Surf and Sales

S7E5 - The Brutal Truth About Layoffs, Severance Negotiation & Why High Performers Still Need Coaching

Mon, 18 May 2026 10:00:00 -0400

Richard Harris and Scott Leese unpack one of the most honest conversations they've had on the Surf and Sales Podcast.

From sales layoffs and negotiating severance packages… to why even top sales leaders struggle to see their own blind spots… this episode dives deep into the realities nobody talks about in SaaS and sales leadership.

Topics include:

The hidden value of mastermind groups and peer feedback
Why successful people still get stuck
How to structure a high-impact mastermind
ZoomInfo layoffs and the controversy around termination-by-text
Negotiating severance packages the smart way
What sales professionals should do immediately after getting laid off
Why sales careers may need to expand beyond SaaS
The psychology of feedback, ego, and career growth
Richard finally switching from PC to Mac after 30+ years

Plus: an update on the next Surf and Sales in Costa Rica and why attendees call it "life changing."

If you work in sales, leadership, SaaS, consulting, or startups — this episode will hit close to home.

#Sales #SalesLeadership #SaaS #Layoffs #SalesTraining #SurfAndSales #RichardHarris #ScottLeese #SalesCareers #Negotiation #FounderLedSales

S7E4 - The Death of Inbound Leads

Mon, 30 Mar 2026 16:28:00 -0400

Several important topics discussed including the crazyness of the 2026 sales hiring market. A dive deep into the current state of sales and marketing, exploring the surprising collapse of inbound leads and the chaos that's unfolding in the outbound world. The role of sales training and coaching in the modern sales organization, as well as the concerning trend of tool bloat across the industry. This episode is a must-listen for founders, CROs, VP of Sales, and sales professionals navigating the evolving sales landscape.

S7E3 - Selling Against the Competition and Sales Interviewing Best Practices

Mon, 09 Mar 2026 20:48:00 -0400

Handling objections is more than just memorizing the battle card. Richard and Scott go head to head on how they would sell against each other giving you the perfect objection handling best practices without bashing the competition. They then dive deeper in how to score more interviews, improve your resume and tell your story in the competitive job market of the sales industry.

S7E2 - Sales Strategies, Trends, and Insights: Shifting to RTO

Thu, 26 Feb 2026 19:55:00 -0400

Richard Harris and Scott Leese discuss the return to office debate - exploring how company size, sales team experience, and deal sizes are impacting remote vs. in-person work policies. We also tackle the challenges of learning new cloud coding skills amidst busy schedules, and the temptation to simply avoid it.

S7E1: Front Row Frankie - The Secrets to Achieving 'No Bad Days'"

Mon, 12 Jan 2026 11:00:00 -0400

Back for Season 7!

Special guest Front Row Frankie joins us dive deep into the world of entrepreneurship, sales, and personal growth. Discover Frankie's unique "No Bad Days Mindset" and learn how to build a thriving business while overcoming life's challenges. This insightful conversation is a must-listen for anyone looking to take their career and mindset to the next level.

S6E36 - Navigating the Shift from Remote to Hybrid: Strategies for Sales Teams

Mon, 24 Nov 2025 11:00:00 -0400

In this episode of the Surf and Sales podcast, Scott Leese and Richard Harris sit down with Victor Vatus, the CEO and founder of TrackRec, to discuss the evolving landscape of sales hiring and the challenges facing both employers and candidates.

Victor shares insights on the growing demand for industry-specific experience, the shift from remote to hybrid work, and the concerning trend of "overemployment" among some sales professionals. The conversation delves into the nuances of how different industries approach hiring, the importance of building a strong company culture, and the long-term consequences of trying to "double-dip" on jobs.

Whether you're a sales leader navigating the changing hiring landscape or a salesperson looking to stay ahead of the curve, this episode is packed with valuable insights and practical advice. Tune in to learn how to position yourself for success in the ever-evolving world of sales.

S6E35 - Chris Albro -From Fish Washer to CRO: An Unconventional Path to Sales Leadership

Mon, 17 Nov 2025 11:00:00 -0400

Chris Albro, the CRO of People.ai joins the Surf and Sales podcast. We discuss the challenges of maintaining data quality in CRMs, how to proactively addresses customer concerns around AI, and the generational differences in work ethic and expectations. Chris also shares insights on the evolving sales landscape, the impact of AI, and the importance of empathy and execution.

And the next www.surfandsales.com event is happening in November 2026. #PuraVida

S6E34 - Jack Frimston - Dialing for Dollars Better with Sales Therapy

Mon, 22 Sep 2025 10:00:00 -0400

Jack Frimston joins the Surf and Sales podcast and shares amazing insights on brining the humanity back into sales including: The power of the "memento mori" mindset: Frimston explains how the Stoic principle of "remembering you will die" can help sales reps maintain a healthy perspective and focus on truly serving their clients. Mastering the art of outbound prospecting: Frimston discusses the differences in phone engagement between the UK and US markets, offering insights on how to navigate the "Wild West" of outbound sales in the modern era. Applying therapeutic techniques to sales: Incorporating strategies from Alcoholics Anonymous and Socratic questioning into his sales framework, helping reps build genuine connections with buyers.

S6E33 - Mark Hunter - Your commission breath ruins authenticity

Mon, 15 Sep 2025 10:01:00 -0400

Sales legend Mark Hunter joins Scott Leese and Richard Harris for a can't-miss conversation packed with practical sales wisdom and plenty of laughs.

Mark shares his proven strategies for building genuine relationships, staying focused on the right prospects, and maintaining a positive mindset - even when the game seems rigged against you. Everything discussed in this podcast is practical and easy to understand and implment. Here are just a few

The 'power of belief' that can turn any sales situation around
Mark's '10 AM Rule' for starting each day with a win
The surprising reason why 25 quality conversations per week is all you need

S6E32 - Guillaume Jacquet - The Formula for Predictable Growth

Mon, 15 Sep 2025 10:00:00 -0400

Scott, Richard, and Guillaume "G" Jacquet, the co-founder and CEO of Vasco, dive into the challenges of building a predictable revenue engine for startups and scale-ups. G shares his hard-earned lessons from his first entrepreneurial venture, emphasizing the importance of finding your ideal customer profile and developing a repeatable sales process before scaling.

Scott and Richard offer their seasoned advice, stressing the need to simplify messaging, avoid buzzwords, and focus on the specific pains you solve rather than just listing product features. The trio also discusses the tricky balance of founder-led sales versus bringing on the first sales hires, and how to effectively document and transfer that institutional knowledge.

#FounderLedSales #RevenueGrowth #IdealCustomerProfile #SalesProcess #PredictableRevenue

S6E31 - Dan O'Sullivan - Treat outbound sales messaging like a haiku

Mon, 11 Aug 2025 10:00:00 -0400

In this episode, we sit down with Dan O'Sullivan, a sales veteran who spent 26 years building a $1.2 billion sales organization at TransPerfect.

Dan shares his unique insights on the art of outbound sales, particularly when targeting enterprise customers. He discusses the importance of understanding a client's strategic priorities, crafting concise yet impactful outreach, and the value of hiring and training local sales talent when expanding globally.

Dan also talks about his work with the non-profit "Provide the Slide," which collects and distributes surfboards to underserved communities in West Africa. This conversation is a must-listen for any sales professional looking to hone their skills and gain a new perspective on effective outbound strategies.

https://providetheslide.com/

S6E30 - David Knight - How to Bring Back the Fun in Sales Coaching

Mon, 11 Aug 2025 10:00:00 -0400

With AI Sales Coaching tools being all the rage these days it's hard to understand where the differentiation truly exists.

How do you do this at the founder and early stage level for start-ups?

Where do avatars, holograms, and leaderboards fit in?

How do you innovate in an AI market where things literally change by the day?

We tackle these questions and a ton more with our guest, Founder of Avarra.ai, David Knight. And a special guest appearance by Brandon Redlinger as well.

Sales podcast
Sales strategies
Sales tactics
Sales tools
Sales leadership
Sales team building
Quota attainment
Sales success

S6E29 - Steve Bussey and Matt Bolian - The Surround Bound Sales Model

Mon, 04 Aug 2025 10:00:00 -0400

Join Richard, Scott, Matt, and Steve as they dive deep into the challenges and opportunities facing sales teams in the age of AI. Discover how Supered, a unique sales enablement platform, is empowering revenue teams to adapt and thrive in the ever-changing landscape.

In this episode, the team explores the concept of "surround bound" - a novel go-to-market strategy that leverages the power of social media and collaborative selling. Learn how Supered is helping sales professionals break free from traditional models and embrace a more holistic, customer-centric approach.

Hear insights on building high-performing sales teams, navigating the shift from SDR-AE models to full-cycle selling, and leveraging technology to enhance human-to-human interactions. Whether you're a seasoned sales leader or a rising star, this episode is packed with actionable strategies and thought-provoking perspectives that will inspire you to rethink your sales approach.

Tune in and discover how Supered is redefining the future of sales. This is a must-listen for anyone looking to stay ahead of the curve and drive sustainable growth in their organization.

#sales #salestactics #salestips #GotoMarketStrategies

S6E28 - Eldad Postan-Koren - Blunt Truths and Bold Moves

Mon, 04 Aug 2025 10:00:00 -0400

Join Richard Harris, Scott Leese, and special guest Eldad Postan-Koren, CEO of WINN.AI, as they dive into the unique challenges and opportunities facing international startups breaking into the U.S. market. Hear their candid perspectives on the evolving sales landscape, the power of bold marketing moves, and the importance of complementary skill sets on a founding team. This episode is packed with insights on topics like the "chutzpah" of Israeli entrepreneurs, the pros and cons of direct communication styles, and the future of sales prospecting. Whether you're an aspiring founder or a sales leader looking to stay ahead of the curve, this podcast has something for you. Get ready for a refreshingly honest and entertaining discussion on the "vibe" of modern sales.

S6E27 - Nigel Green - How to Hire Elite Salespeople: The Only Sales Leadership Skill That Matters

Mon, 28 Jul 2025 10:00:00 -0400

Sales leader and author Nigel Green joins Scott Leese and Richard Harris on the Surf and Sales podcast and discuss the critical skill of hiring elite salespeople.

Nigel shares his expertise on why this is the single most important sales leadership skill, and how to effectively identify, attract, and integrate top talent onto your team.

The conversation covers a range of valuable topics, including:

Why elite salespeople don't apply to job postings, and how to proactively recruit them
Techniques for uncovering the non-obvious behaviors that separate top performers from the rest
Strategies for aligning your executive team and compensation plans to land elite talent
The dangers of promoting your best salesperson into a leadership role
Why small teams of elite reps can outperform larger average teams

S6E26 - St. John Craner - You have to sell slow to sell fast.

Mon, 28 Jul 2025 09:55:00 -0400

St. John raner dive into the fascinating world of agricultural sales and the rapid technological advancements transforming the industry.

Sinjin is a sales training expert focused on the agricultural sector, shares insights on how farmers are embracing cutting-edge technologies like AI, precision farming, and data analytics to drive efficiency and productivity.

The conversation explores the unique challenges and relationship-driven nature of selling to farmers, as well as the generational shift towards younger, tech-savvy farm owners driving innovation.

S6E25 - Mike Muhlfelder - What AI f*cking up about sales?

Mon, 23 Jun 2025 10:00:00 -0400

Acandid conversations between sales leaders Scott Leese, Richard Harris, and Mike Muhlfelder In this episode, they chat with Mike Muhlfelder, founder of CalmOcean Sales, about the current state of B2B sales.

Mike shares his insights on the "epidemic" of not having enough pipeline, and how proper qualification is key to solving this issue. He explains his "four Ws" approach - focusing on what happened, why it needs to be solved now, who owns the project, and when it needs to be live.

We also discuss what AI is f'ing up in sales, with Mike cautioning that while AI can be helpful, it can't yet predict human behavior and decision-making. Scott and Richard share their perspectives on the future of sales jobs and the potential impact of automation.

You will come away with actionable strategies as well as thought-provoking perspectives on the evolving sales landscape.

Need more info? Find us here.

www.TheHarrisConsultingGroup.com

www.ScottLeeseConsulting.com

www.SurfAndSales.com

S6E24 - Riley Blaisdell - Last Chance for Redemption

Mon, 02 Jun 2025 10:01:00 -0400

Riley shares his fascinating journey, from being a high school dropout to building a successful sales career.

Key Takeaways:

Riley's early entrepreneurial spirit, selling candy and snacks as a kid to buy ice cream
His struggles with getting into trouble as a young adult, and how a mentor's disappointment in him was a turning point
The importance of surrounding yourself with the right people and mentors to help you grow
Riley's impressive sales accomplishments, including turning a $500 deal into a $4.5 million account
The value of patience, persistence, and developing business acumen in sales

S6E23 - Lori Richardson - Bridging the Gap: Preparing the Next Generation of Sales Professionals

Mon, 02 Jun 2025 10:00:00 -0400

Lori, Scott, and Richard discuss the evolving sales landscape, including the impact of AI and the importance of sales education programs to prepare the next generation. They explore the challenges and concerns around AI's role in sales, as well as the opportunities to enhance the sales profession through technology. The group also highlights Lori's work with the Barb Giamanco scholarship, which provides financial support to women in university sales programs, and the need for more industry involvement in academia.

S6E22 - Cory Terre - The Best Way to Evaluate a Potential Unicorn

Mon, 21 Apr 2025 10:01:00 -0400

In this episode of the Surf and Sales Podcast, hosts Scott Leese and Richard Harris sit down with Cory Terre, a sales performance coach at Cellfire. Cory breaks down the 3 key factors he looks for when evaluating new job opportunities - people, product, and potential.

Cory shares wild stories from his early days working at Main Street Hub alongside Scott, including the time Scott gave him a brutal wake-up call that changed the trajectory of his sales career.

Scott and Richard share their thoughts on the latest AI and automation tools impacting the sales world.

This episode is packed with valuable insights for anyone looking to level up their sales game or make a smart career move. Don't miss it!

S6E21 - Cynthia Barnes - From Breaking Point to Breakthrough

Mon, 21 Apr 2025 10:00:00 -0400

his powerful episode of the Surf and Sales podcast features Cynthia Barnes in a candid conversation with hosts Richard Harris and Scott Leese. Cynthia shares her journey from a toxic marriage to becoming a successful entrepreneur, executive coach, and founder of the "Thank You It's True" movement. The conversation covers critical topics including AI's impact on critical thinking, the power of small curated communities vs. massive networking events, and the importance of recognizing your self-worth in both personal and professional settings. Cynthia reveals how she built resilience through difficult experiences and turned challenges into purpose. This episode offers genuine inspiration, practical career advice, and powerful insights on developing authentic confidence.

S6E20 - Chris Cicconi - Freelance Hustle: Navigating all the Ups and Downs

Mon, 14 Apr 2025 10:02:00 -0400

Chris Cicconi joins the Surf and Sales Podcast to discuss what it was like to officially cut the W2 cord and go out on his own. Topics include...

Importance of focusing on revenue-generating activities vs. getting bogged down in branding/marketing tasks when starting a consulting business
Strategies for building a sustainable client base through networking, partnerships, and leveraging your personal brand
Challenges of scaling a consulting business too quickly and the risks of over-hiring/overhead
Benefits of maintaining multiple income streams and not being overly reliant on a single client or project
Differences in approaches between "jumping in" full-time vs. building a consulting business gradually alongside a day job

S6E19 - Sean Tepper Navigating Sales and Investing in Turbulent Times

Mon, 14 Apr 2025 10:01:00 -0400

In this episode of the Surface Sales Podcast, we sit down with Sean Tepper, the founder of Tykr, a SaaS platform that helps investors make informed decisions in the stock market. Sean shares his expertise on building a successful SaaS business, as well as his insights on the current state of the market and how investors can navigate the turbulence.

Key Takeaways:

Sean discusses the importance of focusing on product-market fit and churn rates as key metrics for SaaS growth.
He shares his strategies for building partnerships and leveraging channel sales to scale a SaaS business.
Sean provides valuable advice for both experienced and novice investors on how to approach the current market conditions, including the importance of compound interest and long-term thinking.
The conversation also touches on the psychology of investing and overcoming the fear of the unknown.

S6E18 - Shawn Sease Fixing Cold Calling in the SDR Industrial Complex

Mon, 14 Apr 2025 10:00:00 -0400

The Professor of Prospecting reveals why cold calling isn't dead but your approach might be killing you.

The founder of INeverAnswer.com, Sean Sease, shares his deep expertise on effective outbound prospecting and why the traditional cold calling approach fails for most companies.

Key topics covered:

Why there's no "secret sauce" in prospecting—it's about doing the work properly
The surprising data on follow-up calls generating 2-12x more meetings than first-time connects
How to rethink your first-call objectives to build a pipeline of follow-ups
Sean's innovative "Round Table" approach that transforms cold outreach effectiveness
Why making SDR roles a stepping stone to AE positions is "one of the most egregious errors in sales today"
The talent challenges in outbound teams and how to address them

Whether you're a sales leader struggling with outbound results or an SDR looking to improve your approach, Sean's human-centered philosophy on prospecting will change how you think about cold calling forever.

S6E17 - Eric Iannello - Surf's Up, Prospects Down: Riding the Waves of Relationship-Driven Sales

Mon, 31 Mar 2025 10:01:00 -0400

In this episode of the Surf and Sales podcast, hosts Richard, Scott, and special guest Eric Iannello, Head of Sales at Commsor, dive deep into the evolving landscape of sales outreach. The discussion covers a range of topics, including:

Eric's journey from experiencing consecutive layoffs to embracing a network-driven sales approach, and how that shaped his perspective on the value of relationships.
The pros and cons of leveraging AI and automation in the sales process, particularly when it comes to managing warm introductions and preserving the human element of prospecting.
The panelists' predictions on the future of outbound sales tactics, with insights on the gradual decline of traditional cold calling and emailing, and the rise of more personalized, referral-based strategies.
Thought-provoking perspectives on the ethics and challenges of scaling a network-driven sales model, including the potential pitfalls of over-automating relationship-building.

