Your go-to show for mastering tech sales. Hear from top Chief Revenue Officers, VPs, and Sales Execs as they share the lessons, habits, and strategies that shaped their careers. Each episode is a front-row seat to mentorship—covering topics like pipeline growth, enablement, leadership, and coaching. Whether you're climbing the sales ladder or leading a team, get the insights you need to sell smarter, lead stronger, and build a winning career in today’s fast-moving tech landscape.
The Elite Selling Podcast
Claim This Podcastby Frankie Vignone and Griffin Reilly
5.0(26 reviews)
83 episodes
Updated Weekly
Accepts GuestsHas Sponsors
73
Podcast Authority
BetaGoodBased on show quality, social media presence, reviews, charts, and more
Quality85
Social0
YouTube76
Engagement77
Podcast Overview
Your go-to show for mastering tech sales. Hear from top Chief Revenue Officers, VPs, and Sales Execs as they share the lessons, habits, and strategies that shaped their careers. Each episode is a front-row seat to mentorship—covering topics like pipeline growth, enablement, leadership, and coaching. Whether you're climbing the sales ladder or leading a team, get the insights you need to sell smarter, lead stronger, and build a winning career in today’s fast-moving tech landscape.
Language
🇺🇲
Publishing Since
8/22/2022
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73
Podcast Authority
BetaGoodBased on show quality, social media presence, reviews, charts, and more
Quality85
Social0
YouTube76
Engagement77
8
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9
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excellent
Episode Length
50 minutes
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Every 14 days
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Recent Episodes
May 6, 2026
Inside the Mind of a Modern Sales Leader: AI, Forecasting, and Winning Deals - Scott Shillington - Advisor, Sales Excellence @ Pike Street Capital
<p>🧠 Episode Summary</p><p><br></p><p>In this episode of the Elite Selling Podcast, Frankie and Griff sit down with sales leader and mentor Scott Shillington to break down how AI is fundamentally reshaping the sales profession.</p><p><br></p><p>This isn’t surface-level AI talk.</p><p><br></p><p>Scott shares how top CEOs are thinking about AI, what’s actually driving revenue (vs. hype), and how elite sellers are using AI to gain a massive competitive edge.</p><p><br></p><p>From forecasting accuracy to pipeline quality to eliminating admin work, this episode is a blueprint for how to sell at a higher level in today’s market.</p><p><br></p><p>If you’re still using AI like Google… you’re already behind.</p><p><br></p><p>🔥 What You’ll Learn</p><p>Why discovery—not closing—is where deals are won or lost</p><p>The 4 AI priorities every CEO actually cares about</p><p>How AI is eliminating forecast guesswork and emotional selling</p><p>The real reason most pipelines are weak (and how to fix it)</p><p>How to use AI to increase productivity by 20–30% immediately</p><p>Why top sellers are building their own AI “agent teams”</p><p>How AI is shifting the role of managers (not replacing them)</p><p>The difference between average reps vs. elite, AI-enabled sellers</p><p>🚀 Key Takeaways</p><p>AI isn’t a tool—it’s a performance multiplier</p><p>The best reps are using AI to prepare, simulate, and execute better</p><p>Admin work is dying—selling time is rising</p><p>Forecasting is becoming data-driven, not opinion-driven</p><p>Elite sellers treat sales like a profession, not a job</p><p>🛠️ Practical Ways to Use AI Right Now</p><p>Build pre-meeting research briefs in minutes</p><p>Run discovery simulations before big calls</p><p>Identify MEDDICC gaps automatically</p><p>Create and manage mutual action plans with customers</p><p>Use AI to self-coach weekly and improve faster</p><p>🧩 Memorable Quotes</p><p><br></p><p>“Discovery is where you win or lose the deal.”</p><p><br></p><p>“AI removes the emotion from forecasting—it gives you the truth.”</p><p><br></p><p>“The best salespeople won’t be replaced—but they will be amplified.”</p><p><br></p><p>👊 Scott’s Definition of an Elite Seller</p><p>Obsessed with learning (sales + industry)</p><p>Physically and mentally disciplined</p><p>Deep understanding of the customer’s business</p><p>Builds a powerful, non-transactional network</p><p>🎯 Who This Episode Is For</p><p>Account Executives and Enterprise Sellers</p><p>Sales Leaders and CROs</p><p>Founders building go-to-market teams</p><p>Anyone who wants to win more deals with less wasted effort</p><p>📢 Connect & Follow</p><p><br></p><p>Follow the Elite Selling Podcast for weekly insights on how to sell at the highest level in tech and beyond.</p>
April 29, 2026
