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

Brandon's LinkedIn →https://www.linkedin.com/in/mrbjacks

In 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 roles

Whether you’re an SDR, account executive or sales leader, this conversation is packed with practical lessons you can apply to your outbound strategy.

Timestamps

00:00 - How to open an enterprise cold call

02:45 - Enterprise sales vs commercial sales

06:07 - Why enterprise selling is an art

09:26 - The $1.8 million commission cheque

12:15 - Preparing for a live enterprise cold call

13:45 - Live enterprise cold call roleplay

18:15 - Breaking down the cold call

20:50 - Why preparation creates better conversations

24:42 - The three outcomes of every cold call

27:24 - How to build quality pipeline

28:47 - The CANT qualification framework

31:17 - Developing SDRs into future sales leaders

35:21 - How an SDR achieved a 10 out of 10 show rate

39:21 - Building strong SDR and AE relationships

43:41 - Using Outreach and AI for prospecting

45:00 - Building an effective multichannel cadence

47:43 - Why the first six touches matter most

50:40 - Personalisation and long-term follow-up

55:26 - The mindset required for cold calling

57:18 - How to 3X to 10X your sales career

59:41 - How your life can change in six months

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

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

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

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

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

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-consultWhat does it actually take to scale a company from $7M to $100M+Chief Revenue Officer Brandon Taylor breaks down the exact go to market strategy that made it happen - and why most CROs fail within 18 months.Brandon has stepped into 23 companies as a fractional CRO, interviewed 2,700+ candidates, and personally hired 280 sales professionals. In this episode, he reveals the tactical playbook for building and scaling high-performance sales organizations that most leaders never share publicly.What you'll learn: ▶ Why 60% of CROs fail within 18 months - and the assessment that fixes it▶ The 5 go-to-market functions every CEO must audit before scaling ▶ Brandon's 3-phase growth framework: Stabilize → Build → Scale ▶ Why RevOps is the most underrated hire in any sales org ▶ The speed-to-lead stat that costs companies 70% of their deals▶ How to build a real sales system (methodology + process) ▶ Why emotional intelligence is the hidden edge in sales leadershipWhether you're an SDR looking to break into tech sales, a rep working toward a promotion, or a sales leader building your first team — this episode is packed with frameworks you can use immediately.Connect With Brandon →https://www.linkedin.com/in/brandontaylortx/Timestamps0:00 - Intro0:48 - Brandon’s Background and Track Record2:33 - The Mission to Fix the 18-Month Sales Leader Tenure3:42 - Why CROs and VPs of Sales Fail6:16 - The Five Functions That Drive Revenue6:57 - Sales Roles, Metrics and Performance8:52 - Marketing’s Role in Revenue Growth10:58 - How to Align Sales and Marketing13:25 - Building a Successful Partnership Strategy16:10 - Maximising Revenue From Existing Customers17:24 - RevOps Explained20:11 - Which Revenue Function Should You Hire First?21:21 - The Stages of Company Growth23:31 - The Three Phases: Stabilise, Grow and Scale27:17 - How to Identify What Your Company Needs Next29:24 - When Partnerships Should Come Before Sales and Marketing32:35 - When to Hire Customer Success and Account Managers35:11 - Is Sales the Hardest Role to Hire For?36:12 - Preparing a New Sales Hire for Success38:35 - When to Bring in External Sales Training40:37 - Building a Repeatable Sales System43:02 - Why Emotional Intelligence Matters in Leadership45:30 - How Emotional Intelligence Earned a Sales Leader a Promotion46:53 - Managing Your Nervous System Under Pressure49:13 - Making Millions, Losing Millions and Rebuilding52:34 - Brandon’s Advice for Anyone Going Through a Dark Time52:52 - How to Connect With Brandon53:19 - The Eight-Minute Call54:14 - OutroABOUT 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! «««#ChiefRevenueOfficer #GoToMarketStrategy #TechSales #SalesLeadership #B2BSales

🎯 Want to accelerate your tech sales career? Book a 1-on-1 strategy session with Chris: 👉 https://calendly.com/bussingventures/tech-sales-accelerator-strategy-sessionConnect With Shari 👉 https://www.linkedin.com/in/shari-aser📲 Free 10 Step Cold Call System: 👉 https://docs.google.com/document/d/13ZAVPoM0_T96m3Nl6jtnPjmfR-hfxrct5-gyzHcMg80/edit?tab=t.s8ljd8iykang#heading=h.ilpy1prpgwaoMost sales reps get fired for reasons they never see coming - and promoted for one move they keep avoiding. Former IBM Sales VP Shari Aser breaks it all down.Shari Aser spent decades building and leading high-performing tech sales teams at IBM. In this conversation, she shares the real reasons reps get let go, what separates the ones who climb, and the exact conversation she had that led to her own promotion within a month.In this episode:- The #1 reason reps get fired (it's not always missed quota)- Why "nothing good ever happens after 11 PM" at sales conferences- The silent forecast mistake that kills careers before reps even notice- How to quantify a client's problem to win executive buy-in- What executive presence actually looks like on a sales call- The exact conversation Shari had that got her promoted at IBM within a month- How to handle a boss who genuinely doesn't like you- Why asking for what you want is the most underused career move in salesAbout Shari Aser: Shari Aser is a former IBM sales executive and go-to-market advisor who has built and led high-performing tech sales teams throughout her career. She is also a competitive ballroom dancer who raised nearly $100,000 for charity supporting adults with disabilities.Timestamps: 00:00 - Intro00:42 - Why Sales Reps Get Fired02:44 - How Conference Behaviour Can Destroy Your Career08:19 - Winning a Ballroom Competition and Raising $100K12:18 - How Missing Forecasts Gets Sales Reps Fired16:18 - The Hard Questions That Stop Deals Dragging On19:39 - Finding a Compelling Reason for Customers to Act21:56 - Quantifying the True Business Impact of a Problem25:48 - How to Reduce a Customer’s Fear of Making the Wrong Decision30:01 - What Executive Presence Actually Looks Like39:29 - Can You Get Fired Because Your Boss Doesn’t Like You?46:47 - Why High Performers Still Get Passed Over for Promotion50:46 - Taking Risks to Advance Your Career52:33 - How to Know Whether Leadership Is Right for You54:14 - Why Sales Managers Can Earn Less Than Their Reps55:52 - Closing Thoughts and How to Connect With Shari#techsales #salestips #SDR