Don't forget to join us at the next Surf and Sales event, www.surfandsales.com

S6E16 - Kevin Hopp - How AI Will Destroy Sales Reps (But Make Them Superheroes)

Mon, 31 Mar 2025 10:00:00 -0400

Richard and Kevin go head-to-head in an epic battle of sales tactics, AI hype, and generational warfare. Discover the secret to booking meetings on Discord and why email will never die (no matter how hard we try). And how the future of the top of funnel will begin in Reddit more than Google

This episode has it all - don't miss out!

S6E15 - Anis Bennaceur - Finally, A Founder Who Got it Right

Mon, 24 Mar 2025 10:02:00 -0400

In this episode of Surf and Sales, Richard Harris and Scott Leese interview Anis Bennaceur, CEO and co-founder of Attention.com, a platform revolutionizing sales with AI agents that automate sales conversations.

Anis shares his journey from hacking web servers as a kid to working at Tinder in its early days, and then founding his own startups. The most fascinating revelation? He joined forces with his biggest competitor to create Attention.com after years of "waging war" against each other.

Key highlights:

Why Attention.com's AI was able to identify the exact reason a six-figure deal was stalling (and how they fixed it)
The surprising use case from dental implant sales teams that pushed their platform beyond what B2B clients typically do
Why founders should sell their first $300K in ARR themselves before hiring sales reps
The controversial take on equity for founding sales reps (Anis reveals exactly how much they offered)
Scott's passionate rant on why LinkedIn desperately needs a competitor

Plus: Why hiring two founding AEs creates the perfect competitive environment, and Scott's counterargument for why three is the magic number

S6E14 - Mark Ackers - How to Know Your Sales Leader Doesn't Care

Mon, 24 Mar 2025 10:00:00 -0400

Scott Leese and Richard Harris talk with Mark Ackers, founder of My Sales Coach, about the massive disconnect in sales coaching today. Mark reveals shocking stats from his 1,600-person survey showing 38% of reps rarely or never receive coaching, while 90% of leaders claim they coach monthly. Mark also shares his personal journey from mediocre sales rep to successful founder, including the brutal first coaching session that changed everything. The hosts also explore the future of coaching with AI and why human coaches will remain essential for accountability and relationship building.

Key topics discussed:

Why top performers often make terrible managers and how to bridge this skills gap

The "random acts of coaching" approach that creates real improvement

How Mark discovered he was "crap" at sales for 8 years until proper coaching transformed his career

The critical importance of accountability that AI can't replace

The challenge of "letting reps crash the car" during live call coaching

S6E13 - AJ Mahar and Butch Hudson The Science of High-Velocity Transactional Sales: Proven Scripts That Make Money Tomorrow

Mon, 17 Mar 2025 10:00:00 -0400

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Are you struggling to close more deals in your transactional sales role? Looking for a scientific approach that actually works in the real world?

In this value-packed episode of the Surf and Sales podcast, hosts Scott Leese and Richard Harris welcome AJ Mahar and Butch Hodson, co-authors of "Sales Lab Scripting: The Proven Playbook to Scientifically Crush Your Sales Goals" and sales performance leaders at Sellfire.

AJ and Butch have perfected the art and science of transactional sales. They share their journey from discovering the power of a single effective script (which doubled or tripled sales in just 30 days) to developing a comprehensive methodology that has helped countless sales teams scale successfully.

This episode cuts through the theory to deliver practical insights you can apply immediately to improve your sales results. Learn exactly what makes transactional sales different from enterprise sales, and why many sales professionals thrive in this fast-paced environment. The guests break down the critical sales skills needed for high-velocity success, including active listening techniques, handling rejection, maintaining a growth mindset, and making strong first impressions in seconds rather than months.

For sales leaders and founders, discover how to build scalable processes that create predictable revenue, and learn about Sellfire's unique approach to combining CRM technology with hands-on coaching. If you're tired of sales tools that don't help you hit your numbers, you'll want to hear how this team approaches sales tech differently.

Whether you're an SDR looking to improve your prospecting, an AE wanting to close more deals, or a sales leader building out your team, this episode delivers the tactical, word-for-word guidance you need to succeed in transactional sales environments.

Don't miss the valuable book marketing advice shared at the end - perfect for anyone considering writing their own book or looking to increase their authority in the sales space.

Listen now to learn how to scientifically approach your sales process and start crushing your goals tomorrow.

#SalesTraining #Prospecting #TransactionalSales #SalesScripting #SalesTips #HighVelocitySales #SalesProcess #SalesAutomation #SalesCRM #AIinSales

Please be sure to check out their book The Playbook to Crush Your Sales Goals at sellfire.com/saleslabscripting

S6E12 - John Karsant - Being Honest Being Good in Sales

Mon, 17 Mar 2025 10:00:00 -0400

In this episode of the Surf and Sales Podcast, Scott Leese and Richard Harris are joined by John Karsant, Founder and CEO of Level Up Leads, an appointment setting and sales development agency.

Key Topics Covered:

How Level Up Leads helps companies implement sales campaigns and book more demos
Why only 8% of companies report positive experiences with outsourced sales development
The importance of setting realistic expectations with clients
How to stand out in a commoditized industry
Latest effective cold calling tactics that are working in 2025
The debate on permission-based openers vs. natural conversation starters
How AI tools are transforming SDR training and coaching
John's journey from tennis coach to entrepreneur
The power of authenticity and honesty in sales conversations
Why tone and pace matter more than the actual script

What are you waiting for? Time to reserve your spot at www.surfandsales.com

John Karsant is the Founder and CEO of Level Up Leads, a sales development agency that has been helping companies book more demos since 2021. Find him on LinkedIn or Twitter, or visit levelupleads.io.

Sponsored by Winn.AI - Always be winning. Close more deals by making your phone faster, smarter, and smoother.

S6E11 - Melissa Gaglione - Turning Passion into Profits

Mon, 10 Mar 2025 11:01:00 -0400

Senior Sales Manager at Warmly and CEO and Founder of AsyncSalesCo joins us on the podcast today. Melissa shares her incredible career transformation from elementary school teacher and news reporter to a successful sales professional and entrepreneur.

Key Highlights:

Navigating career transitions from education to journalism to sales
Strategies for identifying and following market opportunities
Insights into signal-based selling and AI-powered demand generation
Advice for early-stage sales leaders on prioritizing learning and growth
The importance of understanding your industry and product before scaling

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S6E10 - Thibaut Souyris - Don't Use AI in Sales

Mon, 10 Mar 2025 11:00:00 -0400

Join Scott Leese and Richard Harris as they dive deep with Thibaut Souyris, founder of Sales Labs, in this exciting episode exploring:

The realities of relocating a business to Mexico
Authentic content creation strategies in the age of AI
LinkedIn growth hacks and newsletter development
Staying motivated when sales and content creation feel repetitive
Innovative approaches to sales training and personal branding

Highlights:

Thibaut's unexpected challenges registering as a business in Mexico
Strategies for creating engaging LinkedIn and newsletter content
The importance of consistency and authenticity in professional content
Balancing work motivation during challenging periods

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S6E9 - Adam Jay and Dale Zwizinski - Strategy and Execution are not Mutually Exclusive

Mon, 03 Mar 2025 11:00:00 -0400

Revenue Reimagined partners Adam and Dale join us to discuss the future of fractional work and how to choose the right one. How and when to take that leap of faith. Understanding people need to execute on the small tactical things while you are also focusing on the overall strategy.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S6E8 - Woody Klemetson - AI- The elephant in the room

Mon, 24 Feb 2025 11:02:00 -0400

Woody from AskElephant.ai shares some of the best and easiest to understand approaches to AI in sales that we've ever heard including:

The future of revenue work. What do the next 12 months vs next 5 years look like in sales? He goes deep on the specifics on the future of prospecting and the jobs that cannot go away in sales. He also provides the best advice for those of us in sales in the next 5-10 years.

And he does it all while maintaining a strong belief of understanding the humanity that still needs to be addressed.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S6E7 - Mark Fleming - The Identity Crisis of Success

Mon, 24 Feb 2025 11:00:00 -0400

Mark Fleming a true entreprenurial spirt with a true Fortune exit and shares his experience on turning a non-technical industry into a tech approach with an old school pen and paper company. And then how to stay motivated post exit.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S6E6 - Dave Brock - From IBM to Wu Tang how random conversations get you there

Mon, 10 Feb 2025 11:02:00 -0400

Partners in Excellence and author of "The Sales Managers Survival Guide", Dave Brock joins the podcast and shares some of the most amazing stories about life, sales, and business growth. And more importantly how they are all intertwined. At the core, it's about finding your purpose and building that into your whole being. You will never full potential otherwise

S6E5 - Tobi Oluwole - Only data or dollars will tell you if you're right.

Mon, 10 Feb 2025 11:00:00 -0400

Profits are better than wages. If there's a problem to be solved, there's a business to be built. It only takes massive action in 30 days to determine if your business idea is worth your time.

These are the topics our guest, Tobi Oluwole CEO and founder of Magnate shares with us on the latest episode of the Surf and Sales podcast.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S6E4 - Joel Graber - Why Only 8% of Outsourced Sales Shops are any Good

Mon, 27 Jan 2025 11:01:00 -0400

Joel Graber of Modern Outbound and Modern Inbound joins us on the Surf and Sales podcast to discuss why only 8% of outsourced sales team succeed. Understanding the difference between the modern approach to outbound in 2025 vs something old school. For example being driven by people on your team and then build the process before before building the process and then adding the people

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S6E3 - Brian Smith - Non Monetary Measures of Success in sales

Mon, 27 Jan 2025 11:00:00 -0400

Brian Smith joins us on the Surf and Sales podcast to discuss truly scaling. He's a visionary that helps organizatons grow by not simply focusing on the bottom line. He's got an amazing approach to figuring this out and shares it with us in a real world scenario. And he shares why so few founders are able to actually scale a business. Be sure to find him at www.strategyladders.com and check out

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S6E2 - Jason Moss - The two critical elements required for content creation

Mon, 13 Jan 2025 11:01:00 -0400

Jason Moss joins us on the Surf and Sales podcast and go deep on so much including the emotional elements in sales and marketing. The intersection of old and new, what changes and what doesn't, that daily content is not required to gain the traction you really need for your content. And he shares what's also unique is his focus on Instagram, YouTube, and NOT LinkedIn.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S6E1 - Leslie Venetz - Outbound that isn't gross

Mon, 13 Jan 2025 11:00:00 -0400

Leslie Venetz a Surf and Sales alum joins us on the Surf and Sales podcast to discuss all things good and bad about sales, outbound, inbound and life. Her biggest love for 2025 is around stacked signals to drive sales best practices

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E44 - Kristi Faltorusso - We're all thinking too small.

Mon, 18 Nov 2024 11:00:00 -0400

Kristi Faltorusso Chief Customer Officer from Client Success joins us on the Surf and Sales podcast to discuss how she failed herself forward. Her favorite underrated customer success metrics. A good customer success comp plan. Should SDRs be used to do lead gen on the expansion model motion with current customers.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E43 - Gabe Lullo - When will the SDR role officially die?

Mon, 18 Nov 2024 10:01:00 -0400

Gabe Lullo of Alleyoop joins us on the Surf and Sales podcast to discuss the future of the SDR role by focusing on calls, content, and collaboration. Partnerships and referrals as a channel.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E42 - Patrick Joyce - Network first, AI last

Mon, 18 Nov 2024 10:00:00 -0400

Patrick Joyce of Level Up joins us on the Surf and Sales podcast to discuss the best practices for hiring an outsource agency for your sales motion. Leveraging AI in the right way based on where we are in 2024. Going network first is the most important thing in your career. And what he HATES about LinkedIn.

Reserve your spot at www.surfandsales.com

S5E41 - Adam Robinson - The advantages of building in public.

Mon, 11 Nov 2024 10:00:00 -0400

If you've ever wanted to know what it's like to be a founder of two different companies at the same time, this is the episode you need to hear. When a founder turns around the 4 month slump. When to find a new product market fit.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E40 - Kathleen Booth - The People Are the Product

Mon, 11 Nov 2024 10:00:00 -0400

Kathleen Booth SVP of Marketing from Pavillion joins us to share her insights on everything from community versus conference, The best events are not held by vendors, you can't run the industry playbook and expect the same results of others, leveraging pattern interupts, understanding the problem is more important than the solution, and first team thinking.

joins us on the Surf and Sales podcast to discuss

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E39 - Patrick Monnot: The Elusive Founder/Sales Leader Goal Alignment

Mon, 04 Nov 2024 10:03:00 -0400

Patrick Monnot of www.workwithpod.com joins us from in a real office! And yes we discuss WFH and ROT, and why he decided to go from WFH to Hybrid. And we definitely get into proper alignment on realistic revenue targets.

joins us on the Surf and Sales podcast to discuss.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E38 - Chris Karger - Most Underrated Skill in Sales.

Mon, 04 Nov 2024 10:00:00 -0400

Chris Karger joins us on the Surf and Sales podcast to discuss. Referrals no longer a nice to have and how to get them. As well as understanding cultural differences often means communication differences. The differences between scaling in the US than the EU.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E37 - Luke Wilson - It takes more than hustle

Mon, 28 Oct 2024 10:00:00 -0400

Luke Wilson us on the Surf and Sales podcast to discuss entrepreneurship and discuss the pivot from sales leader to CEO, the fastest way to solve the problems, what it means to go from sales leader to CEO, and of course why it takes more than just hustle to be successful.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E36 - Devon Hennig negotiating the salary without fear

Mon, 21 Oct 2024 10:00:00 -0400

Devon Henning of Board Room Confidential joins us to discuss the what, how, and why around compensation from the candidate level. the misalignment of compensation. Learning how to negotiate salary without fear. Understanding short term thinking vs long term as you.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E35 - Appy Choudhary - How far your xDR should qualify first meetings.

Mon, 30 Sep 2024 10:00:00 -0400

Appy joins us and discuss building a sales development to IPO. Understanding the lock-up periods post IPO. What a multi-channel approach really means in 2024.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E34 - Mike Lander - How to leverage procurement to your advantage in sales

Mon, 23 Sep 2024 10:00:00 -0400

Mike Lander is a former procurement person who has transitioned to training sales people on how to leverage procurement to a mutual advantage. He shares some amazing insights including, uderstanding their role of managing risk is the top priority. How procurement is interested in reducing risk, savings, innovation, quality, reliability, a well governed process. How to talk about risk in a proactive way.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E33 - Ben Wright - The 5 Step Prospecting Framework

Mon, 16 Sep 2024 10:00:00 -0400

Ben joins us and shares his 5-Step Prospecting Framework targeting approaches beyond simple personalization and social media. He also shares the best ways a leader and a rep can confirm learning has actually occurred and been remembered. And a host of other practical sales tips.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E32 - Atul and Sai of Hyperbound Why the better product doesn't always win.

Mon, 09 Sep 2024 10:00:00 -0400

The co-founders of Hyperbound joins us on the Surf and Sales podcast to discuss some amazing concepts around the true value of AI in sales including Why SDR AI tools are not sticking. The top of the funnel SDR role, deeper in the funnel uses for AI, and most importantly the strategy component tht AI cannot yet solve.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E31 - Adam Smith - The easy parts of keeping humans in the sales process

Mon, 02 Sep 2024 10:00:00 -0400

Adam Smith of Workbounce joins us on the Surf and Sales podcast to discuss why the human is being replaced by AI in the sales process, just yet. Specifically buyers still need help navigating through the messy parts of purchasing. How AI assists the human by analyzing disperate communication channels to provide real insights beyond a sales motion. And how the human connection is still required.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E30 - Alyson Baber - Insights Into Sales Leadership in 2024

Mon, 26 Aug 2024 10:02:00 -0400

Alyson's career spans diverse roles from medical sales to software, with experiences at Intuit, SendGrid, Zoom, and Outreach. And sharing his wisdom around

Career Path and Company Selection and how to handle a large scale layoff professionally. You will definitely want to paddle out and ride the set of waves.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E29 - Katie Chatterton - What is sales enablement in 2024?

Mon, 19 Aug 2024 10:00:00 -0400

Enablement is not a babysitting role. If you can't do the function, you gotta pay for the function to be done right and its all the things that don't show up in KPIs. Katie Chatterton joins us on the Surf and Sales podcast to discuss the true value of sales enablement and how they make things better for everyone, not simply the sales organization.

I've been breaking rules consciously since I was 4 years old.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E28 - Janice B Gordon - The future of sales is downsizing

Mon, 12 Aug 2024 10:00:00 -0400

Janice B Gordon joins us on the Surf and Sales podcast to discuss transforming sales teams to accelerate growth through a customer centric approach. What is driving the change in sales is coming from the customer behaviors not the corporate desires. Janice explains why a better way to sell starts with your customers

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E27 - Manuel Hartmann Optimizing $0-$1m, $1m-3m, and $3m-$10m

Mon, 05 Aug 2024 10:00:00 -0400

Manuel Hartmann joins us on the Surf and Sales podcast to discuss so interesting topics including

Understanding the value of culture from country to country in your $0-$10m GTM strategy. Founder sales to founder led sales and founder enabled sales. And then we shift to what's going to happening in outbound in 2024 and beyond.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E26 - Rhasheeda Hughes - The Queen of Sales

Mon, 29 Jul 2024 10:00:00 -0400

Rasheeda Hughes an amazing sales leader joins us on the podcast and shares so much wisdom including: Technology has drastically changed sales, but building relationships and having conversations remains crucial. AI will be an assistant to successful salespeople, not a replacement - people still want to buy from people. Confidence, finding allies/mentors, and being authentic are key for underrepresented groups to succeed in sales and last but not least, sales can be a powerful path for changing one's family's trajectory and building generational wealth

#BlackWomenInLeadership #SistasInSales #WomenInSales

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E25 - Shawn Rhodes - What makes exceptional sales people exceptional

Mon, 22 Jul 2024 10:00:00 -0400

Shawn Rhodes of Bulletproof Selling joins us on the Surf and Sales podcast to discuss The soft side of the metrics that are overlooked. How to manage the fear in the moment. The best ways to get into conversations with the people you want and bypass the gatekeepers.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E24 - Meshell Baker - the value of vocalizing frustration vs being negative

Mon, 08 Jul 2024 10:09:00 -0400

BAM! This episode will leave you craving more of Mesheel Baker! Her wisdom is amazing and she is the master of inspiration. Here's a few nuggets to wet your whistle. Recognizing something that feels impossible and exhilerating at the same time is something to focus on. Chaos is merely an illusion. And your circumstances are external and temorary, your confidence is internal and unlimited.

