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_link

Connect With Matt →https://www.linkedin.com/in/matt-reuter

Timestamps

00:00 - The 3-Stage SDR Development Program

03:56 - How to Train New SDRs Effectively

08:44 - Why Cold Calling Is Still Winning

11:30 - The Best Cold Call Openers

16:44 - Roleplaying & Handling Objections

20:39 - Using AI to Train Sales Reps

22:15 - Why SDRs Should Leave Voicemails

24:51 - Accelerate: Developing Better SDRs

26:44 - Elevate: Preparing SDRs to Become AEs

31:09 - Hunter vs Farmer: Which Sales Role Fits You?

33:42 - What Makes a Great Sales Rep?

38:04 - Building Relationships to Get Promoted

40:11 - What Most SDR Organizations Get Wrong

42:16 - Why Tech Sales Can Change Your Life

43:43 - How to Find the Right Tech Sales Company

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! «««

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_link

Evan's Links:

Skool →https://www.skool.com/believenation

Instagram →https://www.instagram.com/evancarmichael

TikTok →https://www.tiktok.com/@evancarmichael

X.com →https://x.com/evancarmichael

Linkedin →https://www.linkedin.com/in/evancarmichael

Facebook →https://www.facebook.com/EvanCarmichaelcom

Website →http://www.evancarmichael.com

Timestamps

00:00 - Building Confidence Through Service

05:55 - Money & Limiting Beliefs

09:13 - Borrowing Belief From Others

13:30 - What True Confidence Looks Like

15:13 - Breaking Through Imposter Syndrome

20:30 - Evan’s YouTube Growth Journey

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! «««

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_link

AMP 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

Timestamps

00:00 - Intro

00:20 - Is Cold Calling Dead?

03:13 - The Right Cold Calling Mindset

10:21 - The Best Cold Call Opener

16:14 - The 30-Second Rule

20:52 - Building the Perfect Cold Call

33:55 - Handling Objections

41:01 - How AI Will Change Sales

45:32 - Magnetic, Intuitive & Consistent

48:00 - Closing Thoughts

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! «««

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.0

Connect With Jay →https://www.linkedin.com/in/johnston-jay

Elite Tech Sales →https://www.elitetechsales.com

Timestamps

00:00 - Winning Deals by Building Trust

13:56 - How to Stand Out in Sales Interviews

19:23 - The Biggest Sales Hiring Mistakes

28:49 - How Tech Sales Is Changing

30:31 - Will AI Replace Salespeople?

39:19 - The Future of Elite Tech Sales

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! «««

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

In 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/thepaigeevans

Timestamps

00:00 - Intro

00:40 - Paige’s First Cold Call

04:38 - Her Cold Calling Mindset

13:29 - How to Be More Curious in Sales

23:45 - How to Build Confidence

26:29 - Almost Quitting Sales

30:38 - Becoming the #1 Sales Rep

36:12 - How Networking Led to a Six-Figure Deal

43:32 - Building Relationships That Last

46:18 - Hitting President’s Club While Pregnant

52:18 - The Performance Multiplier Framework

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! «««

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-consult

In 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=e3254bd604f240ea

Timestamps

00:00 - Cold Calling & the Dennis Story

03:34 - Jake’s Background

05:33 - The Future of Outbound Sales

10:26 - Why Caring & Curiosity Matter in Sales

14:13 - Following Sales Scripts & Frameworks

17:18 - Advice for New SDRs

20:26 - Reviewing Your Own Sales Calls

23:36 - Treating Wins & Failures as Data

30:48 - The Two Skills Sellers Need to Master

35:26 - The Outbound “Triangle” Framework

38:34 - LinkedIn Video & Building Pipeline

45:20 - Why In Person Events Still Matter

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! «««

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-consult

In 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.

