDRs. I’ve coached hundreds more through www.higherlevels.com. This is the real deal—no coaching before the call, just game-time execution.

Want to break into tech sales or land a role at a top company like Amazon? In this in-depth interview, Kevin shares his real journey from being unemployed after college to becoming an SDR at Amazon. We dive into how he broke into tech sales with no prior experience, what it really takes to stand out in tech sales interviews, and why sometimes taking a step back in title can actually be a major leap forward in your career.You’ll hear how Kevin:- Went from cold calling 200+ leads a day to landing interviews at Outreach and Amazon- Navigated a tough job market and stayed focused through multiple SDR interviews- Prepped for Amazon's structured sales interview process using the STAR method- Made a strategic move from AE back to SDR at Amazon for long-term career growthIf you're exploring how to break into tech sales, preparing for a tech sales interview, or wondering if a title drop is worth the leap to a market leader like AWS—this is for you.#TechSales #BreakIntoTechSales #TechSalesInterview #AmazonSales #SDRtoAE #SalesCareerAdvice

In this episode, we sit down with David, CEO of Whippy.ai, to explore how his bootstrapped AI startup scaled to $5M+ ARR by solving real-world automation challenges rather than chasing hype. David shares his journey from winning a World Series of Poker bracelet to founding multiple startups, culminating in Whippy—a platform that blends voice, SMS, and email automation with functional AI agents. We dive into what customers actually resonate with in AI sales pitches (hint: it's not fake human-sounding cold calls) and why building around tangible business problems—like automating the bottom 50% of recruiter tasks—has been key to Whippy's product-market fit.We also get tactical for sales reps and founders. David reveals how he evaluates SDR talent (spoiler: experience matters less than hustle), why $99 AI tools often fall short without adoption support, and how to build AI products that drive ROI rather than just demos. Whether you're trying to hire top sales talent, scale an AI-driven product, or break into the tech industry, this episode is packed with playbooks on AI sales messaging, founder-led GTM strategy, and building sustainable startups without VC pressure.

Recorded live at Capital Factory in Downtown Austin, Texas, this lecture dives deep into practical strategies for acquiring your first customer. Whether you're launching a startup or building a new product, this session offers actionable insights, real-world examples, and proven frameworks to help you land that critical first win.

Sitting down with Enterprise Account Executive Anthony Saucedo