S5E23 - Matt Wolach - Stop blaming the macro economic situation on poor revenue.

Mon, 01 Jul 2024 10:00:00 -0400

Matt Wolach joins us on the Surf and Sales podcast to discuss why the best products have the worst sales motion. How hating to lose is better than wanting to win.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E22 - Archie Hollingsworth of Fyxer.ai - From farming to tech entrepreneur

Mon, 24 Jun 2024 10:03:00 -0400

Archie joins us on the Surf and Sales podcast to discuss the mistakes you will make on your start-up ideation journey. He also gives the best advice on how to find the right thing to focus on as you build your start-up idea or side hustle.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E21 - Lexy Franklin - Deciphering the wisdom from the noise

Mon, 17 Jun 2024 10:00:00 -0400

Lexy Franklin of Sidebar joins us on the Surf and Sales podcast to discuss the next evolution of communities. He goes deep on helping people realize that the problems you solve in life and business of your career are interdisciplinary and cross-functional.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E20 - Chris Caldwell - Sell As You Are

Mon, 10 Jun 2024 10:00:00 -0400

Chris Caldwell joins us on the Surf and Sales podcast to discuss how you are showing up, why you are showing up and understanding your own internal wobble and how to adjust. And he explains why teachers are the best sales superstars.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E19 - RyanfromDetroit - How do we prospect into the Fortune 100

Mon, 03 Jun 2024 10:00:00 -0400

Ryan French from Pigment joins us on the Surf and Sales podcast to discuss a multitude of things including the right character and drive to find the full-cycle AE's who know how to prospect into the Fortune 100. And how he had to knock-down the door of tech sales when nobody would give him a shot.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E18 - Vivek Nanda - Attention, Affinity, and Action

Mon, 27 May 2024 10:00:00 -0400

Vivek Nanda Chief Growth Officer at SwiftShift joins us and drops some amazing wisdom around sales, marketing, and building an audience that converts to customers. Highlights include his vision that sales and marketing are twin siblings in B2B, working closely together. And how he has grown his newsletter to be much more than just a newsletter including demand creation, audience building, and the new "Attention, Affinity, Action" framework.

S5E17 - Haris Halkic of The Sales Daily

Mon, 20 May 2024 10:03:00 -0400

Haris shares his journey from AE to entrepreneur building The Sales Daily. In less than 6 months he's built one of the most popular and most helpful sales newsletters in the industry.

What are you waiting for? Time to reserve your spot at www.surfandsales.com coming in November 2024

S5E16 - Chris Horton - What's working in outbound in 2024

Mon, 20 May 2024 10:00:00 -0400

Chris Horton from Bill.com joins us to discuss how and why the old school calling and emails are simply not enough, and what actually works. He even goes deep on what leaders can do to support their team in their real life and how that affects performance.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E15 - Brian Schwartz - What it takes to become an enterprise sales rep

Mon, 13 May 2024 10:00:00 -0400

Brian Schwartz joins us and discuss the specific skills necessary to create and move all the parts of a very large enterprise deals. Everything from growing your career into a true enterprise role.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E14 - Candace Taber - Sales Leadership, Enablement, and Management

Mon, 06 May 2024 10:03:00 -0400

Candace Taber joins us on the Surf and Sales podcast to discuss how we get better at using our time to make real impact in your role, meetings, and coaching. Understanding the difference between daily stand-ups and 1:1s.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E13 - Dave Kennett - The Sales Manager's Role is On It's Way Out The Door

Mon, 29 Apr 2024 10:00:00 -0400

Dave Kennett joins us on the Surf and Sales podcast to discuss the future of sales coaching. Where are we now and what is it going to be like in the future.

What are you waiting for? Time to reserve your spot at www.surfandsales.com

S5E12 - Will Falkenborg - Cutting Edge SDR Cold Calling and Prospecting

Mon, 22 Apr 2024 10:00:00 -0400

Hot Dog Will Falkenborg a master SDR with the most creative approach to lead generation is massively unique and can be easily replicated without burning the process.

Want to go to Costa Rica? Come to the next Surf and Sales event! www.surfandsales.com

S5E11 - Aaron McReynolds - Empowering the Individual Sales Person

Mon, 15 Apr 2024 10:00:00 -0400

The hardest part of sales leadership is figuring out the balance of managing the team and coaching the individual. We go deep with Aaron from Alysio on this topic and many tactics discussed on solving the motivation and management question for sales leaders

S5E10 - JR Butler - Transitioning to Sales with Purpose and Identity

Mon, 01 Apr 2024 17:04:00 -0400

JR Butler joins us on the Surf and Sales podcast and shares all the challenges someone faces when transitioning to sales. Understanding the transition involves both the internal and external.

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S5E9 - Chuck Brotman - Sales Hiring in the 2024 Landscape

Mon, 11 Mar 2024 11:00:00 -0400

Chuck brings his knowledge about all things hiring for sales. We covered timing for Founder Led Sales transitioning to a revenue organization. When to hire, who to hire, and how to hire. And then we flip it to what should candidates do better in the interview process to standout

S5E8 - Paul Caffrey - How to be an Elite Sales Professional

Mon, 04 Mar 2024 11:00:00 -0400

Paul Caffrey shares some amazing insights including the one thing the best sales people do better than everyone else.

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S5E7 - Stephen Hakami of Wiza - All things founder led sales episode

Mon, 26 Feb 2024 11:00:00 -0400

Stephen shares his wisdom around founder-led sales, Go To Market, and understanding the difference between spam emails and employee emails.

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S5E6 - Levy Yakubov - The hard part is the execution is getting out of your own way.

Mon, 26 Feb 2024 10:09:00 -0400

Levy Yakubov comes to the

Making a career hard pivot
Scaling from a neighborhood to multi-neighborhoods, to massive scaling
Pivoting within the pivot.
Your attitude and approach are your competitive advantage
Knowing what good looks like

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S5E4 - Richard White How Engineering and Sales Partner

Mon, 12 Feb 2024 11:00:00 -0400

What happens when an Engineer runs sales and then becomes a founder?

When to adjust from freemium to paid.
Adjusting from being first in the market to a competitive landscape
Focusing on usage before monetization has its advantages.
Meetings are for conversation not content presentation

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S5E3 - Alex McNaughton How to leverage AI to coach your middle managers

Mon, 12 Feb 2024 11:00:00 -0400

A fascinating conversation about where and how AI is affecting the sales coaching and leadership roles. How falling in love with sales started as an addiction to challenge. Alex McNaughten of https://www.grw.ai/ joins us and shares amazing knowledge about sales, leadership and revenue growth.

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S5E2 - Stephanie Z - A Chat with a Home Shopping Network Sales Person

Mon, 22 Jan 2024 11:00:00 -0400

You've got 3 seconds to capture someone's attention. What do you do? Stephanie Zielinski answers all the questions you wanted to know.

She's also an event specialist too and shares the best practices between in person and virtual events.

Oh, and she was also a teacher in the public school world and provides the best transferable skills from a teaching role to all other professions.

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S5E1 - Caleb Smith - What you don't know about your equity

Mon, 15 Jan 2024 11:00:00 -0400

Caleb Smith joins us on the Surf and Sales podcast and discusses topics around revenue, compensation, and equity including the idea of Phantom Stock, the adjustment from a slow sales cycle to a fast cycle, and an interesting concept of choose your own compensation plan.

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E52 - AI will make lazy sellers obsolete with the Sales Doctor - Chet Lovegren

Mon, 15 Jan 2024 10:59:00 -0400

Shredder! Chet Lovegren joins us on the Surf and Sales podcast to discuss the future of sales.

What are the other things in Sales AI helps with?
Empathy does not mean lack of accountability.
AI will make lazy people lazier, top sellers win

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

They even offer free tools to help your sales and marketing team. Click Here

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E51 - Stopping Negative Self Talk with Joel Bein

Mon, 13 Nov 2023 11:01:00 -0400

You cannot just muscle your way through things. Our challenges are habitual, not natural. Joel Bein of Human Liberation joins us share some amazing advice.

Unnecessary over hustling
Confusing activity with productivity
Learning to trust yourself.
Stopping the negative self-talk loops
Why are sales people afraid to ask for the close?

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

They even offer free tools to help your sales and marketing team. Click Here

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

Get a free assesmment with Joel here

S4E50 - Why LinkedIn is NOT for Cold Outreach with Charlotte Lloyd

Mon, 30 Oct 2023 10:03:00 -0400

Charlotte "The charKe" Lloyd joins us on the Surf and Sales podcast. Charlotte has become an amazing influencer on LinkedIn, and she didn't even start until 2021. It's never too late to get started.

Navigating the social landscape of posting on multiple platform
The difference between being confident and confident in your voice.
The mentality it takes to go commission only
Being a solopreneur

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

They even offer free tools to help your sales and marketing team. Click Here

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E49 - Don't be the Allen Iverson of Sales with Matt Doyon

Mon, 30 Oct 2023 10:00:00 -0400

Matt Doyon joins us on the Surf and Sales podcast to discuss

Practice is the key to success in everything
Why smaller micro-training is better for everyone.
It's time to lean in on the younger generation of sales
The sales motion of start-ups vs big organizations
The future of sales is not what you think
Optimize everything

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

Please check them out for great sales content and an awesome CRM.

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E48 - How the Best Sales Reps Use Case Studies with Julian Lumpkin

Mon, 23 Oct 2023 10:01:00 -0400

Julian Lumpkin joins us on the Surf and Sales podcast and shares some amazing insights.

Navigating the side hustle while still a W2
Starting a marketing agency while never working in marketing
The huge difference of having one case study versus none
A case study should be easy to understand by someone outside your industry.

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

They even offer free tools to help your sales and marketing team. Click Here

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E47 - "Weird Al the SDR" w/ Jordan Abbott of Vidyard

Mon, 23 Oct 2023 10:00:00 -0400

Jordan Abbot from Vidyard joins us on the Surf and Sales podcast and shares amazing insights around the latest best practices in the SDR world.

The optimal length of videos
Being your whole self to work and the power of social in sales
How to bring your sales script and talk tracks to life.
Understanding Story Selling

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

They even offer free tools to help your sales and marketing team. Click Here

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E46 - I love you sales, but you don't love me.

Mon, 16 Oct 2023 10:02:00 -0400

Monica Stewart joins us on the Surf and Sales podcast and shares his wisdom including

Why did she leave sales and come back two times?
Has the system made founders lie about product/market fit?
The milestones from $1m to $2m+?
Why Net Revenue Retention is the sole metric for determining product market fit.
Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

They even offer free tools to help your sales and marketing team. Click Here

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E45 - The VALUE Acid Trip of Sales Episode

Mon, 09 Oct 2023 10:00:00 -0400

Carlos Nouche joins us on the Surf and Sales podcast to discuss. And for the record, nobody was doing any drugs.

More generations in sales now than any other time in history.
What it really means when people say "sales has changed".
Understanding how geography relates to sales.

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

Please check them out for great sales content and an awesome CRM

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E44 - Sales people are no longer motivated by money.

Mon, 02 Oct 2023 10:04:00 -0400

Alex Kremer joins us on the Surf and Sales podcast and shares his wisdom

The value of community.
The skill of choosing the right rocket ships and start-ups.
What is replacing the money in sales people no longer want.

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

They even offer free tools to help your sales and marketing team. Click Here

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E43 - One Thing That Indicates When Its Time For Your First Sales Hire

Mon, 02 Oct 2023 10:02:00 -0400

Michelle Pietsch joins us on the Surf and Sales podcast.

Your first value prop is probably not a value prop.
Sales 101 is never outdated
The first 10 and last 5 minutes of the call is the best part to coach.
The mistakes of founder led sales

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

They even offer free tools to help your sales and marketing team. Click Here

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E42 - Everything is easy when you have been to hell and back with Justin Jay Johnson

Mon, 11 Sep 2023 10:00:00 -0400

Justin Jay Johnson joins us on the Surf and Sales podcast and shares his learnings about cutting the W2 chord, how life's tragedy became his biggest blessing, and why he likes helping people so much.

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

They even offer free tools to help your sales and marketing team. Click Here

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E41 - The challenge of a start up that sells globally with Milo Milosevic

Mon, 04 Sep 2023 10:01:00 -0400

Milo Milosevic joins us on the Surf and Sales podcast and shares his thoughts on the following: Should the founder be the first seller? How to develop product market fit for something you will never sell in your own country. Getting late adopters to move more quickly with technology.

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

They even offer free tools to help your sales and marketing team. Click Here

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E40 - Navigating Change Management When Converting AE's to Outbound

Mon, 28 Aug 2023 10:05:00 -0400

The awesome Jason Bay joins us on the Surf and Sales podcast and we discuss some amazing insights including the mutual responsibility for success for reps and management. And how to manage the change of getting your AEs go outbound.

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

They even offer free tools to help your sales and marketing team. Click Here

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E39 - When you know how to sell everything falls into place

Mon, 28 Aug 2023 10:01:00 -0400

Casey Cavell has done it all from a professional athlete to professional gambling, to entrepreneur. He shares amazing insights and stories including:

How he took a $50 poker entry fee and turned into is foundation for making a million dollars.
It's all a mindset mentality.
The 70/30 Rule to Recognize Burnout
Hire people to buy your time back.
70% of your time should be spent on time on things you love to do and 30% on the stuff you hate.
How to determine what you're good at, what you like to do, what you can do, and what you hate to do. And then learn how to delegate everything other than what you are good at and like to do.

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

They even offer free tools to help your sales and marketing team. Click Here

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E38 - How to leverage your network to grow your revenue with Joel Rodriguez

Mon, 21 Aug 2023 10:06:00 -0400

Joel is a sales and revenue visionary and joins us to discuss the easiest ways to leverage your own network. We get into the details around adjusting the mindset of "feeling dirty" to ask for a referral, what does the right process look like, and what does the right message sound like.

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

Please check them out for great sales content and an awesome CRM

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E37 - Revenue Enablement, the fixer of problems and people with Roderick Jefferson

Mon, 21 Aug 2023 10:03:00 -0400

Roderick Jefferson joins us and we go deep on some amazing topics.

.Understanding and navigating corporate politics
Stop doing presentations and start having conversations.
Who owns expansion and upsell revenue?
How to adjust the CSM mindset to handle upsell/ cross-selling

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

They even offer free tools to help your sales and marketing team. Click Here

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

https://linktr.ee/roderickjefferson

S4E36 - Selling in a Tumultuous Economy with Kaylee Chappelow

Mon, 21 Aug 2023 10:00:00 -0400

Mid-market sales rep Kaylee Chappelow about selling in the summer 2023 economy.

Navigating a tumultuous upbringing and career.
When your drive becomes your habit.
Creative Discounting and Budget conversations

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

They even offer free tools to help your sales and marketing team. Click Here

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E35 - How much vulnerability is too much when building your brand with Luke Shalom

Mon, 14 Aug 2023 09:00:00 -0400

Luke Shalom joins us on the Surf and Sales podcast and discusses what it takes to build a brand. Topics include vulnerability, finding balance of the vulnerable story with negativity and stop trying to prove to yourself how important you are.

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

They even offer free tools to help your sales and marketing team. Click Here

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E34 - Making Bolder Decisions with Mark Roberge

Mon, 07 Aug 2023 18:06:00 -0400

The one and only Mark Roberge joins us on the Surf and Sales podcast.

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

They even offer free tools to help your sales and marketing team. Click Here

Connect with us on LinkedIn

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!

S4E33 - It's not all about A-Players with Mark A Smith

Mon, 07 Aug 2023 17:58:00 -0400

Mark Smith tells it how it is. A VP of Sales multiple times over, he has dabbled in politics, consulting, advising and investing. So why leave everything behind and take a sabbatical? We sit down with Mark to discuss how his definition of success has evolved over the years, and the lessons he hopes to impart upon the next generation of sellers and leaders.

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S4E32 - Stock Options Straight Talk

Mon, 07 Aug 2023 17:14:00 -0400

Colin Cadmus joins a live Surf and Sales Bonfire session to discuss how stock options really work. When do they matter? When do I have to pay taxes on them? Should I optimize for income or options? Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

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S4E31 - The entrepreneurial journey after being laid off with Nick Bennett

Mon, 31 Jul 2023 09:02:00 -0400

Nick joins us on the Surf and Sales podcast. He's going

Why make money for others when you can make it for yourself
The entrepreneurial journey after being laid off.
How marketing is viewing the value of AI

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S4E30 - These Are Not the Sales KPIs You're Looking For with Todd Busler

Mon, 24 Jul 2023 10:00:00 -0400

Todd Busler of Champify joins us on the Surf and Sales podcast and discusses the following:

The Challenge of Traditional Sales Models
The Right KPIs for Sales in 2023
Getting and Monetizing Beta Customers

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S4E29 - Problem-i-zation is the Future of Personalization in Sales with Andy Mewborn

Mon, 17 Jul 2023 09:00:00 -0400

Andrew Mewborn joins us on the Surf and Sales podcast.