Check Out Outreach →https://www.outreach.aiConnect With Aaron →https://www.linkedin.com/in/aaronrossPredictable Revenue Book →https://www.amazon.com/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213Aaron's Newsletter→ https://freshair.substack.com/Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/sessionAaron Ross invented the modern SDR function at Salesforce and helped create over $100M in pipeline doing it. In this interview, we go deep on outbound, the psychology of making money, and what happiness actually means for high performers in sales.In this episode:- How Aaron built the SDR function from scratch at Salesforce (and the "pipeline gap" insight that started it all)- Why attitude matters more than technique when you're starting out in sales- The 3 principles of predictable revenue for an unpredictable world: Narrow to Win, Start with Trust, and Build One Layer- The difference between happiness and joy and why it matters for your career- How to make money doing work you actually enjoy (and Aaron's 3-step Predictable Income framework)- Why outbound will always work and what most people get wrong about itWhether you're an SDR learning the roots of your role or a sales leader building a pipeline machine, this conversation will shift how you think about the game.Timestamps00:00 Intro01:44 Building Salesforce’s $100M outbound engine06:24 Why sales is a life skill10:30 Becoming the person success requires15:25 Money, freedom, and working less19:04 What actually brings happiness?29:08 Why relationships matter in business31:40 How to level up your tech sales career32:15 Why outbound still works33:28 The new principles of predictable revenue35:33 Narrow to win36:29 Start with trust38:49 Build one layer at a time42:05 AI, attention, and too much content44:15 Intuition, creativity, and relationships45:34 How to access your intuition49:24 Dropping out of Stanford and trusting your gut54:03 The reality of building something lasting56:15 How events fit into outbound57:53 Aaron’s latest books and resourcesABOUT 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 trainings & podcasts «««

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 video, Joshua breaks down how to break into tech sales and shows you how to stand out, get interviews, and build a successful career without previous sales experience.Connect With Joshua →https://www.linkedin.com/in/joshua-gibbs-3900b1110Timestamps00:00 - Intro00:46 - From Accounting to Tech Sales03:55 - How Joshua Broke Into Tech Sales08:18 - The Omni channel Job Search Strategy09:28 - What to Say in a Voicemail16:57 - How to Write an Outreach Email That Gets Responses20:01 - How Joshua Got Hired at MongoDB24:29 - Why Choosing the Right Sales Leader Matters26:32 - How to Choose the Right Tech Company29:13 - The Best Types of AI Companies to Join32:31 - How LaunchDarkly Supports the AI Boom36:36 - How Salespeople Can Build Technical Knowledge With AI37:58 - How to Stand Out in a Tech Sales Interview43:01 - How an Elevator Salesperson Broke Into Tech Sales45:07 - How to Overcome the Fear of Cold Calling51:31 - Why Tech Sales Is an Amazing 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! «««

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 video, Steve breaks down how to create the perfect investor pitch and shows you how to position your startup to attract the right investors.Hands On Angel →https://www.handsonangel.com4.5 Hour Fundraising Course →https://www.handsonangel.com/fundraising-courseFree Investing Newsletter →https://www.handsonangel.com/newsletterBook a Call With Steve →https://www.handsonangel.com/booking-calendar/strategy-sessionSteve's LinkedIn →https://www.linkedin.com/in/handsonangelTimestamps00:00 - Intro00:52 - Why Sales Skills Make Better Founders03:15 - What Made Steve Successful in Sales04:34 - Rising From Sales Rep to VP at Comcast07:03 - How to Get Promoted Faster09:24 - What Makes a Great Investor Pitch12:33 - Steve’s Real-Life Elevator Pitch16:05 - The Ideal Length and Goal of a Pitch16:56 - How to Deliver a Pitch With Confidence18:39 - Fundraising Strategies for Different Startup Stages20:54 - How to Find the Right Investors24:14 - How to Reach Out to Investors26:17 - Why Research and Personalisation Matter28:40 - Playing the Long Game With Relationships31:02 - Using Partnerships to Accelerate Growth34:06 - Building an Ecosystem That Generates Opportunities40:19 - Steve’s Ideal Founder and How to Work With Him43:56 - Leaving Corporate Life to Build on Your Own TermsABOUT 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! «««