#164 What’s Actually Working in Tech Sales in 2026? (Winning Deals, Interviews & AI)

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.

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