What prospects really want.

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S4E28 - Getting past your own self-limiting beliefs with Bishoy Tadros

Mon, 10 Jul 2023 10:00:00 -0400

Bishoy Tadros joins us on the Surf and Sales podcast and shares his amazing story.

Embracing Discomfort
Managing a real job and your side hustle
The comeback is bigger than the setback
Surviving Luekemia and Brain Surgery

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S4E27 - Going from Individual Contributor to Leader with Austen Schaefer

Mon, 03 Jul 2023 10:00:00 -0400

Austen Schaefer from Clozd joins us on the Surf and Sales podcast.

What mistakes to avoid
What it means to take that next step
What you can do to take that next step.

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S4E25 - Will AI Replace RevOps with Craig Jordan

Mon, 26 Jun 2023 08:02:00 -0400

Craig Jordan joins us on the Surf and Sales podcast.

Reducing the Bloat with Rev Ops
Attaining revenue in a smarter way
Convincing leadership rev ops is a must have.
The Dream Starting Sales Team
AI in Revenue Operations

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S4 Bonus Episode Little Scotty's Birthday Special

Fri, 23 Jun 2023 18:39:00 -0400

This was the top-secret episode. The one where Richard decided to interview Scott's parents and brother about what Little Scotty was all about.

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S4 Bonus Episode Richard's Origin Story and Hating Socks

Fri, 23 Jun 2023 17:58:00 -0400

This is from the WayBack Time Machine. Season 1 Episode 3. Richard shares his origin story.

How he became a consultant
Why he used to hate wearing socks
His focus on Mental Health

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S4E24 - Your laziness is what's holding you back

Mon, 19 Jun 2023 09:08:00 -0400

Point Break! Matt Wolff from Ticket Time Machine joins us on the Surf and Sales podcast.

The red flags when choosing partners
Selling technologies to non-tech-minded customers
Why full cycle is the right way to go.

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S4E23 - The Ultimate Why Episode of Sales

Mon, 12 Jun 2023 08:50:00 -0400

Point Break! Adam Goyette joins us on the Surf and Sales podcast. He shares some amazing insights.

How to get through the noise with your message
Why should they care?
- Why should they care about you?
How a marketer ran a 40-person sales team.
When a marketer runs a 40-person sales team.

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S4E22 - AI will NOT displace the Sales Team with Tito Bohrt

Mon, 12 Jun 2023 06:00:00 -0400

Shredder! Tito Bohrt joins us on the Surf and Sales podcast.

Is AI annoying yet?
Motivating your team through scary times of the economy and AI
Be careful of the articulated AI lie

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S4E21 -S.A.D.N.E.S.S. - Sales are Dope with Ben Gould and Ross Pomerantz

Mon, 05 Jun 2023 08:01:00 -0400

Point Break! Corporate Bro Ross Pomerantz and Ben Gould joined us today to discuss.

Sales Are Dope on YouTube
Don't call him an influencer

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S4E20 - From picking your brain to charging for your time with Anthony Natoli

Mon, 05 Jun 2023 08:00:00 -0400

Point Break! Anthony Natoli joins us on the Surf and Sales podcast to discuss

Getting off the sidelines and engaging in building your brand
The right mindset for starting to build your brand.
Is having an addictive personality help or hinder your sales career?

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S4E19 - Re-release S1E2 - The 2nd ever Surf and Sales Podcast Espisde

Wed, 31 May 2023 20:53:00 -0400

Shredder! Season 1 Episode 2 is re-released for your amusement. This episode is all about interviewing, and all these years later, the advice stays pretty solid.

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S4E18 - Re-release Surf and Sales Season 1 Episode 1

Wed, 31 May 2023 20:24:00 -0400

Point Break! We've decided to re-release the very first episode of Surf and Sales where we simply, well, sound exactly how you would expect us to sound.

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S4E17 - No Degree Required

Mon, 29 May 2023 08:05:00 -0400

Shredder! Jonaed Iqbal joins us on the Surf and Sales podcast and shares stories about how to get a role in sales even if you don't have a college degree.

Being bold
Craziest stories of how people get hired.
How to manage time over so many platforms

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S4E16 - How to stop wage theft in your comp plan.

Mon, 29 May 2023 08:04:00 -0400

Gnarly! Dan Goodman joins us on the Surf and Sales podcast to discuss

What is my recourse if my company screws me on comp?
Complex comp plans
Standing up for your commissions and yourself

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Check out Hubspot and its free sales resources here.

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S4E15 - From Homeless to Top 1% of Sales Industry

Mon, 22 May 2023 10:00:00 -0400

Wow! Shari is truly a remarkable human being. She's been through homelessness twice before 18. And if that's not enough her kids survived a school shooting, and she shares all of this and how it relates to sales too.

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S4E14 - The Best Sales People Are Engaging, Not Knowledgeable

Mon, 15 May 2023 10:00:00 -0400

Point Break! Colin Coggins and Garrett Brown join us on the Surf and Sales podcast. As partners and authors of the best-selling book "The Unsold Mindset."

Adding Value vs. Extracting Value
If you ask for advice, you get money. If you ask for money, you get advice.
Intentional Ignorance

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S4E13 - Sharing your favorite failure

Mon, 15 May 2023 08:00:00 -0400

Gnarly! Gary Garth joins us on the Surf and Sales podcast to discuss six exits and his favorite failures.

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

Please check them out for great sales content and an awesome CRM

Connect with us on LinkedIn

Get a free copy on GaryGarth.com and use the coupon SurfandSales and get his book on Gary Garth.com

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S4E12 - Branding, Scripting, and Beyond first 90 Days of your solo-preneur career

Mon, 08 May 2023 09:00:00 -0400

Shredder Tom Slocum joins us on the Surf and Sales podcast and drops some awesome nuggets

What people say in the room behind closed doors when you aren't there defines your brand.
When your prospect picks up the phone

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S4E11 - Buzzwords, Advisory Roles, and Side Hustles

Tue, 25 Apr 2023 20:27:00 -0400

Point Break! An unplanned and unscripted conversation of random questions around buzzwords in sales, advisory roles, and side hustles involving real estate

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S4E10 - Culture is defined as the worst behaviors tolerated.

Mon, 17 Apr 2023 09:00:00 -0400

Shredder! Leanne and Al Elliott join us on the Surf and Sales podcast to talk about culture

The biggest lies people believe when building business culture.
How do you really define culture?
How do you rebuild your culture?

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S4E9 - Do Influencers Need to Disclose if They Are Paid to Promote with Tim Harris of Uniphore

Mon, 17 Apr 2023 09:00:00 -0400

Boom! Tim Harris from Uniphore joins us on the Surf and Sales podcast. What started as a conversation around Product Marketing and Sales quickly shifted to whether sales influencers need to mention if they are posting paid content.

One to One vs. One to Many messaging
What is a strong voice as a brand
Influencers disclosure to paid content.

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

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S4E8 - How to grow your expansion sales with Michael Tuso from Callypso

Mon, 03 Apr 2023 07:00:00 -0400

simply saying upselling and cross-selling to your current customer base is not enough. You need to understand what those seditions meanin your company and equally, when and how to start the conversations.

S4E7 - How to pick the right rocket for your moonshot

Mon, 20 Mar 2023 07:00:00 -0400

Elizabeth started her career in financial services and pivoted and figured out how to find the right start-up.

S4E6 - Negotiating Severance

Mon, 13 Mar 2023 19:23:00 -0400

Yes, you can negotiate a severance and this is the episode that explains it all.

S4E5 - Your Sales Practicing is All Wrong

Mon, 27 Feb 2023 08:03:00 -0400

If you are running your sales training and coaching at game speed is hurting you. Jordana Zeldin and Jonathan Mahan share all the right and best practices to help you adjust.

S4E4 - How to close $1m with an abundance mindset in MidMarket with JC Pollard

Mon, 27 Feb 2023 08:01:00 -0400

JC Pollard joins the show and explains how he closed $1m in 2022 with 40+ deals. And most are outbound

S4E3 - How AI will change the future of the SDR role with Daniel Wiener

Mon, 27 Feb 2023 08:00:00 -0400

The average salesperson will be replaced soon, and Daniel explains why. We then dig deeper into what it's like being a co-founder with a close friend.

S4E2 - Small Wins = Big Wins with Matt Ferguson

Mon, 20 Feb 2023 11:00:00 -0400

What if you were a professional golfer and decided to move into sales and sales leadership coach? Essentially this is the Sales Manager 101 episode even if you've been doing it for 10 years.

Welcome to the show Matt Ferguson.

Topics include:

Are you a pipeline manager or a structure manager?
How to ATM your sales team: Awesome, Typical, Mess
Small Wins = Big Wins

S4E1 - The key to founder led sales to profitability with Michael Martocci

Mon, 20 Feb 2023 10:00:00 -0400

The key to founder-led sales is to improve the product/services faster, which is revenue growth. The key to transitioning to from founder-led sales to a salesperson is not letting them sell for 90 days. The key to upselling in founder-led sales, ask for feedback - those conversations lead to more extensive discussions about other problems we might be able to solve for them.

Michael Martocci joins us and shares his thoughts and insights on this and more.

S3E58 - What about Sales Leadership Sucks with Katy Mcfee

Mon, 26 Dec 2022 19:02:00 -0400

So you climb the ladder of success to EVP of Sales and then decide it's not what you want; what do you do? She had to slow down and learn what lights her up.

Stop believing the fear of what you think people think about you.

S3E57 - Surf and Sales Bonfire - If You Don't Invest in Yourself Why Should a Company with Larry Long Jr

Mon, 19 Dec 2022 05:00:00 -0400

Larry brings the fire as always. Here's what you are going to learn.

When you invest in yourself others will notice.

Controlling what you can control

Where to start and how to start

E - Entrepreneurial Spirit

P - Preparation and Planning

I -Internal Drive and Desire

C - Communication

S3E56 - How to build a better pipeline for 2023 with Donald Kelly

Wed, 30 Nov 2022 21:35:00 -0400

Pipeline, pipeline, pipeline. Without a pipeline you have no sales. Donald Kelly is a savant when it comes to building pipeline and he shares some of this best practices for 2023 to help you grow your pipeline.

S3E55 - Baby shoe selling with Craig T. Ingram

Wed, 09 Nov 2022 18:19:00 -0400

Want to learn how to use baby shoes to help you sell?

Want to learn about the kryptonite of sales?

Don't miss this episode with our good friend, Craig Thomas

S3E54 - Stock Options Straight Talk with Colin Cadmus

Tue, 08 Nov 2022 22:27:00 -0400

Listen in and learn all the things you need to know about how stock options work in the start-up world. Nobody ever teaches you this, until now.

S3E53 - There's one word every founder and salesperson needs to know, with Eldad Postan-Koren

Mon, 07 Nov 2022 07:30:00 -0400

The ultimate founder unicorn. Someone with a sales background and the ability to actually code the product. Eldad from Winn.ai shares amazing insights on combining these two roles together including: How a global pandemic can drive the creation Why does it take 1-2 hrs/ day to update the CRM What you need to get right when moving from beta to scaling the business What tech founders need to understand about moving from founder-led sales Finding the right partner in your first sales hire as a founder Forecasting the first time.

S3E52 - Getting the right pipeline at the right time, with Joe McNeill

Mon, 31 Oct 2022 06:36:00 -0400

As the sales world shifts towards a more revenue focus, it's critical to understand how to effectively measure marketing and sales as with a single alignment.

The skillsets needed from marketers and sales needed for 2023 How to create a combined compensation model for sales and marketing All the new revenue titles and what it means How to find out if the new company has What's the number one driver of conversion rates The value of curiosity and problem solvers

S3E51 - Be prepared for change, with Amy Leigh Looper

Mon, 31 Oct 2022 06:35:00 -0400

After 18 years in corporate sales in big tech, it was time to leap into her starting her own business. Oh, and along the way, she had some of the biggest personal challenges, particularly as a mom.

What it means to fail forward Fear of success can be as powerful as fear of failure. Why farming is entrepreneurial The wrong image of postpartum depression Finding the balance as a mom and a career woman. Why culture starts bottom up with front line leadership than top down. The cues that your culture is bad. What founders need to understand about culture going from Seed to A, to B.

S3E50 - The Sales Innovation Paradox with Dr. Howard Dover

Mon, 31 Oct 2022 06:34:00 -0400

When does the capacity of technology start hurting the experience? Many tools in the sales stack are built with intent, not purpose. We create tools because the VC market wants to make money.

Technology is changing the buyer's behavior but will it stop the spam or keep making it worse? What do we do when the customer is in a constant state of shift? We have to be constantly agile, says Dr. Dover. Scaling culture does not mean replicating the 0 to 10 team member culture. Culture through contagion, not just deployment of strategy.

Gen Z wants the opposite of Millennials - so what is it?

S3E49 - Scary Good Sales Stories

Mon, 31 Oct 2022 06:33:00 -0400

Did you hear the one about... When you're taught to lie to your customers at your first sales job. When your leadership tells you to lie to your customers The time the mob said meet me outside in my black Cadillac When the customer pulled the baseball bat during the walking-in cold call Why betting on yourself will always get you through the scariest moments.

S3E48 - Is Warm Calling the New Cold Calling with Peter Skidmore

Mon, 31 Oct 2022 06:32:00 -0400

The skills you learn early in your sales career never go away as you grow your career, even when you become a founder. What it means to slow down to speed up Navigating the founder mindset to focus on the "one thing." Two keys to successful leadership. The difference between rejection as a founder and sales. The value of time is driving decisions Chasing time is more valuable than chasing money. Why the sales interview process is still broken

S3E47 - You are not born excellent at anything with Mona Akmal

Mon, 31 Oct 2022 06:31:00 -0400

ROI is the biggest behind Crypto Understanding how the economic downturn helps your company. The insights economic downturns teach founders. Brute force to first $1m-$2m will not get $100m Finding thought partners with your first customers is the most important thing. Founders must show their early customers they care, not pitch "the baby" How to get your first customer to be a big customer. Enlightened self-interest is greater than humility. Time is more scarce than money.

S3E46 - What's the worst that could happen? with Monique Mills

Mon, 31 Oct 2022 06:30:00 -0400

What if you were a founder with an engineering degree and an MBA? Well, Monique Mills is that person. This episode will let you bridge the gap between being a revenue individual and a technical founder.

Dealing with a Technical Founder as a Sales LeaderThe origin story from engineering to sales and leadership Connecting the dots be Providing value to someone willing to Everything must have value to someone else, not just you. How does a founder know when to let go? I give people the things I wish I had

S3E45 - Go from being a 6 to 7 Figure AE Live Bonfire Session

Mon, 03 Oct 2022 13:12:00 -0400

There is only one way to describe this episode. Pure Fire. So much wisdom dropped.

What are your 5 Dream Lives7 figures are the NEW 6 figures

You cannot make your identity based on your money The 12-Week Year We all need running mates, mentors, and mentees Sometimes we have to embrace the suck

S3E44 - Why tonality matters in sales with Jen Allen of Challenger

Mon, 03 Oct 2022 13:11:00 -0400

Jen started her sales career non-traditionally. She started as an account manager and customer service; then she decided to move into sales. What you should be teaching your new reps first and it's not about the product.The Challenger Methodology does not mean ignoring relationship selling How tonality matter How to value your worth as a keynote speaker You will never be excellent in sales What does the role of evangelizing role really mean

S3E43 - Re-humanizing Sales with Amarpreet Kalkat

Mon, 03 Oct 2022 13:10:00 -0400

Knowing your audience is key in sales. Amarpreet has been working to solve this problem so that we don't have to spend hours researching. He shares his wisdom on solving the issue as well as taking an idea to product and the product market fit. The struggles of early-stage product market fit. Finding the right balance of product market fit between growth and your roadmapPersonalization / Relevance - No…Buyer Intelligence is what's next

More than teaching reps how to use information Understanding why to do something comes before teaching how.

S3E42 - What's broken about the sales recruiting model with Kurt Wilkin

Mon, 26 Sep 2022 06:30:32 -0400

Kurt Wilkin has been doing sales and executive recruiting for a very long time. And he shares what's broken and how to fix it.

What's wrong with the recruiting pricing model Retrain your brain on how to leverage the recruiter relationship better Why do most companies not get the recruiter relationship wrong? The blindspots of entrepreneurs when it comes to growing The four questions you should ask about your current team to grow to the next level Does your employee have the experience and skills to get to the next level?

S3E41 - Just shut and do it, it will be ok. with Keith Daw

Mon, 05 Sep 2022 13:01:41 -0400

Keith Daw has an amazing story. After spending years working for others, he cut the cord and built his own business. He shares his advice on how to:

The mindset founders struggle with. You pay me to tell me what to do, not what you want to do Deciding to bet on yourself and cut the W2 Figuring out your pricing and contracts when starting your consulting business. What about the ROI phrase

S3E40 - The Velocity of Prospecting with Vlad Karukes

Mon, 05 Sep 2022 12:59:05 -0400

Vlad's first job was selling popcorn on his bike. Now he is an enterprise salesperson selling 6 and 7-figure deals with multi-year sales cycles. He shares amazing insights around the growth mindset and how to achieve your dreams.

Understanding your customer before you speak with them Your growth in sales will be based more than on your work experience Working on your confidence in sales The key to success starts with repairing the damage from growing up

S3E39 - ROI is Dead and More with John Barrows

Wed, 31 Aug 2022 20:06:40 -0400

It's always fun chatting with our good friend John Barrows.

This is a recording of the live Bonfire Session we did with him on the topic of ROI is dead, and we answered questions from the crowd as well.

