Higher Levels Tech Sales Podcast

Notion just retitled its account executives as solutions consultants, and it has a lot of reps asking the same question: is AI coming for sales jobs?

Connor and I break down what’s actually happening. Sales hiring has stalled but isn’t declining. The roles AI is really hitting are the “measurers” in back office and middle management. AE and solutions engineer roles are starting to merge.

The short answer is that AI won’t replace salespeople, but it will replace reps who don’t learn to use it. We cover the workflows we use every day, why a good GPT takes hours to build and not a single prompt, and how to show AI results that hiring managers actually care about.

In this episode:

• Why sales jobs are stalling, not disappearing
• The builders, measurers, sellers breakdown
• Which companies and roles are most at risk
• Daily AI workflows that took 60 hours of work down to 10
• How to position yourself for the next 6 months to 5 years

In this episode Eric Finch and Connor Murray break down how to close million-dollar deals in tech sales, including the enterprise deals they won and the ones they lost. You'll learn where 7-figure opportunities actually come from, how to build multiple champions, and how to handle the detractors and internal politics that kill big B2B deals. We also cover how to run an enterprise sales process with POVs, champ decks, mutual action plans, and implementation partners so a won trial actually turns into a signed contract. Whether you're an SDR, an account executive moving upmarket, or trying to break into tech sales, this is the playbook for closing bigger deals and earning more.

Most founders and reps don't have a pricing problem. They have a confidence problem.

Eric and Connor break down why pricing feels so hard, how to tie price to the actual size of the problem you're solving, and why cheap almost never wins you the deal.

In this episode:

• Why your price is meaningless without a value anchor
• The three-option framework that controls the negotiation before it starts
• What to say when they push back (and what never to say)
• Why a fast discount kills your credibility
• The real cost of chasing free and cheap customers early

If you've ever hesitated before saying a number out loud, this one's for you.

The complete guide to establishing yourself as an Account Executive

90%+ of people who apply to sales role will never break in. Here's why.

Ambitious sales reps can set themselves up for a fruitful career, or they can make a few costly mistakes that set their career and earnings back for years.

In this deep dive, we discuss everything ambitious reps should be aware of to set themselves up for the highest likelihood to have a lucrative, and long standing career in sales.

Closing a deal is one thing, increasing the contract value is the difference between hitting 60-80% of your quota or 150%+

We support over 10,000 reps in the industry as well as several startups in their hiring process. This is everything you need to know about how to recruit top sales talent, in particular, account executives.

How to recruit top SDR talent at your organization (and what SDRs should look for when interviewing)

Learn how to attract top performers and evaluate opportunities.
Whether you are a founder, VP, or manager, hiring sales talent is a critical challenge that dictates your company growth. We break down the exact strategies for identifying the right candidates for your specific business stage. This guide helps you filter through talent pools to find reps who can actually deliver results.
For sales professionals, we also cover how to assess if an early stage startup is the right move for your career. We evaluate what to look for when hiring sales reps and how to tell if a company is truly ready for growth versus just burning cash. Use these insights to navigate your next hiring cycle or job interview with confidence.