Timestamps

00:00 - Introduction

00:41 - How Kenneth Chose His Target Company

02:38 - How He Earned the Interview

09:55 - Breaking Down the Interview Process

12:01 - How to Stand Out in Interviews

20:16 - How to Close an Interview

26:54 - Preparing for Sales Role Plays

31:49 - Using AI to Improve Sales Performance

35:50 - The Cold Calling Strategy Behind His Success

41:33 - Getting Access to Decision Makers

47:07 - Kenneth’s Future Goals & Final Advice

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! «««

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-consult

In 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-derosa

Timestamps

00:00 - Introduction & Brian’s Role at HubSpot

00:54 - Why HubSpot Is Moving Beyond Inbound Marketing

05:56 - Is Cold Calling Making a Comeback?

10:19 - Using Buying Signals & Intent for Outbound Sales

14:22 - Does Personalization Actually Matter?

20:17 - Using In-Person Events to Close More Deals

23:36 - Decision Making & Leading Large Sales Teams

26:29 - How HubSpot Structures Inbound & Outbound Sales

32:41 - How AI Is Changing Sales

36:13 - Will AI Replace SDRs?

37:33 - How to Stand Out & Grow Inside a Company

42:02 - Going From SDR to Account Executive

46:51 - Brian’s Advice to His Younger Self

49:17 - The Future of HubSpot, AI & Sales

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-1Password&utm_content=chris_bussing

RepVue Salary Calculator →https://www.repvue.com/salary-calculator?utm_source=influencer&utm_medium=&utm_campaign=chris_bussing-08/04/2026&utm_content=chris_bussing

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-consult

Connect 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.

Timestamps

0:00 - Erica’s background and the importance of executive presence

2:26 - How to know whether tech sales is right for you

8:23 - Choosing the right sales industry or vertical

10:36 - Lessons from interviewing over 500 candidates

13:36 - Creating psychological safety during interviews

16:54 - Why hiring and firing are so difficult

20:26 - Building a clear company-wide hiring profile

22:04 - Trait #1: Intelligence

42:41 - Interview Question #1: Teach me something complex you recently learned

43:02 - Trait #2: Coachability

46:07 - Interview Question #2: What will this job help you achieve personally?

46:44 - Trait #3: Character

49:13 - Interview Question #3: Tell me about experiencing culture shock

50:55 - Trait #4: Sales experience and performance mindset

57:14 - Trait #5: Entrepreneurial mindset

59:52 - 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_bussing

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-consult

In 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 Rubrik

01:30 - Warm Outreach and Scalable Personalization

02:55 - From Cowboy to Tech Sales

05:33 - Why Ian Chose Tech Sales

06:15 - Moving to Austin Without a Job

06:57 - The Job Search Strategy That Wasn’t Working

08:19 - Targeting a Small List of Dream Companies

09:17 - Turning Unconventional Experience Into a Strong Resume

11:41 - How to Find the Best Tech Sales Companies

12:37 - Optimizing LinkedIn for Recruiters

13:44 - Why Storytelling Matters in Interviews

15:13 - The Cowboy Hook That Grabbed Interviewers’ Attention

15:59 - Overcoming the “Job Hopper” Objection

18:23 - Handling a Tough Final Round Question

20:05 - Studying Storytelling Before the Interviews

21:37 - How Ian Earned an Internal Rubrik Referral

24:25 - Building a Network Inside the Company

25:53 - The “45 7 Figure Earners” Interview Insight

27:12 - Researching Interviewers and Asking Better Questions

30:46 - Using Memorable Stories in Behavioral Interviews

32:41 - Preparing for the Mock Cold Call

35:06 - The Feedback That Proved He Was Ready

37:58 - Preparing the Prospect Presentation

39:17 - How Ian Closed Every Interview

42:21 - Why Rubrik Decided to Hire Him

43:10 - Training and Working as an SDR at Rubrik

45:32 - Building a Follow Up System

47:43 - Ian’s Long Term Career Vision

50:09 - Learning to Qualify the Right Prospects

52:12 - How Tech Sales Accelerator Helped

53:35 - Ian’s Final Advice: Bet on Yourself

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! «««