S3E38 - Everything is broken — just get comfortable with it, with Todd Busler

Mon, 29 Aug 2022 06:30:03 -0400

Todd brings a unique perspective to sales leadership and being a founder. Going all the way back to his time as a Sales Engineer, the first GTM hires to VP of Sales, and finally a founder.

Seeing the problem vs. taking the leap of faith The first step to becoming a founder What the MVP should look like and how not to overbuild What makes the best first GTM salesperson Optimizing growth for people who want to learn Improving the relationship between the AE and Sales Engineer

S3E37 - The Buddha of Sales with Denis Champagne

Mon, 22 Aug 2022 06:33:56 -0400

Selling is a spiritual experience. This was just one of the knowledge bombs dropped by our guest Denis Champagne. Denis is one of these folks who have so much wisdom about life, not just life, and a ton about sales including: Winning is about the achievement, not beating the opponentThe discipline to be good

Realizing that sales about treasures of the heart

It's easier to change plans than not to make them.You can hide the face but not the voice, especially in prospecting.Personal wealth is preceded by personal growth Target, Execution, Account for Activity, Measure, Manage, Success

S3E36 - Building a Team of Teams with Richard Sgro of Insight Partners

Mon, 22 Aug 2022 06:32:27 -0400

Richard has a unique and different background in becoming a sales leader. Going from product to solutions engineering to VP of Sales.

Why does a VC have a VP of Sales and Customer Success Coming from product engineering to a sales leaderIs your sales team Wolf of Wall Street or MoneyballIs product management the future of salesWhat founders do not understand what they need in go-to-market strategy, hires, and companiesWhat's the difference between a VP of Sales at $1m, $5m-$10mWhat has this person done vs what have they been a part ofIt's ok to hire the #2 or #3 rep on the sales team

S3E35 - Advice from Richard and Scott with Jordan Freedman

Mon, 22 Aug 2022 06:31:44 -0400

A reverse episode where we let the guest ask all the questions. Here are just a few.

How do you know which sales methodology is the right one for you? How do you choose the right type of mentor? What books are you reading? Painting pictures of pain How do you run a discovery call? How do you determine access to authority?

S3E34 - People are the biggest problem — and the solution with Nick Larson

Mon, 22 Aug 2022 06:30:51 -0400

Nick has always loved chasing revenue and waves. He shares his experiences of each Why chase revenueWhat is the value of performance reviewsGetting your first customerHow to find your first customerDo you have an adaptability question Taking something you are good at and apply to something you are bad at

S3E33 - 3 Symptoms of Burnout with Emily Johnson

Mon, 01 Aug 2022 06:30:57 -0400

Through her own experiences, Emily recognized where her passion for success caused her to burn out and turned it into her business. She shares a ton of real-world and practical advice so we can all feel a little less stress. You don't have to meditate to be mindful Resilience and Prevention The primary differences in how people experience Recognizing the triggers of your burnout When you define your personal worth based on your success Recognizing Where to start when you are feeling burned out.

S3E32 - Your level of income will never exceed your level of self-worth, with Elyse Archer

Mon, 25 Jul 2022 06:30:04 -0400

Elyse took her annual 6-figure income to 7-figures in 6 weeks, literally. She shares her growth and is over the hump of the fear. Getting unstuck from the $150 OTE is more than about the money Sales are not just about the hustle Difference between masculine and feminine energy Feminine is about play, fun, relationships, the journey Masculine energy, the destination, structure, where you are going Leaning into your intuition in your sales process The difference between 6-figure and 7-figure income people

S3E31 - It's not all about "A" players with Mark Smith

Mon, 20 Jun 2022 06:30:33 -0400

S3E30 - Why a No-Commission Sales Team is Right for You

Mon, 13 Jun 2022 06:31:00 -0400

What if you could prove that a higher based salesperson with no commission would be happier, perform better, and reduce your retention? That's exactly what we discuss in this live Bonfire Session. Topics include: Why do commissions even exist. What is recruiting like for a no-commission sales organization? How does this affect your customer's experience? How do you set goals? How do you have the conversation with underperformers?

S3E29 - When Mom Says "I Don't Think You'd Be Good in Sales" with Molly Grossman

Mon, 13 Jun 2022 06:30:00 -0400

Recognition that shows value more than the promotion itself. Managing a team of North American SDRs from the UK Learning how to let go lets you have more control What could you do to position yourself for the next role as an SDR Accelerate out of your current role.

S3E28 - Ask Scott and Richard Anything, Straight from The Crow's Nest with Travis Matthews of Docusign

Mon, 06 Jun 2022 06:30:00 -0400

The Crow's Nest is a special place in Costa Rica where sincere and intimate conversations happen with attendees. We want to create the same moments away from Costa Rica and this is one of those episodes What to do when transitioning your role Navigating the interview process Recruiters are the gatekeeper Shrinking the delta between idea and action Why you don't need to SEO Amazon when you write a book.

S3E27 - How to Support Mental Health With Your Sales Team

Fri, 27 May 2022 19:11:32 -0400

A special episode with our friends from Salesforce supporting your team around the topic of mental health.

Amazing insights are shared by Niraj Kapur, Lindsey Boggs, Elyese Archer, Richard Harris and Marcus Chan

S3E26 15 minutes Tyler Bennet Asks Richard Questions

Fri, 27 May 2022 19:03:56 -0400

An impromptu podcast episode. Decided to let the guest interview the host. Tyler asked some awesome questions and the answers will surprise you. 1. How does your newsletter play into your overall strategy?

2. How do you measure yourself when you aren't held accountable to a number as a solo-preneur

S3E25 - LIVE Bonfire Session - Unique Gifting and Personalization to Inspire Human Connections

Mon, 23 May 2022 06:30:18 -0400

RevOps leaders are focused on providing their teams with support and outreach strategies to boost engagement with prospects and customers. In our digitally-saturated world, it's more important than ever to include personalized touchpoints into sales workflows. How do you use your gifting process to keep prospects engaged during a long sales cycle? What percentage of gifts are branded vs. un-branded? And this is what people get wrong about the whole gifting idea.? When gifting goes wrong Should gifting be used in the recruiting stage Using a sequence of gifts through the sales cycle

S3E24 - The Ultimate RevOps Discussion with Feras Abdel of Outreach

Mon, 02 May 2022 11:02:16 -0400

Feras started in sales and fell in love with revenue operations after carrying a bag for years. He shares amazing insights on Revenue Operations best practices.

The value of a sales focus being in RevOps Running rev ops with 20 employees vs 1,000 Understanding the revenue lifecycle Recognizing enterprise risk Tool familiarity cannot be the only hiring criteria The pitfalls of 3rd party full-time contractor Should RevOps have variable compensation What does an advisor even do

S3E23 - Here to make salespeople happy with Scotland Foss of Scratchpad

Mon, 25 Apr 2022 10:06:26 -0400

Rare is the first head of sales making it past 18 months at a startup. Scotland is in rarified air and shares his experiences with us including: Go to market workspace First 18 months as head of sales at 16 months The priorities of a new head of sales for the first 16 months Build a capacity plan vs forecasting plan Don't overly process in the early stages 3 Types of early-stage revenue operators Recapturing the momentum after a miss Pricing integrity

S3E22 - Picking Scott and Richard's Brain with Zac Scalzi

Mon, 25 Apr 2022 10:05:38 -0400

A must-listen episode! An interesting episode where the guest asks all the questions. Zac came prepared and asked some of the best questions everyone thinks about.

Where do you invest in sales post-Series A to scale? What are the steps and in what order to best define product-market fit? How do we go from nice-to-have to must-have?

S3E21 - Do what you shouldn't with Nadja Komnenic

Mon, 18 Apr 2022 09:02:33 -0400

It's never about personalization at scale, its about relevancy at scale and Nadja shares these best practices as well as others What its like to turn down $30m and stay bootstrapped Building a community from the ground up Why LinkedIn is a requirement for all employees Leading a team through the Ukrainian crisis Personalization at scale is misaligned Proper monetization of your community

S3E20 - What Sales Engagement and Intelligence Means for Your Team

Mon, 18 Apr 2022 09:01:57 -0400

A live conversation with Max Altschuler of Outreach.io to discuss everything under the sun related to sales engagement including: The cross-over between Sales execution, sales engagement, sales forecasting, conversational intelligence What people get wrong about sales engagement When scaling, best practices for revamping and who manages sequences Will AI take away the SDR role

S3E19 - The Skill Up Acceleration of Covid with Alex Meade

Mon, 18 Apr 2022 09:00:16 -0400

A fascinating conversation with Alex Meade about coming from a marketing and development perspective to lead business development and sales efforts. When you are in marketing and have to figure out sales. The differences between marketing and sales emails. What do you do when the tasks become too much for one person. Evolving your ICP as your business grows In love with teaching and coaching Maximizing time as a sales team of one.

S3E18 - The Side Hustle Isn't Always Glamorous with Joel Lalgee

Mon, 04 Apr 2022 06:30:49 -0400

The challenges of the side hustle people don't talk about. The challenges of recruiting in 2022What a start-up should know about hiring recruiting There is a shortage of good recruitersWhat are the skillsets of a good recruiter Stop trying to hire the perfect product when you hire people

S3E17 - Strategically Break the Rules in Sales with Chris Bogue

Mon, 28 Mar 2022 06:31:34 -0400

Sometimes we get so process-oriented, we lose sight of the creativity in sales. Chris Bogue is on a mission to change that. Check out his insights on all of these topics.

Video and comedy is perfect for selling to the elite Play to the top of your intelligence Speak from the hear is key to comedy and sales. Permission mindset is the same in comedy and sales Content that educates, informs and entertains

S3E16 - Why Your AEs must do prospecting even with SDR support with Anthony Netoli of Outreach.io

Mon, 28 Mar 2022 06:30:00 -0400

The #Sales AEs who prospect their own business are often the most successful. This Live Surf and Sales Bonfire Webinar explores this topic deeply with Anthony Netoli of Outreach.io who lives this every day. He shares his insights, wisdom and takes questions from the audience about optimally performing sales prospecting as an individual contributor while also coaching his SDR and BDR partners.

S3E15 - My Rap Career was Shorter Than a VP of Sales Ding Zheng

Mon, 21 Mar 2022 06:30:34 -0400

One of the most creative salespeople in the game. Ding has turned the sales thought leadership world upside down. Enter the Sales Evangelist.

The creator economy
The Sales Evangelist
Co-Selling where the reference is coming from matters
Thought Leader vs. Evangelist
If most people are saying yes to your prices, you are not charging enough

S3E14 - The Tequila & Sales Episode with Jason Riedel

Mon, 14 Mar 2022 06:32:16 -0400

This episode is like a Marvel movie with a secret scene.

When an engineer builds a sales tool
Recruiting is a sales job, and what makes a good communicator
How should Heads of Sales work with a CTO
There is only so much you can do to save an employee
The pressure of results on sales from an outside point of view.
Are sales targets misaligned to customer happiness?
Salespeople get paid for immediate results, engineers get paid for future performance
Compensation reflective of ownership
How to get more stuff done when sales and engineering communicate well.

S3E13 - A No Commission Sales Org with Erol Toker

Mon, 14 Mar 2022 06:31:41 -0400

Listen to 2nd half of this episode first! It's hard being a founder. However, they bring a fresh perspective. Erol brings an amazing point of view about the no commission sales world and a whole lot more Eliminating manual data entry into CRM Getting to the quality data from your quantity data Why your SMB, MM, Enterprise sales experience is not that important What it means to hire a sales leader too early or too late Understanding your customer maturity model The value of eliminating commissions in your sales model

S3E12 - Crow's Nest - Career Advice with Eric Steeves

Mon, 14 Mar 2022 06:30:56 -0400

This is a different episode. Its the one where the guest comes on and asks for career advice. Eric is a fractional CRO looking to build his brand and business. He's helped start several sales teams and is trying to figure out "scaling".

We won't give it away too much in the show notes. Listen in and learn.

What it means to sell to SaaS companies when you don't have a lot of Saas experience Which comes first on LinkedIn, content on connections Your brand claims you, you don't claim your brand

S3E11 - Event Planning is the 5th Most Stressful Job with Alan Newton

Mon, 07 Mar 2022 13:52:02 -0400

So often we think of founders as technical founders. There are also operational founders. Alan is one of them and shares a lot of knowledge from that perspective and building a company in a crowded market.

How do you know when you have a product-market fit? What happens when you have multiple products and only one fit complete What's better than making assumptions when determining product-market fit. The difference between the technical founder and the operational founder.

S3E10 - Modern Customer Success with Irit Eizips

Mon, 07 Mar 2022 13:41:36 -0400

Irit was at the forefront of the Customer Success revolution that started with Gainsight. She has since built her on customer success organization helping companies of all sizes build, re-build, and grow the customer success function. She shares a ton of knowledge with us. Understanding what customers want beyond the scope of the project Fundamental KPIs for the first implementation of Customer Success The NRR - Net Retention Rate The number one mistake when setting up Customer Success The right leading indicators necessary to get Customer Success right Behavioral KPIs to track in Customer Success What makes a good CSM What makes a good weekly CSM One on One What consultants should be doing for their own Customer Success score

S3E9 - You're closer to your 5-year goal than you think you are with Derek Harvey

Mon, 21 Feb 2022 07:32:59 -0400

We all have our goals in life, and often create plans. Derek explores why you are closer to your 5-year goal than you really think you are along with his journey from pastry chef to sales leader

The best advice for AEs need to hear about prospecting Why you should hire a person with no sales experience and nowhere else to go for the sales role From Pastry Chef to Sales The difference between internal and external fear and how they motivate you When it makes sense for SDRs to report to marketing The state of SDR compensation What does being part of a merger feels like

S3E8 - The ultimate sales to customer success conversation with Kelsey Calabro

Mon, 21 Feb 2022 07:31:24 -0400

Kelsey has the ideal path for a revenue leader. SDR to AE, to Customer Success. She shares her knowledge and wisdom with you.

The struggles of writing professionally. How to build a business using a podcast The value of sales in customer success Should everyone in customer success have a sales background Should CSM roles have variable compensation Don't get blinded by losing the quota when you move to customer success from sales.

S3E7 - Questions from a first time Director of Sales with Jason Lopez

Mon, 21 Feb 2022 07:30:36 -0400

Making commitments and sticking them Define your time horizon What to do once you get product-market fit What do you do in the first 60-90 days The advantage of focusing on the low hanging fruit How and when to hire a Sales Ops What makes a good sales ops hire

S3E6 - Growth and management wisdom with Andrew Newcomb

Tue, 01 Feb 2022 14:28:24 -0400

Managing and growing the skill set of your leaders and managers and managers is an important topic, but rarely discussed. Until now. Andrew Newcomb has years of experience as a senior sales leader and shares his wisdom with us.

Creating better rigor with your sales leaders What do people get wrong about coaching sales coaches The skillset you're you should be coaching your managers. Are you HSP - Highly Sensitive Personality The difference in selling over a chat. How to transfer the conversation from a chat.Best advice for new sales leaders.

S3E5 - The Value of Dedicating Time To Think About It with Derek Jankowski

Mon, 31 Jan 2022 07:30:56 -0400

Derek has an amazing perspective and was fortunate enough to work with two amazing leaders, Justin Welsh and Kevin Dorsey. He shares a ton of advice including: It's not the advice that matters, it is how you work through it with your hypothesis No matter how much experience you have, you will still make mistakes. There is nothing you can do to take away the feelings others experience. The temperament of a great leader and a rep are very different The primary variables to increase the average sales price

S3E4 - Every founder must listen to this episode with Wayne Morris

Mon, 24 Jan 2022 07:30:39 -0400

Whether you're a founder, work for a founder or want to be a start-up founder: this episode is a must. Wayne's passion is building start-up sales teams. He loved it so much he decided to quit being a VP of Sales and start helping organizations build their sales team and he shares his knowledge with us.

Going from product/market fit to scale What steps do founders skip when scaling When should a founder stop selling and give to the sales team Founders do not know how to transition from founder-led sales to a sales team The grunt work most founders avoid in sales When should a founder bring in ahead of sales What good inbound really means Can this product effect your share price

S3E3 - You are the expert on your experiences with Alexis Scott

Mon, 17 Jan 2022 07:01:00 -0400

Alexis has amazing views regarding sales, self-awareness, and the difference between being picky or particular. She shares them all in this episode What is a Partnership Manager really do? What do you focus on first when defining your ICP ICP = Ideal Collaboration Profile Execs are more interested in the results as much as the how How to coach yourself out of impostor syndrome Navigating the work from home and returning to office mandate. How to be a remote sales leader

S3E2 - The new role: Sales Evangelist with Will Aitken

Mon, 17 Jan 2022 07:00:00 -0400

Evolve or die. That is the lesson in this episode. There is no need to be an influencer, be a sales evangelist. Join us as Will Aitken jumps in and shares his journey from salesperson to sales evangelist. We dive into:

The new role in sales is a sales evangelist Using TikTok to leverage The transition from full-time sales to an evangelist "You don't have to wait for the promotion"

S3E1 - Confessions from the first revenue person with Lori Dunn

Mon, 10 Jan 2022 07:00:00 -0400

An amazing conversation to start of Season 3 with Lori Dunn. So good we let her take over to ask us more questions. Overcoming the "We are ok right now" Messaging the old tech to sell new tech The hardest part of building from scratch in sales Pricing in the early stages The right questions to ask your CEO at a start-up Shifting from Founder-led sales Identifying the metrics in the early stage

S2E86 - Why your customers need a better demo experience with Adam Jay of Reprise

Mon, 27 Dec 2021 20:25:56 -0400

The demo environment and demo experience are broken. And so is the interview and job hiring process. Adam Jay shares amazing insights on both of these and other topics including: What makes a bad a demo? Why you should only offer a POC Why you shouldn't pay for a POC Recruiting requirements for VP of Sales What are the questions candidates should ask a VP of Sales The value of "Tell me more"

S2E85 - All in on SDR Enablement with Brooke Bachesta of Outreach

Mon, 20 Dec 2021 12:18:06 -0400

Brooke started in sales and worked her way up to enablement. She's now running enablement for over 100 reps, both inbound and outbound. She shares amazing and tactical thoughts on enablement at scale, enablement in the remote world, and more including: Building a hybrid training model that works in a remote/ hybrid world Inbound and Outbound Comp How many SDRs are needed to justify an inbound team? Proper Manager to SDR Ratio Why it's important to teach your team real business acumen. How long should an SDR be in the role before going to the next role The difference between a Manager, Team Lead and a Jr. Team Lead What does the first Enablement leader focus on at an early stage company?

