The Chris Bussing Podcast [ Sell More | Live More ]

Jaksot

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  #172 Ex-Fortune 500 CRO Reveals Human-Centered Leadership Playbook to Drive Sales Growth 16.09.2026 51min

  In this episode, I sit down with Ryan Estis to break down what it really takes to become a great leader. We talk about human-centered leadership, developing your people, creating a powerful personal vision, becoming a better coach, letting go of the need to prove yourself, and communicating with courage.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://techsalesaccelerator.framer.website/Connect With Ryan →https://www.linkedin.com/in/ryanestis/Ryan's Website →https://ryanestis.com/Ryan's Book →https://prepareforimpactbook.com/Timestamps00:00 - The leadership lesson that changed Ryan’s career04:17 - Who has influenced Ryan as a leader06:30 - Prepare for Impact08:08 - What is human-centered leadership?11:02 - How great leaders become catalysts15:25 - Why leadership starts with yourself20:03 - How to create a powerful personal vision24:32 - Creating alignment between vision and action25:52 - Becoming the person you want to be27:06 - Connected leadership and momentum through harmony30:21 - How leaders unlock human potential34:27 - Perfectionism and doing too much for your team38:41 - Moving from proving yourself to serving others42:30 - How to run better coaching sessions44:40 - Coaching tactical skills effectively46:35 - Communicating with courage49:13 - Ryan’s 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! «««
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  #171 AI For SDR Teams Masterclass: Proven Processes & Tactics 11.09.2026 51min

  AI is changing how modern SDR teams operate - from onboarding and coaching to prospecting, outreach, and account research.In this episode, Andrew Romualdo breaks down how modern sales teams can use AI to save time, improve rep performance, personalize outreach, and generate more pipeline without losing the human element.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_linkConnect with Andrew →https://www.linkedin.com/in/andrew-romualdo-078716148/Timestamps00:00 - Intro01:43 - Using AI to improve SDR onboarding08:01 - Building AI-powered prospecting workflows13:07 - Using Gong & AI for sales coaching16:29 - Using AI to create outbound cadences23:54 - Long-term prospecting & outreach strategy30:08 - Using triggers to reach prospects at the right time31:27 - How to make AI outreach sound more human35:40 - How long should a cold email be?37:35 - Storytelling in outbound messaging42:33 - The best CTAs for cold outreach46:27 - Performance management & future AI use casesABOUT 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! «««
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  #170 B2B Sales Negotiation Masterclass: 4 Levers To Higher Commission 10.09.2026 52min

  In this episode, I sit down with Todd Caponi to break down how to negotiate B2B deals without immediately giving away margin. Todd walks through his four negotiation levers, how to handle discount requests, pilots and contract terms, and why great selling ultimately comes down to transparency, confidence and service.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_linkConnect With Todd →https://www.linkedin.com/in/toddcaponi/Todd's Website →https://toddcaponi.com/The Sales History Podcast →https://toddcaponi.com/podcast/Negotiation Masterclass →https://www.youtube.com/watch?v=LbcfLsCYPuMTimestamps00:00 - Intro00:47 - Todd’s approach to negotiation05:14 - The four negotiation levers06:59 - Handling a 35% discount request09:37 - Todd’s 3-step negotiation framework14:20 - Finding the real reason behind negotiation requests26:11 - How to handle pilots and proof of concepts32:19 - Sales problems vs negotiation problems35:41 - Confidence and belief in sales39:08 - How Todd developed his confidence42:18 - The sales books Todd recommends44:40 - Todd’s favourite sales quote48:25 - Why sales should be built around service50:06 - 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! «««
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  #169 Lori Richardson: How Top Sales Orgs Use Data & AI To Sell More 03.09.2026 48min

  In this episode, Lori Richardson breaks down how top sales organizations use data, AI, and better coaching to improve sales performance. We cover what makes great salespeople, the 21 sales competencies, how AI can support coaching and deal reviews, and what modern sales teams should be thinking about when building their tech stack.Lori also shares lessons from her decades in sales and what it really takes to build a successful career in the industry.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_linkConnect With Lori →https://www.linkedin.com/in/scoremoresales/Timestamps00:00 - Intro02:18 - How to Evaluate a Sales Organization04:00 - What Makes a Great Salesperson10:13 - Building a Successful Outbound Sales Team13:33 - How Long Does It Take to Become Good at Sales?15:57 - Handling Rejection & Building Confidence23:03 - The 21 Sales Competencies25:32 - Using AI as a Sales Coach28:33 - AI, Personalization & Sales Messaging31:00 - The Best AI Use Cases for Sales Teams36:55 - AI Roleplay & Sales Coaching Tools40:31 - The Ideal Sales Tech Stack43:15 - Lori’s Career Lessons & Advice46:11 - Never Mistake Sales Activity for AchievementABOUT 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! «««
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  #168 How AI Startups Can Scale To $100M+ By Shifting To Sales Led Growth 26.08.2026 49min

  In this episode, Martin Schneider breaks down how AI-native SaaS companies can move from product-led growth to sales-led growth, win larger enterprise customers, and build a more effective go-to-market strategy.We also discuss human-first marketing, entrepreneurial vs. institutional sellers, revenue intelligence, AI sales agents and coaching, the future of human salespeople, and why customer lifetime value is becoming increasingly important for profitable growth.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_linkConnect With Martin →https://www.linkedin.com/in/martinaschneider/Constellation Research →https://www.constellationr.com/The Five Lead-to-Order Agentic Use Cases You Need to Be Using Now→https://www.constellationr.com/research/five-lead-order-agentic-use-cases-you-need-be-using-nowTimestamps00:00 - Intro03:36 - Human-first marketing that actually resonates08:08 - Entrepreneurial vs institutional sellers12:27 - Moving from product-led to sales-led growth18:51 - The PLG to SLG transition playbook23:46 - Revenue intelligence and the future of CRM26:01 - AI sales agents and real-world use cases29:48 - Using AI for sales coaching32:33 - The human sales skills AI can't replace39:46 - The Chief Growth Officer playbook43:23 - Customer lifetime value and profitable growth45:30 - Martin's advice for building a successful 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! «««
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  #167 $1B SaaS VP: The Proven 3 Step SDR Playbook To Get Promoted 24.08.2026 46min

