Higher Levels Tech Sales Podcast

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=youtube
Discover 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 AWS

• Losing 6-month sales cycles via email because of missed executive priorities

• How selection firms quietly stack RFIs against you

• Why being “single-threaded” will kill your pipeline—and what to do instead

• How to push back when demos don’t align with true business goals

• The difference between working with power vs. taking their word as gospel

• Tactical ways to use onsite meetings and internal champions to accelerate cycles

And 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.

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How to Handle Cold Call Objections Like a Pro | Tech Sales Training with Connor Murray

Struggling 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.