S2E84 - LIVE Bonfire Session - AI in Sales with Matt Millen and Sri Sridhar of Regie.ai

Mon, 20 Dec 2021 12:15:10 -0400

77% of people recently surveyed say they don't trust AI in sales yet. This conversation works to help remove the disbelief. We covered a host of topics including: Where are we today with AI in Sales? How AI has evolved as technology and why it matters for sales leaders Is AI going to kill the SDR role? The perfect partnership: How humans and AI should work together to analyze and optimize your content

S2E83 - How to hire and coach a full cycle sales rep with Thomas Boccard

Mon, 13 Dec 2021 12:49:58 -0400

Thomas is an active SVP of Sales. He stays in the trenches and has built amazing sales teams and he believes in the full cycle rep. Check out his advice on this episode What it takes to be a full-cycle sales rep.What prospecting "smarter" really means. Even execs have to stay in the trenches Achieve Your Goals by Helping others achieve theirs Why you are better at your job when you have a side hustle Why it matters to have internal and external training What makes branding and social so important the higher your title

S282 - Building the Right Life Mindset with Andrew Mewborn

Mon, 13 Dec 2021 12:47:55 -0400

Understand the emotional LinkedIn post vs the value add post Content will always drive pipeline What's a deep work session of 90 minutes and how to use it. Why it's not easier to sell at a unicorn as it is an early-stage company Why every salesperson will become a content creator Why everyone in sales needs to understand copy writing

S2E81 - How community has evolved with Zoe Hartsfield of Dooly.ai

Mon, 13 Dec 2021 12:45:55 -0400

Zoe started in a traditional SDR role and rather than take the normal path to AE, she shifted into what is now the hottest part of the sales community. She's a community builder. This goes way deeper than "Channel Sales" it engages the human element. We are lucky enough she shares her wisdom with us. Where do you start when building a community. Community differences between retention and acquisition. How to be a good partner as a community with your sponsors. The best way to engage the community. No more pitch-slapping in social selling Understanding how to find your true value

S2E80 - Welcome to the SaaSholes

Mon, 06 Dec 2021 14:31:05 -0400

Definitely one of our favorite episodes. Our friends over on The SaaSholes podcast had us on as their guests. And they were kind enough to let us drop to our listeners too.

Give it a listen, check them out, and let us know what you think.

S2E79 - Why you don't dip salmon in chocolate with Paul Kreiter

Mon, 06 Dec 2021 14:28:23 -0400

Everyone has the ability to be better at presenting. The question comes down to one's ability to listen and implement the feedback. Paul shares an abundance of knowledge and wisdom around improving your communication and presentation skills.

What do you think you know about presenting that is all wrong Presentation skills are not soft skills Everyone can learn to be better The little things Preparing your audience for an experience and leaving them a memory. Trimming the fat in your storytelling. Being a better storyteller by dancing better with your virtual sales conversations

S2E78 - It's still about the basics with Luigi Prestinenzi Sales IQ

Mon, 06 Dec 2021 14:26:47 -0400

Luigi's first sales job at 17 was selling $7,000 high-end suits. And he fell in love with sales while working in a call center. His journey is unique and now he's partnering with Tony J. Hughes helping other organizations grow their revenue. Realtime feedback = Growth Mindset How to coach rapport building How my mom and Mary Kay affected my sales career The tactics of retail clothing sales you can use today.The challenges of sales training and enablement in 2022 What's broken in the current sales models

S2E77 - Humility, Vulnerability, and Curiosity in Sales - Casey Jacox

Mon, 01 Nov 2021 06:00:00 -0400

Humility, Vulnerability, and Curiosity If you have to tell people how great you are then you aren't that good. The power of going first as a leader. It's ok to not know every answer, it's not ok to do nothing about it. Teaching the TED framework - Tell Explain Describe Selling only causes resistance, just ask questions

S2E76 - LIVE Bonfire Session - Building a Successful SKO for Your Team

Tue, 19 Oct 2021 21:58:44 -0400

Joined by Chloe Stewart (CRO of Pilot.com), Niraj Kapur (Managing Director of Everybody Works in Sales), Belal Batrawy (Startup Advisor at DeathToFluff) and moderated by Tim Clarke (Senior Director of Marketing at Salesforce) we talk about:

To SKO or not to SKO? Are they always necessary?

How can we redesign the structure of SKOs

What's the key component of an SKO? *Hint* engagement.

How to bring engagement virtually or in-person

and we dive deeper into popular opinions and some not-so-popular opinions on hosting events like this.

S2E75 - How to De-Risk Your Pipeline with Tony J. Hughes

Mon, 18 Oct 2021 12:43:50 -0400

Everything looks pretty good up until the middle of the quarter, but then it all evaporates. Deals slip and fail to close. What are the root causes and how do you solve it? Tony J. Hughes joins us in a Surf and Sales Bonfire session to give you all the answers.

The biggest differentiation is based on the experience of your buyer The Middle is where deals go to die It's not about closing, its is about opening 3 Reasons A Deal Pushes and Dies What Leaders Should Manage Specifically What Leaders Should Coach Their Teams on Better

S2E74 - What's wrong with demos today with Jonathan Friedman

Mon, 11 Oct 2021 06:30:00 -0400

Jonathon has spent his life and career living in various parts of the world and building businesses that help grow through practical product-led growth. He shares amazing insights and some actionable steps folks can use in growing their ability to do better demos.

A demo is a product story Demos are an intimate moment

What is wrong with demos today People will forget the features but remember the narrative. Compressing the demo Do you have a demo matrix What is the ideal demo length The biggest thing you have to get over is indifference. How to use Product Led Growth for your demo

S2E73 - Marketing Ops Supports Sales with Daniel Murray of Service Titan

Mon, 04 Oct 2021 06:32:00 -0400

Daniel understands how marketing ops and sales have more in common than most people think. He shares his knowledge with us on a variety of topics

How soon should you hire marketing ops in your organization? Where do I find a marketing ops person? Key components of defining marketing ops. Where should the CRO come from, Sales or Marketing? Does and don'ts giving VP Sales and Marketing Ops The big don't, "the blame game" What a good relationship between Marketing Ops and Sales should be Understanding the purpose of different social media Ppl who aren't standing out are not branding themselves very well

S2E72 - People are the foundation of sales with Bob Perkins, Co-Founder of AA-ISP

Mon, 04 Oct 2021 06:31:00 -0400

Use sponsor dollars to drive membership costs down not up Sponsors who flourish think long term not near-term conversions Why he thinks there's a "little bit of Hollywood in SaaS" Why he thinks nobody wants to go back to the office full-time Learning through osmosis is lazy sales leadership

S2E71 - "Why do we pay a salesman's wage for CRM data entry?" with Chris Beall, CEO of Connect and Sell

Mon, 04 Oct 2021 06:30:00 -0400

Volume is about time reduction 5 Step Sales Process: Fear - Trust - Curiosity - Commitment - Action Why a dial shouldn't be considered a "step" What professional gambling taught him about selling How to combat the relentlessness and loneliness of remote work

S2E70 - What leaders need to know planning 2022 with Justin Michael of HYPCCCYCL

Mon, 27 Sep 2021 14:02:16 -0400

Justin is a sales savant who can explain the complex in simple ways. He shared some amazing insights that all Sales Leaders need to know about building their revenue organization for 2022

When hiring, how do you find grit? What do "good communication skills" really mean? How to win the Recruiting War for 2022 6 levels of genius As a rep, what should I look for in a sales leader? The buyers who buy are the hardest to get to. Talking to someone over digital is not always making progress.

S2E69 - Scaling is about process replication with CEO Andy Mowat of Gated.com

Mon, 27 Sep 2021 13:58:01 -0400

After a few successful exits, Andy has no desire to slow down. He shares some amazing insights on growing your company from early stage to exit, including:

Is it a disadvantage to being a non-technical founder? Best advice to scaling at Series A, B, and onward Don't be afraid to overpay for a new hire in the early stages Guiding the technical founder that's ok to spend money Is pay to play for introductions the new normal Charging for time vs Charging for attention

S2E68 - Going for it with Heather Monahan

Mon, 20 Sep 2021 06:30:00 -0400

Heather started from not just humble beginnings, but as she says, "poor". And she's used that to drive her own successes. The advice she gives is AMAZING! We can do hard things How to teach confidence How to find your passion and purpose

Make sure you know you're in a growth industry Move fast, break things, and grow How to get uncomfortable How do you become a speaker 101 Fear means greenlight and go faster.

S2E67 - "Yes, South Dakota has startups" w/ Steven Schmidt

Mon, 20 Sep 2021 06:30:00 -0400

Steve shares his personal journey through addiction to business leader. He shares amazing insights on all levels including:

Being a non-sucky company is harder than you think The discipline for getting great and not being distracted The key is consistency Growth is not the problem, control is the problem Measuring for curiosity and discipline VPs of Sales need to do more than steer the ship

S2E66 - Why we haven't truly reached AI in sales yet with Howard Brown of RingDNA

Mon, 13 Sep 2021 06:30:00 -0400

Howard breaks down the concepts of AI in sales in the simplest and easiest conversation to date. We are getting there, but we aren't there yet. Learn about the following from Howard:

How AI will augment us, not hurt us What AI in sales won't replace Own your failures will help you grow. Why passion matters more than anything. Statics. Math and Machine Learning are NOT AI Difference between statistics, math, and AI Prediction models are not AI How to find people who are coachable

S2E65 - Founder $5 million with Breezy Beaumont

Mon, 30 Aug 2021 15:29:17 -0400

PLG - Product Led Growth. All the rage and not quite all the understanding. In this episode we speak with Breezy Beaumont of Correlated to discuss where and how sales, marketing, and customer success should be aligned. Topics include: Understanding how Growth differs from CRO. Best collaboration tools. How not to use a collaboration tool. No human thrives with no autonomy. Freemium, Self-Serve, and a Sales Team How to leverage a brand in a micro-community

S2E64 - Best sales hires won't come through HR with Brent Gette

Mon, 23 Aug 2021 11:44:06 -0400

Sales=Transactional. BD = Relational based

Care more about the personality type than your pedigree Difference between selling to HR than other departments Manage to performance is better to manage tenure No Undergrad degree but I have an MBA Understand the process more than the product The one thing missing in your 30, 60, and 90-day plan

S2E63 - Is AI in sales making us lazy with Barry Trailer

Mon, 16 Aug 2021 14:42:30 -0400

Difference between Millennials and GenZ in sales The day that turns your life around The best line for handling the competition EVER Going from being an engineer to a life of sales Technology is accelerating faster than our DNA 5 Things that can kill every deal. No need, no desire, no urgency no budget, no trust The future is already here it's just not evenly distributed Moving from persuasion to co-collaboration Innovation is the crossroads of purpose and passion

S2E62- What you work on, works on you with Nigel Green

Mon, 16 Aug 2021 14:37:55 -0400

What medical device sales are really like.Job Security = Money, work for self, flexibilityYou don't have to always be accessibleOptimizing happiness and moneyRe-starting after taking 2 months off

S2E61 - LIVE Bonfire Session - Mistakes to Avoid When Building A Coaching Culture

Mon, 02 Aug 2021 06:31:00 -0400

Ashley, Galem, and Niraj provide great feedback and answer audience questions. Topics include:

Effective 1:1s Driving Accountability Creating a safe place to learn How the Sales Stack is Evolving into a coaching stack What to do when you don't have the saas coaching tools

S2E60 - From AE to Founder with Kris Rudeegraap of Sendoso

Mon, 02 Aug 2021 06:30:00 -0400

Kris went straight from AE to co-founder and has raised over $50m. He shares a ton of sales, leadership, and fundraising insights including:

How corporate gifting evolved When does it go from cool idea Going after venture money is just a sales process The term sheet is just an MSA What it means to "be prepared" when raising money How to leverage your early stage investors How to determine the right VC right for you The founder experience is what VC's should focus on The mistakes to avoid when using gifting Creativity is the new secret weapon As a sales leader how to resist taking over the sale

S2E59 - Great Leaders Do What Drug Addicts Do with Michael Brody-Waite

Mon, 26 Jul 2021 06:30:00 -0400

Michael has been through the wringer, literally. As he did the hard work to become sober he eventually realized the similarities he saw in the business and leadership world. He shares actionable insights into leadership and accountability with us during the episode Stop telling people what to stop doing.Rigorous Authenticity of Who You Are Surrender the Outcome, not trying to control them Doing Uncomfortable Work The 3 mistakes leaders over and over again Mask addiction in the leadership world 3 types of uncomfortable conversations we all have How your weaknesses get you promoted The empowerment of saying 'no'.

S2E58 - Surprise!! Happy birthday, Scott!

Mon, 12 Jul 2021 06:31:00 -0400

Today, we're celebrating our favorite man and resident Surf & Sales co-host: Scott Leese. In honor of his birthday, we wanted to bring on some of his closest Thursday Night Sales friends like Amy Volas, Mike Hook, Kelsey Calabro, and more.

We know how much he loves attention on his birthday, so what better way than a podcast to talk about all of the reasons we love Scott, our favorite memories with him, some of his most common expressions, and what we wish for him in the future.

S2E57 - What's a real sales relationship? with David Nugent

Mon, 12 Jul 2021 06:30:00 -0400

David's had one of those jobs many of us dream about. Combining business and sales skills with professional sports teams and leagues. He shares some fun stories and insights including Chief Commercial Officer vs CRO Sports Ops vs Business Ops in Professional Sports The more money you make the more risk-averse you may become What you take when leaving one successful company to another Starting with a founding principle of how much money Trading money for commitment in a real partnership

S2E56 - Your Flywheel and Sales Funnel with Mike Wolber, CRO of Rent Dynamics

Mon, 28 Jun 2021 06:30:00 -0400

One of the most interesting topics we all know but never discuss. Navigating a personal relationship with a co-worker. Not the whole episode, but definitely something that is rarely discussed. We did discuss it and a whole bunch more. The value of telling a story for your career growth. Vertical Specific SaaS Sales Managing headcount growth in a smaller market The 4 questions to ask when you take a leadership role What it means to show up and be present in a new leadership role

S2E55 - LIVE Bonfire Session - A Masterclass on Negotiating with Procurement

Mon, 21 Jun 2021 06:31:00 -0400

Negotiating with procurement is often one of the dark holes in the abyss at the bottom of the deepest ocean of the sales process. We brought the former SVP/General Manager, Global Business Development at American Express and former VP of Global Sales at Eventbrite to share real-world strategies to help you see them as an asset, not a hindrance.

What does procurement actually mean Understanding what risk mitigation means How to hold onto price and premium What is procurement's goal

S2E54 - The cost of adoption with Head of Revenue Robb Finkelstein

Mon, 21 Jun 2021 06:30:00 -0400

RevOps is the NKTOB and its influence for improving revenue growth cannot be ignored. Robb from Heyday shares his insights on what it really means to build a successful machine. 3 Keys to RevOps Systems / Process / Data The next evolution of Revenue Operations What's a proper spend per rep on the sales stack What to know when in RevOps Why RevOps and Sales Ops need to be early in a start-up The gold standard of RevOps Cleaning up the mess when a RevOps piece did not exist "the 'hidden' cost of adoption" Managing the anxiety of change management More formalization less tribal knowledge Simplifying the sales reps world

S2E53 - What it takes to go from VP of Sales to CRO with Tyler Barron

Mon, 14 Jun 2021 06:32:00 -0400

A long-time friend and first-time guest on the Surf and Sales podcast. He's gone from VP of Sales to CRO and shares his insights. Figuring it out how to scale The biggest mistakes new CRO's make when coming in How to build cross-functional relationships in your CRO role How to learn marketing when you have a sales background How do you give a CMO a revenue number. Where marketing can help later in the funnel Yes, transactional salespeople can close 7 figure deals.

S2E52 - What everyone gets wrong about Inbound Sales with Francois Bourdeau

Mon, 14 Jun 2021 06:31:00 -0400

Francois was side hustling before it was ever such a thing. Check out his insights on these topics and more

Should you double down on career or start side hustle Don't confuse inbound interest with purchasing intent Should inbound and outbound be compensated differently Who handles inbound, experienced or new reps Building your brand and why it's important

S2E51 - How good product marketers help their sales team with Brandon Redlinger of RingDNA

Mon, 14 Jun 2021 06:30:00 -0400

What if a product marketer actually started their career in sales, and was good at sales? That's who Brandon Redlinger is and he shares a wealth of information about what good product marketers do to help their sales teams succeed

The 5 Key Pillars of Product Marketing Defining your value metric What is your value metric and how does it help with building prices How do you know when to increase price Navigating the pricing objection How do you know when your product is ready to be sold How often should sales and product marketing be talking? What goes into determining price

S2E50 - From SDR to AE: how to prepare with Ashley Zagst, Chili Piper

Mon, 07 Jun 2021 06:31:00 -0400

Ashley moved from marketing to sales so much she took a part-time SDR role to prepare for the interview. This isn't the first time she's prepped for something this way and she shares her best practices for always achieving your goals. How to position yourself to become an AE from the SDR role How to prepare for your next role Selling the meeting not the product as an SDR Translate marketing message to sales messaging What's fun about sales.