  Matt Reuter breaks down how RealPage develops SDRs from new hires into promotion-ready sales professionals through its Launch, Accelerate and Elevate program.We cover cold calling, AI roleplay, objection handling, voicemails, discovery, internal networking, and what SDRs should focus on if they want to move into an Account Executive role.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_linkConnect With Matt →https://www.linkedin.com/in/matt-reuterTimestamps00:00 - The 3-Stage SDR Development Program03:56 - How to Train New SDRs Effectively08:44 - Why Cold Calling Is Still Winning11:30 - The Best Cold Call Openers16:44 - Roleplaying & Handling Objections20:39 - Using AI to Train Sales Reps22:15 - Why SDRs Should Leave Voicemails24:51 - Accelerate: Developing Better SDRs26:44 - Elevate: Preparing SDRs to Become AEs31:09 - Hunter vs Farmer: Which Sales Role Fits You?33:42 - What Makes a Great Sales Rep?38:04 - Building Relationships to Get Promoted40:11 - What Most SDR Organizations Get Wrong42:16 - Why Tech Sales Can Change Your Life43:43 - How to Find the Right Tech Sales CompanyABOUT 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! «««
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  #166 Evan Carmichael: How to Build Unshakeable Confidence & Beat Imposter Syndrome 21.08.2026 25min

  In this episode, Evan Carmichael shares how to build real confidence, overcome imposter syndrome, and develop stronger belief in yourself.We talk about why focusing on service can make you more confident, how your beliefs around money and success shape your actions, the power of borrowing belief from the right people, and how Evan went from struggling to grow his YouTube channel to building an audience of more than 4.6 million subscribers.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_linkEvan's Links:Skool →https://www.skool.com/believenationInstagram →https://www.instagram.com/evancarmichaelTikTok →https://www.tiktok.com/@evancarmichaelX.com →https://x.com/evancarmichaelLinkedin →https://www.linkedin.com/in/evancarmichaelFacebook →https://www.facebook.com/EvanCarmichaelcomWebsite →http://www.evancarmichael.comTimestamps00:00 - Building Confidence Through Service05:55 - Money & Limiting Beliefs09:13 - Borrowing Belief From Others13:30 - What True Confidence Looks Like15:13 - Breaking Through Imposter Syndrome20:30 - Evan’s YouTube Growth JourneyABOUT 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! «««
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  #165 Morgan Ingram's Cold Call Script For 2026 (with live cold call roleplay) 19.08.2026 49min

  In this episode, I sit down with Morgan Ingram, CEO of AMP Social, to break down what actually works in cold calling today.Morgan walks through his cold call process from start to finish, including the mindset behind great calls, his permission-based opener, the 30-second rule, how to build a strong value proposition, ask better questions, handle objections, and turn conversations into meetings. We also get into how AI is changing sales and why being magnetic, intuitive, and consistent will become even more important for SDRs and AEs.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_linkAMP Social →https://theampsocial.com/Morgan's LinkedIn →https://www.linkedin.com/in/morganjingramamp/Morgan's Instagram →https://www.instagram.com/morganjingram/Morgan's YouTube Channel →https://www.youtube.com/ ⁨@morganjingram⁩ Timestamps00:00 - Intro00:20 - Is Cold Calling Dead?03:13 - The Right Cold Calling Mindset10:21 - The Best Cold Call Opener16:14 - The 30-Second Rule20:52 - Building the Perfect Cold Call33:55 - Handling Objections41:01 - How AI Will Change Sales45:32 - Magnetic, Intuitive & Consistent48:00 - Closing 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! «««
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  #164 What’s Actually Working in Tech Sales in 2026? (Winning Deals, Interviews & AI) 17.08.2026 43min

  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! «««
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  #163 How She Became The #1 Tech Sales Rep (& made President’s Club at Box) 14.08.2026 1t 4min

  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! «««
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  #162 The New SDR Outbound Playbook: How to Smash Your Number in 2026 12.08.2026 49min

  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! «««
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  #161 How He Broke Into A $16.8B Valuation Payroll SaaS Company & Hit 238% Of Quota 11.08.2026 51min

  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! «««
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  #160 Hubspot Sales VP On Cold Calling & The Future Of Outbound Sales 10.08.2026 52min

  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
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  #159 The Top SDR Interview Questions For Tech Sales (ft. 1Password SDR Leader) 05.08.2026 1t 2min

  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
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  #158 Cowboy To Rubrik SDR: Exactly how he broke into tech sales (with no experience) 03.08.2026 55min

  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! «««
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  #157 Enterprise Tech Sales Appointment Setting Playbook (live cold calling roleplay) 01.08.2026 1t

  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
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  #156 How She Broke Into Tech Sales At Cloudflare In 2.5 Months (& hit 905% of quota) 01.08.2026 48min

  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
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  #155 Tech Sales AE Interview: Top 13 Questions You Must Nail 01.08.2026 47min

  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
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  #154 He Spent 10 Days in Jail. Now He Leads Multi-Million Dollar Sales Teams 01.08.2026 59min

  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
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  #153 Will AI Replace SDRs? Warmly's CRO Reveals the Truth After HubSpot Acquisition 31.07.2026 39min

  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