The Hidden Power of Impact-Driven Pain - Eric Lightfoot, VP, Americas @ ComplyAdvantage
<p>Why focusing on pain's impact, not just the pain itself, transforms your selling approach and wins at the executive level.</p><p><br /></p><p>Most sellers focus on surface-level pain—what’s easy to identify or quick to talk about. But true influence and bigger deals come from digging deeper, connecting low-level issues to company-wide impacts that matter to executives. In this episode, Eric Lightfoot—former BMC veteran, DataRobot strategist, and VP at Comply Advantage—reveals the counterintuitive approach that transforms small annoyances into strategic opportunities.You’ll discover how to unearth impactful pain points by asking second-level questions that reveal real consequences—like lost revenue, operational inefficiencies, and risk exposure—that resonate at the C-suite level. Eric introduces powerful frameworks, including how to interpret the “oil on the floor” analogy, to change the conversation from individual fixes to strategic problems that executives care about. Building on this, he shares insider tactics on identifying and developing champions across organizational layers, ensuring you don’t miss out on crucial deals due to false assumptions or lack of influence.We break down common pitfalls—such as relying on surface stories or overlooking the importance of impact—and how to avoid them to increase your win rate. Whether you're tackling enterprise B2B sales, navigating complex decision processes, or building influence at high levels, this episode shows how to turn early-stage pain into strategic value that closes bigger deals—and keeps those deals won.Perfect for sales leaders, reps, and strategic thinkers hungry to elevate their impact, this episode arms you with the mindset and techniques to leverage pain and champions for lasting success. If you’re ready to go deep, think big, and dramatically improve your sales outcomes, this is your playbook.[Eric Lightfoot is VP of the Americas at Comply Advantage, helping organizations fight financial crime with innovative AI-driven solutions. With over a decade of enterprise sales and strategy experience at top tech firms, Eric is a master at translating complex problems into executive-level opportunities.]Don’t settle for surface level—the real game is understanding impact at the highest level. Hit play and learn how to turn small pains into strategic wins.</p>
November 12, 2025
How Elite Sales Leaders Combine Vision with Precision - Alex Cramer, CRO @ Cresta
<p>Summary</p><p><br /></p><p>In this episode of the Elite Selling Podcast, Griffin Reilly interviews Alex Cramer, who shares his journey into sales, insights on what makes a great seller, and the importance of empathy and relationship-building in sales. Cramer discusses the challenges faced by sales teams in high-growth startups, the future of sales in the context of AI and customer experience, and the critical role of sales enablement. He emphasizes the need for mastery in both the big picture and the details, and offers advice for young sellers looking to navigate their careers effectively.</p><p><br /></p><p><br /></p><p>Takeaways</p><p><br /></p><p>Learned the power of visual selling early in my career.</p><p>There are many paths to becoming an elite seller.</p><p>Master both the big picture and the details in sales.</p><p>Building relationships is crucial for closing deals.</p><p>Sales teams often struggle due to leadership misalignment.</p><p>Understanding customer pain points is essential for success.</p><p>AI will significantly impact the customer experience space.</p><p>Sales enablement is vital for equipping teams to succeed.</p><p>Empathy is a key skill for understanding customer needs.</p><p>Direct communication is necessary for effective sales. </p><p><br /></p><p>Chapters</p><p><br /></p><p>00:00 Introduction to Elite Selling</p><p>06:34 Mastering the Art of Selling</p><p>14:45 The Future of Sales in AI and Customer Experience</p><p>20:45 Pathway to Becoming a CRO</p><p>26:17 The Mindset of Great Sellers</p><p>32:02 The Importance of In-Person Meetings</p><p>39:48 Continuous Learning and Mentorship</p><p><br /></p>
83 total episodes available with 3 transcripts
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Frequently asked questions
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- What is The Elite Selling Podcast?
- How often does this podcast release new episodes?
This podcast updates weekly.
- Where can I listen to this podcast?
This podcast is available on 8 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
- Does this podcast accept guests?
Yes, this podcast regularly features guests.
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