S2E49 - Why Sales Enablement should NOT report to the CRO w. Aaron Evans

Mon, 07 Jun 2021 06:30:00 -0400

Aaron has been doing sales enablement since before the term even existed. He shares his insights on:

How Sales Enablement becomes the center of the organizationThe true evolution of sales enablement

Quantifying the value of sales enablement to the CEO and CFO People only build processes for the current state and why that is wrong. What motivates sales enablement is being a change agent What to look for in hiring someone for sales enablement How to compensate someone from sales enablement Build your enablement process first before you buy your enablement stack Scaling sales enablement

S2E48 - How to identify the toxic organization with James Ski, Founder of Sales Confidence

Mon, 31 May 2021 06:33:00 -0400

In this episode, we get to talk to James Ski, Founder of Sales Confidence + Partnerships expert with Drift. He speaks openly about mental health and what it takes to ride the highs and lows of the sales profession and we're fortunate to have him on this week

Keeping attention on moving with the times

USA vs the UK selling energy

When you are joining a company you are really joining the leadership

The best question to ask in an interview to understand the culture of an organization

The secret sauce of the LinkedIn algorithm

How sponsorships and shared values go hand-in-hand

Leveraging positive attention vs. negative association

S2E47- 27 years at #7 F500; LisaMarks former SVP/GM, Global Biz Dev at American Express

Mon, 31 May 2021 06:32:00 -0400

Lisa spent 27 years at one of the largest companies in the world. She shares so much advice that is perfect no matter the size of your own organization or your role in it.

Good leadership is when your leader doesn't make you feel embarrassed when you don't know things.How to network with your leadership Why you should go 2 leaders up when networking Why you should always have a relationship with the finance team. How leaders can help their team to be accountable to their goals. How you walk into the room matters How to navigate the red tape of a corporate world The biggest and simplest thing you can do to win more deals

S2E46 - Quota is hard with Meghann Misiak

Mon, 31 May 2021 06:31:00 -0400

How many of your reps should be going to Presidents Club What makes a great President's Club event? How to your promotion path interview really hard What is sales mastery What it means to have a merit-based interview processHow I bounced back from burnout What causes burnout, saying yes to everything, and putting your boss too high on a pedestal. The value of rethinking the way you work in sales. What are your warning signs for self-care Sales metrics are really lagging indicators

S2E45 - Your difference is your advantage with Mercy Lee Bell

Mon, 31 May 2021 06:30:00 -0400

Connecting with someone's deepest emotional memories. Clinging to sales performance when you don't like yourself Disconnecting productivity from yourself Joining in on something but not really living. Understanding your authentic presence What it really means to really live in gratitude Get quiet, listen to stories, and be curious When a leader listens and cares I will work harder.

S2E44 - LIVE Bonfire Session - Strategies for Mental Health Resilience in Sales in 2021

Tue, 25 May 2021 23:17:36 -0400

Sales professionals are experiencing more pressure than ever right now. In one of the most competitive, fast-moving, and high-pressure jobs, sales have been hit especially hard by COVID.

So what are the most successful salespeople doing to stay mentally resilient and engaged during these challenging times?

S2E43 - Being Metrics Driven vs Metrics Aware with Amos Schwartzfarb of Tech Stars

Mon, 10 May 2021 06:30:00 -0400

Being able to ask a VC is always a great conversation. Amos does not disappoint at all in this session. He shares a ton of great ideas and guidance in an open discussion.

What it means to have a data and metrics-driven plan Are you on the part to product/market direction and product/market fit What you need to know to claim you have product/market fit What I fell in love with within my first sales job The excitement, the expectations, and the reality of an acquisition The 1999 Sales Process How do you know what to do and when in your early-stage start-up The disparity of equity and success Biggest mistakes founders make when approaching a VC The difference between of an accelerator and other VCs

S2E42 - Some customers don't need to be kept with Sam P. Lark

Mon, 03 May 2021 13:27:23 -0400

What do you do with a Bachelor's Degree in Chemistry? Go into Customer Success of course. Take a listen through an interesting journey as Sam was able to identify his real passion and make a career out of it. You are not working for a corporation When do you know your customer crosses the line. People will do business with those they know, like, and trust. How to coach the customer to be "nice" Building trust between Sales and Customer Success It's not what you know, who you know, but who knows you. You are more than a worker bee Learning to be responsible for a quota, upsell, cross-sell

S2E41 - Getting real on revenue with Amy Hrehovcik

Mon, 03 May 2021 13:26:32 -0400

Like many, Amy didn't plan to go into sales. She wanted to be in politics, lobbying, etc. Then after one of her first engagements with a political campaign, that all changed. From politics to sales There are two types of workers, processors, and producers What it's like having a mentor in your first year. Understanding Speed, Status, and Experience Bad news does get better with time, so lean in. Be aware of the internal win rate based on inbound/ outbound. How managing SDRs to the moment is crushing their soul.

S2E40 - LIVE Bonfire Session - The Future of Sales is Female

Mon, 26 Apr 2021 06:31:00 -0400

2156. That's the year if things stay the same when women will be compensated equally to men. Alexine Mudawar and Gabrielle Blackwell joined forces with us to host a forum to help solve this issue. We discussed many things including: Mentorship vs. Sponsorship Handling the "You're being emotional" comment Why it's ok to be shameless about asking for help Non-Violent Communication Skills

S2E39 - Recognizing your own uniqueness with Kyle Porter of Salesloft

Mon, 26 Apr 2021 06:30:00 -0400

Kyle Porter has vision. Not just about product or company, but life overall. Learn how his early childhood struggles worked to shape his desire and strength for success. Organizational health is your competitive advantage Thinking about the long, long, long term plan Sellers are loved by the buyers they serve Know your enabling strategies Know your growth strategies Learn faster than the rate of your experience

S2E38 - LIVE Bonfire Session - Making a side hustle, THE HUSTLE

Sun, 18 Apr 2021 06:32:00 -0400

The key to everything is to "allow yourself to feel it". This is how you will find your passion for a side hustle to be your real hustle. Here's other things we discussed during the conversation. How do you decide what is the right side hustle to make the hustle? How do you handle the internal conversations with your boss once they notice your side hustle? How to make money aggregating the google search Narrowing your focus

S2E37 - How to take video to the next level with Nick Capozzi

Sun, 18 Apr 2021 06:31:00 -0400

Honestly, who has more energy and passion than Nick Capozzi? Certainly not us. Here Nick's answer to who would make a better "duty free salesman - Scott or Richard" and hear about his journey from cruise ships to a rocketship.

Becoming a first-time tech VP of Sales What selling on a cruise ship What are the resources you will use to skill up in your new role Choosing the right community to you. Where are we getting wrong and right in video Creating interaction with your prospects from different cultures.

S2E36 - When the negotiation starts at "no" with Michael Litt of Vidyard

Sun, 18 Apr 2021 06:30:00 -0400

We meet Michael Litt, CEO of Vidyard today for the first time and this guy is really impressive. Super down to earth, progressive in his ideas and approach, and a breath of leadership fresh air.

Scaling hackers and hustler mentality at scalePros and Cons of a Y-Combinator engagement How to leverage your impostor syndrome Building a strong culture Navigating dysfunction at scale Shifting to a freemium model and navigating sales team fears Growing into a distributed workforce

S2E35 - What growth doesn't want you to hear with Keith Daw

Tue, 06 Apr 2021 01:44:05 -0400

The self-proclaimed VP of Get Shit Done has joined the podcast and drops serious knowledge on humanity in sales and the per-fessional growth

Leveraging your intellectual collateral for career growth The value of vulnerability in leadership How to develop self-awareness in yourself and your team How to check your ego at the door. The difference between a fresh perspective and a real perspective

S2E34 - Freemium vs. Free Trial vs. Neither with Pouyan Salehi of Scratchpad

Tue, 06 Apr 2021 01:36:39 -0400

The one thing to do before you start building your product How much should be in the MVP Free Trial or No Free Trial What looking at the graveyard in your industry will teach you Know what signal you are looking for before you start building anything The emotional challenges during the ideation stage to MVP
What is easier and harder in building a start-up in 2021 What it means to recapture your time What working at a Dominos taught me about entrepreneurship Understanding the experience is more important than the product or service

S2E33 - Selling is about making a positive impact with Tony Hughes

Mon, 29 Mar 2021 06:32:00 -0400

The problem behind sales success is a sales management Most sellers do enough to not feel guilty, not be successful Sales is meant to be a profession, act accordingly The problem with the sales stack The biggest constraint in sales is lack of time, not lack of market. More reps does not equal more revenue. The mistakes I made as a sales leader Stop holding onto the wrong people for too long Find the driver personality You're never gonna make a turkey an eagle Take the people who are good become great. Lift the middle don't try to resurrect the bottom Whoever wins the emotional conversation wins the deal How to make the excuse the reason.

S2E32 - Black, SaaS, and Kicking Ass with Marcus Knight

Mon, 29 Mar 2021 06:31:00 -0400

Marcus always knew he wanted to be in business. Even when he didn't have people "who look like him" in his vision that much. He shares great insight and advice to what it means about being a POC in SaaS and Sales world including How leadership can help before, during and after tragic situations. The love-hate of $0-$35m

Discussing black SaaS leadership Deciding between equity and salary What it means to go from assimilation to authentication How I scaled myself as a solo-preneur

S2E31 - Weathering the Perfect Storm with Mike Hook, VP of Sales, ChildcareCRM

Mon, 29 Mar 2021 06:00:00 -0400

We get tactical on this episode with Mike Hook, VP of Sales, ChildcareCRM. We discuss all things from onboarding to prospecting pains as well as how he weathered the storm of coming in to a new company, a new role, COVID and going remote all at once, as well as:

How they got creative on churn during COVID

How he feels about the infamous "breakup email"

His strategy on re-engaging clients that ghost you

The most important (and least talked about) aspect of onboarding success

What he wishes he knew a year ago

Leaning in to say no to people sooner

S2E30 - Behind The Curtain with Lauren Bailey

Sun, 28 Mar 2021 15:03:47 -0400

Lauren Bailey is an amazing woman and sales leader. She tells it like it is, even if when it might be uncomfortable. Check this episode out and learn. And yes, men you better damn well pay attention to this episode.

How are promotional decisions really being made in the boardroom? What women should do better now to set themselves up for promotions. Why women should stop trying to be perfect. Stop the wishful thinking that if you do well, you will be promoted.

S2E29 - LIVE - Mentorship At Scale Bonfire Session with Cherilynn Castleman and Alan Tarkowski

Mon, 22 Mar 2021 06:32:00 -0400

Mentorship as either the mentor or mentee is important for everyone. And sometimes its hard to know how to go about being one or asking for one. This session helps answer all those questions and more:

Making the distinction of a mentor from the boss, friend, family member
3 Types of Mentors everyone should have
Your mentor is shotgun to your therapist
The 3 A's a mentor should be looking for in a mentee
The difference between accountability and responsibility
How do you ask a stranger to be a mentor
How do you know when you've outgrown your mentor

S2E28 - Intentional Connection with Brian Sexton

Mon, 22 Mar 2021 06:31:00 -0400

The value of intentional and emotional connections is always more value than the quantity of your connections. Brian believes and coaches to this specifically and shares some great insights. As well as some awesome conversations around professional sports. People buy a connection before the make a transaction Even if you've never had something bad happen, don't worry your time is coming Life experiences are commonality You're gonna get taken deep, even at your best. What does field reimbursement manager really mean Why professional sales teams suck at ticket sales

S2E27 - Your $750,000 MBA with Ken Lundin

Mon, 22 Mar 2021 06:30:00 -0400

You can learn a lot from someone who lost $750,000 and declared bankruptcy. Ken shares all of it. How he got there, and how he navigated the downturn, as well as what he would do differently now. Why your fractional VP of Sales Great leadership is related to connecting the How and the Now for your team The difference between confidence vs arrogance Bankruptcy as the ultimate sales slump What to do to avoid bankruptcy Understanding Step costs vs variable costsIs the VP of Sales and CRO role going extinctThe mindset of cold calls and doing a 500 lb deadlift is the same

S2E26 - Stock Options Straight Talk with Sam Jacobs and Collin Cadmus

Mon, 15 Mar 2021 07:00:00 -0400

Nobody teaches this or talks about it in a way for folks to learn. Excited that we were able to join Sam Jacobs and Colin Cadmus. Chatting about what are those options worth? When to monetize for options vs salary? And a ton more

S2E25 - You don't have a closing problem with Jeff Bajorek of Parabola Consulting

Mon, 15 Mar 2021 06:32:00 -0400

Jeff is one of the rare birds in sales. Once he discovered sales he knew he had a great passion for coaching salespeople and has since built an amazing business. He shares all of this and more.

Sales is not an improvisational exercise What gets in the way of sales organizations in achieving success What its like working with Jeffrey Gitomer It's nobody's fault but your own, so fix it. It's never meant to be the answer, its meant to be a boost. How do you know when to walk away What are the biggest mistakes AEs are making Most commonly missed playbook/ process missed by companies right now Why front line sales manager is the hardest job in sales

S2E24 - Owning my pipeline with Vin Matano from DemandBase

Mon, 15 Mar 2021 06:31:00 -0400

Vin's knowledge of prospecting and sales is well beyond his experience. He shares tons of great nuggets in this episode

You can't scale creative prospecting. Fostering a strong AE/ SDR relationship Learning the value of quality of Defining and understanding multi-threaded sales processes Defining multi-threaded and omni-channel and how to do it. Which role is harder SDR vs AE How he got GaryV to respond to him

S2E23 - What you are doing wrong in your video sales calls with Julie Hansen

Mon, 15 Mar 2021 06:30:00 -0400

Julie went from sales to acting, appearing in 75+ TV shows, and then back to sales. She shares some amazing advice on the transferable skills of both professions. Interpreting "Resting Business Face" Managing the eyes of your audience Finding the parts of yourself to bring to your role. The difference between selling and lying How to talk to the camera Trusting your peripheral vision on zoom calls Navigating your Zoom camera, audience, demo and notes. How to remain authentic in a sales role

S2E22 - The right hand of the CRO with Jeremy Donovan SVP Sales Strategy, Salesloft

Mon, 08 Mar 2021 07:31:00 -0400

Jeremy is as far away from a sales background as you can get. Which makes his insights all that more valuable. With a BA and MS in electrical engineering and a Masters in economics and statistics he's the perfect person to be heading up sales strategies. He includes incredible insights including: What the best AE's do. The 7 Dimensions of Success The tactical approach to developing sales territories Navigating the "holdovers" of territory changes. Who re-tools the operational infrastructure of the sales team if its not the role of the CRO Hey > Hi Why I decided to move from engineering to sales

S2E21 - The Motorcycle Queen of Sales Acronyms with Cherilynn Castleman

Mon, 08 Mar 2021 07:30:00 -0400

From the moment the conversations starts with Cherilynn, you know it's going to be great. Cherilynn has spent years in sales and is a black woman and shares what it takes to help people of color and leadership embrace change in a healthy way. How to have a SAFE conversations The difference between challenging people vs criticizing themCollaboration, Analytical, Relationships, Development, Strategic When you start a sentence with the word "I" you are not being empathetic First, Finest, Future, and Failure Leadership means silence is not an option and you must make a stand Be intentional with your hiring

S2E20 - Heart, Hunger and Hustle with Mike Lindstrom

Mon, 01 Mar 2021 07:30:00 -0400

How does a mentor recognize someone who wants to be mentored?

3 things to look for in people: Heart, hunger, and hustle Every day brings you new materialHow beliefs drive behaviors Why the speed of the leader dictates speed of the pack Power of planning - What's written is real

S2E19 - Building a Community of Black Sales Professionals with Jacob Gebrewold

Fri, 26 Feb 2021 06:00:00 -0400

Join us as Jacob shares the need, ideation, and execution of building a community for black sales professionals. From creating a list, building a social community and measuring success.

What it takes to build a community
How to define "value" in your community
How to help your community evolve your value
Finding a manager that will help you learn your craft
Nobody wants to be the token hire
Creating Sales For The Culture
The challenges won't be solved by a list
Attracting black people to the sales profession

S2E18 - Building a Revenue Operations Rocket Ship

Fri, 26 Feb 2021 02:47:51 -0400

Sales Operations vs. Revenue Operations is the big topic of 2021.

Whether you are a start-up or a Fortune 100 organization. The data matters.We were joined by Salesforce, SmartBug Media, and Paycor to help understand how to build this rocket ship while still flying it.

Topics Discussed:

Difference between Sales Ops and Revenue Ops.

Why sales enablement is critical for a strong RevOps function? Which role comes first in a sales ops hire?

How do you measure RevOps success/what metrics make up your KPI's? How to design the limit between Operations, Analytics and Data Science?

S2E17 - The first step to growth is humility with Ian Koniak of Salesforce

Mon, 15 Feb 2021 07:32:00 -0400

Ian shares two amazing stories with us. One centered around career growth at a large company. The other, he's a recovering addict and wants to share his journey with us.

How to share your struggles with your boss. Personal belief and infinite possibilities Your sense of worth has nothing to do with your W2 Building a land and expand model Learning to speak a different language What it takes to learn your role at a company. Setting real goals, visualization.

S2E16 - How interrogation skills made this vet a master of hemp sales with Jacob McCandless Vice President of Sales

Mon, 15 Feb 2021 07:31:00 -0400

Everything you wanted to know Understanding the hemp industry Overcoming objections and building rapport for tactical questions How interrogation relates to sales in qualification and discovery

S2E15 - Battling the challenge of not focusing on what's easiest with Elizabeth Niemczyk of Extend

Mon, 15 Feb 2021 07:30:00 -0400

Elizabeth has always been stubborn. She knows it, and she shares her ability to use it as a tool and something she is working on. Join us as she shares more about:

The honesty that exists in a start-up world vs. the corporate world. The allure of a new challenge Battling your own stubbornness Maintaining balance How to take days off intensely Who do I want people to know me as is my motivation The little words that can throw someone off their game. The best and worst advice I've gotten

S2E14 - Want recognition? Do something first. David Cancel, CEO of Drift

Mon, 08 Feb 2021 07:31:00 -0400

When data is a rearview mirror What it means to truly be "customer-oriented" How to recognize when the ego takes over. Building culture, through a-synchronous communications in a remote world. Going remote for good. Being a role model as an organization, not just a person. I never saw anyone else who looked like me. The difference between diversity and equitable Culture - the sum of the people at that time in the group Values - Actions promote and applaud and won't tolerate. The minute you are not willing to live the value your culture Ritual - It's not about the meeting. Its about the support and collaboration because of those meetings.

S2E13 - What it felt like to close his first 7-figure deal with VP of Enterprise Sales at Next Call, Jeff Kirchick

Mon, 08 Feb 2021 07:30:00 -0400

On this episode we bring on Jeff Kirchick: author + VP of Enterprise Sales at Next Call. We discuss:

Loving the complex sale Balancing productivity on a per head basisWhy my fear of failure What to look for in a first sales hire Automation is not Authenticity Having problems can give you meaning

S2E12 - Defining Sales Ops, Rev Ops, Sales Enablement with Patricia McLaren of RevShoppe

Mon, 01 Feb 2021 08:31:00 -0400

Patricia founded her company while on vacation. She shares that story and so much more. The satisfaction of helping others. Which comes first Sales Ops, Rev Ops, Sales Enablement The subject line of the email best practices What personality traits make a good SDR What personality traits make a good SDR Leader What a good hiring process looks like Being in business with your partner

S2E11 - Sales moving forward into 2021 + 2022 with Keri Brooke, SVP Marketing Sales Cloud, Salesforce

Mon, 01 Feb 2021 08:30:00 -0400

How does an accountant become the SVP Marketing of Sales Cloud at Salesforce? Keri Brooke shares her story here

Navigating management excellence in sales post-COVID The first thing Salesforce did in March and April 2019 because of COVID How to establish trust in your team Every learning needs an action How organizations have changed their business model You can't change a business model in a spreadsheet Planning for 2021 and 2022

S2E10 - As a buyer, what bugs you the most? with Kevin Donville

Mon, 01 Feb 2021 07:30:00 -0400

Kevin brings an amazing background not only based on high quality sales experience, but also as a professionally trained magician. Listen as he shares:

What does field enablement even mean? When you shouldn't use your tool in the sales cycle Will we ever go back to "field sales"? Why you should bring a magician to your sales call Managing the sales cycle not bully the sales cycle Determining your 2021 sales messaging

S2E9 - Lead smarter with Prateek Mathur

Mon, 01 Feb 2021 07:29:00 -0400

What reps who want management should do. What should managers who want to be directors be doing.Managing people is different What it means internally to decide when to explore management

S2E8 - Soberforce with Marin Nelson RVP, Enterprise at Salesforce

Mon, 25 Jan 2021 08:00:00 -0400

Marin is 15 years sober and in late 2020 she and a few co-workers at Salesforce realized there was an opportunity to support their peers. This is that story. . Soberforce, the creation of a community for those struggling with addictions in a Fortune 500 company.

Overcoming the stigma based on your career How do I navigate my sobriety in my career growth? Living in a solution of sobriety What integrity means in your career

S2E7 - How to tell your story in 30 seconds with Ravi Rajani

Mon, 25 Jan 2021 07:30:00 -0400

Ravi is an amazing speaker, and he wants to help you do it too. Check out this episode to learn

Not just what you say, it's how you say it. Understanding the best practices for storytelling The invisible script we need to stop following. The permission to be imperfect in sales Stop hiding behind the keyboard. A better way to prospect on LinkedIn

S2E6 - Your desire for knowledge is a strength, not a weakness with Jordana Zeldin

Mon, 18 Jan 2021 08:30:00 -0400

Jordana has one of the most unique sales backgrounds we've ever had on the show. She sold high-end art to high net worth individuals in New York City

What it's like to lose a $7M art deal Doing your skill while training your skill What do human beings need in a human relationship applying to the sales world. Scripting vs. Tonality Coaching tonality to salespeople Connecting with yourself in the sales process. Deciding to start my own company as a COVID layoff

S2E5 - Why it's hard to scale an SDR and AE delineated team with Brendan Cassidy

Mon, 18 Jan 2021 08:00:00 -0400

Brendan has accomplished and done a ton throughout his tenure in the business world

Understanding aspiration vs. work ethic Brute force SDR selling won't work well enough Not leveraging the intellectual capital of sales motions between companies Processitizing the private referral network at scale. Why a CEO empowering the VP of Sales at a startup is a must-have. What you need to know about going into a board meeting as a VP of Sales

S2E4 - On your time and your terms with Shruti Kapoor of Wingman

Mon, 18 Jan 2021 07:30:00 -0400

Shruti has a very unique perspective. She's both a VC and CEO of a start-up in the crowded conversational intelligence space. She shares a ton of valuable insights with us. What it takes to GTM from India to US Entering a crowded market with your technology company. Getting involved in micro-communities as a busy founder. How do you know if you can go to market as a technologist Traits and attributes of a founding team when looking to invest? When I lose a deal why am I losing a deal? When one rep does better than the other, what is the real difference?

S2E3 - When and how you monetize your community with Mark Birch

Mon, 11 Jan 2021 08:30:00 -0400

Fighting for attention is the value of a community The value of monetizing your community Building a community for large scale vs a targeted micro-community How do you make a member feel special? The difference between a community and an audience. Stop just "trying to make a deal" when selling into APAC.Crafting messages to get someone's attention in APAC Onboarding in a new gig half a world away.How I built a career for an overseas role. The APAC start-up help from AWS

S2E2 - Behind the S.A.D.N.E.S.S. Scene, Corporate Bro (aka Ross Pomerantz)

Mon, 11 Jan 2021 08:00:00 -0400

Corporate goes deep and personal sharing what makes him tick, how hard he works and tons of amazing sales ideas and stories My first deal, sold an apartment to an NBA player Why he thinks SDRs have the toughest job around. The misalignment in sales and marketing. Why you don't need to worry about the money. His best cold email opening line His best break up email

S2E1 - Negotiating a higher salary with Sam McKenna

Mon, 11 Jan 2021 07:30:00 -0400

From the moment Sam starts speaking, all you want to do is listen. She is on fire in this episode and shares amazing insights around: Fight for what you're worth Pay Equality and how to negotiate What I love about Sales Even big great companies have rep churn Show me you know me Personalization over LinkedIn People are afraid to shoot your shot

S1E200 - Fuck yeah and thank you! Surf and Sales 2020 Year In Review

Wed, 30 Dec 2020 19:24:36 -0400

A fun look back at the 200 episodes we released for Surf and Sales.

We could not have done 200 episodes if it were not for everyone who is willing to listen, our guests who came on and of course to all our sponsors this year Findem, Lead411, Perception Predict, Gong.io, and Vidyard.

Exciting news coming in 2021

S1E199 - The 5 KPIs VCs look at when choosing to invest with Ray Rike of RevOpsSquared

Wed, 30 Dec 2020 19:10:22 -0400

The data behind encouraging sales, marketing, and customer success alignment

Rule 40
CAC - Payback period and ratio
Retention
Gross Margin
CLTV vs CAC

What is the Magic Number when you are a start-up? Who owns the CRO role, VPSales, CMO, CSO

S1E198 - Understanding Channel Sales with Ed Porter

Wed, 30 Dec 2020 19:07:32 -0400

One of the best ways to grow your revenue is by implementing a channel program. Ed Porter shares it all.

What are the different types of channel sales models?
What are the 3 things you need to know before starting a channel program?
How do you manage channel conflict?
How long does it take to see revenue from your channel investments.

S1E197 - I like to swing big with Jackie Hermes

Tue, 29 Dec 2020 23:47:58 -0400

Jackie has an amazing outlook on building a social brand. She shares what she does, how she does and what works including...

Setting the course as an entrepreneur for yourself and your clients
My video social strategy on LinkedIn
How do I make decisions on what to post on LinkedIn?
What to do with the trolls on LinkedIn
Navigating impostor syndrome as you come up with pricing

S1E196 - Ramping on a complex product with Miranda Fisher of Aircall

Tue, 29 Dec 2020 20:05:00 -0400

When its a complex product or service ramp time is critical. Miranda, a surf and sales alum joins us to discuss the following

Understanding the right type of demo Proper demo onboarding What did I love about cold calling Why are alumni sales scripts so bad How I've translated sales skills into my personal life Which role is harder SDR or AE Advice on getting promoted from SDR to AE How to manage WFH.

S1E195 - How to get promoted to VP of Sales with only BDR/SDR leadership background with Amy Miller of Celonis

Tue, 29 Dec 2020 20:05:00 -0400

Amy is massively competitive by nature. And has taken advantage of her skills to build a career in sales. Listen as she shares about the following topics.

Helping SDRs and BDRs to personalize From being a peer to a leader in career trajectory The added complexity from 4 direct reports to 10. Coaching the money-motivated rep vs the recognition rep Why metrics are huge in the SDR/ BDR world

S1E194 - How I know when to go for the close with Phil Neizvestny from Aircall

Mon, 28 Dec 2020 08:00:00 -0400

Which role is harder, SDR to AE? The difference between good and great How to move from SDR to an AE $1.2m goal What tactics are you using in 2020 that is working tactically When and how to bring up the competitor. How to handle a transition into sales leadership above them. What sellers do not do well.

S1E193 - Your customer journey is just a series of moments with Nina Butler of Alyce

Mon, 28 Dec 2020 07:30:00 -0400

Always be personal What does over personalization mean What are the dangers of gift-giving. DIfference between lead generation and demand generation What metrics should a demand generation be held to. The department you come out of has nothing to do with you getting a CRO title.

S1E192 - How to create compounding interest in your career growth with host of Millennial Sales Podcast and new Strategic Account Executive Tom Alaimo of Gong.io

Mon, 28 Dec 2020 07:00:00 -0400

How to get over your own fears in sales How I met more people in 2020 from my apartment in my professional How micro-communities will thrive in 2021 and beyond Which prospecting tactics will die off in 2021 What selling Cutco knives taught me about selling. What it takes to build trust with an SDR Why I am not reliant to hit my SDR to hit my number. The healthy dynamic of an SDR and AE relationship Taking the mentor coach approach whether you are an SDR or AE

S1E190 - How much is too much automation in emails with Will Allred of Lavender

Mon, 21 Dec 2020 09:00:00 -0400

Selling the vision over the minutiae as a technical founder Too many easy buttons is not the same as coaching and feedback Can perfection hurt personalization Understanding fair between founders and VCs

S1E191 - What's it like being in sales in New Zealand with Mike Stokes of Indicator

Mon, 21 Dec 2020 09:00:00 -0400

The strengthening of the sales community The two biggest attributes successful sales rep show What does self-awareness mean in sales What's unique about selling into APAC The mood of the sales leader

S1E189 - What real enterprise sales are like with Tony Marshall of Contentsquare

Mon, 21 Dec 2020 08:30:00 -0400

What does fair compensation look like in enterprise sales?

How do you get comfortable asking for 6-figure and then 7-figure deals?

Why I chose to commit to Ultra Marathons

What it means to not rely on SDRs

What makes it advantageous to not hire folks who are "willing" to do their own prospecting.

How do you interview your transactional role into an enterprise sales role

What is your strategy going through procurement

Understanding what it means to move into Latin America

S1E188 - Selling the win and selling the hope with Andrew Sidney of the Detroit Tigers

Mon, 14 Dec 2020 08:30:00 -0400

How to "make time" for training The 7th Inning stretch seller What folks in sports ticket sales is different than Saas. The strategy of selling sponsorships, season tickets, boxes Navigating the competition

S1E187 - Building an environment to help people succeed with Ryan Walsh of RepVue

Mon, 14 Dec 2020 08:00:00 -0400

Just get on the rocketship and hold onThe values of leadership that drive loyaltyAccountability has nothing to do with hitting the numberWhat's wrong with the interview process for salesWhat self-awareness a salesperson should have before taking a roleDefining the CRO roleHow to last longer than the average 18 months as a sales leader How to leave properly after 18 months

S1E186 - Growing up with parents who looked down on the sales profession with Niraj Kapur of Everybody Works in Sales

Mon, 14 Dec 2020 07:30:00 -0400

How to teach people to not be afraid of the phone Navigating seasonality in your business. Understanding rejection early and only.

Biggest mistakes salespeople make on LinkedIn

Everything they teach you in school is the wrong thing

Young people are open to learning except when it comes to picking up the phone. The value of asking, "How much do you want this?"

S1E185 - Balancing a long-term strategy with customer requests with Adam Schoenfeld of Drift

Mon, 14 Dec 2020 07:00:00 -0400

Adam does not describe himself as a salesperson. In fact, he thinks he's not. We think he is, what do you think? Topics include:

How to navigate annual long term strategies with short term goals. Playing to win Elon Musk - The Master Plan Focus on who are we best for How does a VP of sales work internally with a strategy team? How to test the values of a company when a merger could happen.

S1E184 - Goal Setting with Kevin Dorsey

Mon, 07 Dec 2020 07:00:00 -0400

How to set goals What is a vision board and how to use it How to use a 3x3 on daily, weekly, and monthly goals What it means to never miss twice with your goals. Define and writing down your "slight edge" The difference between your quota and your goals Why most people over set goals for 1 year, and underestimate in 3 years. Why you NEVER limit your kid's goals

S1E183 - From curiosity to accountability in growth with Hugo Robinson of Weploy

Tue, 01 Dec 2020 08:30:00 -0400

Learning how to be curious in a leadership role How to figure out where to begin on your own knowledge gaps The incongruence between what you think you know, what you really know, what you prospects think they know, and what they really know. Which means you and your product or service is really much lower someone's priority list than you may think. What you need to understand about selling into Australia / New Zealand What makes the process matter more than the tech.

S1E182 - The power of winning through a team with Mario Martinez of Vengresso

Tue, 01 Dec 2020 08:00:00 -0400

Understanding A-Syncrhonus digital communications What are the right digital communications? Getting the process out of your head onto paper. How long it take your sales career to obtain a true enterprise sales role How to do enterprise selling to the Fortune companies The skills you need to move into Fortune enterprise sales Selling internally at your org is just as important as selling externally to your prospect.

S1E181 - The only way to move forward as a leader with Director of Revenue Performance with Michael Tuso of Chili Piper

Tue, 01 Dec 2020 07:30:00 -0400

How to discover if the objections you hear are real. How much time should be spent on tonality and delivery in sales training How to coach on tonality and delivery in sales training How to build a sales scripting culture What are the skills required for an SDR in 2021 How do you teach reps to be better at writing copy The only way to move forward The metrics to follow as it relates to training and coaching

S1E180 - Progress isn't always about moving forward every time. with DeJuan Brown of Seismic

Tue, 01 Dec 2020 07:00:00 -0400

We can't be human together if you aren't willing to sit in my pain with me. Stop making your decisions based on what you think others want. Getting to the place where you don't give a fuck about other people's opinions. Whistling Vivaldi How a leader helps you build and support your brand. What makes a good community Accepting the mind-shift of 1 step back to 2 steps forward. The gift of gab in sales Leaving and coming back to a company you love The struggle of changing careers and industries

S1E179 - Everything you wanted to know about selling into Europe with Thibaut Souyris of SalesLabs

Mon, 23 Nov 2020 09:30:00 -0400

From QA Analyst to Sales How knowing another language helps in business. How to sell into Germany from the US How to sell into France from the US Why the sales cycle takes longer in Europe How to drive urgency in Europe deals

S1E178 - The DNA to entrepreneurship Kyle York

Mon, 23 Nov 2020 09:00:00 -0400

What tells you they are a good technologist as a founder You work for what you get. The challenge tech founders must face to really be successful Avoiding conflict between departments is the biggest challenge companies may face Advice for building a Revenue Operations team Founder CEOs vs CEOs Lead constrained vs. Feed Constrained The biggest mistakes an early-stage founder makes in the pitch meeting.

S1E177 - The pressure of success as a Founder, Mother, and Wife with Mary Grothe of SalesBQ

Mon, 23 Nov 2020 08:30:00 -0400

The courage of speaking the truth. Build a plan to 50% of yourself, then be happy with The biggest mistakes a founder makes You will only go so far by investing in on the sales silo.What you need to understand If marketing is not making you money, you are doing it wrong.Your data should tell a story, not make a pretty dashboard

S1E176 - What's broken in your CRM with Sara Beam of Virago Ventures

Mon, 23 Nov 2020 07:30:00 -0400

How to avoid field creep in your CRM What you don't realize you are doing wrong in CRM How to choose the right CRM for your organization What owners need to understand about onboarding themselves into a CRM

S1E175 - The greatest skill you will ever have is being your own advocate, ALWAYS! With Gabrielle Blackwell of Gong

Mon, 23 Nov 2020 07:00:00 -0400

The human story of success in business. Understanding the right amount of micro-community engagement. What makes a high performing SDR team Making sure you don't let one person own the air space in the team Managing BDRs in a remote environment Focusing on awareness and maturity impacting others in conversations with your team. What is the benefit to moderate a micro-community channel? How many micro-communities can you effectively be a part of?

S1E174 - All about Revenue Operations with William Jager and Greg Gsell of Salesforce

Mon, 23 Nov 2020 06:30:00 -0400

Why has it taken so long for folks to come around to embrace rev ops? How do you pitch the ROI of rev ops to the higher-ups? How sales ops is different than Revenue Operations. The difference between a VP of Sales and a CRO. How do I hire a Revenue Ops person? What the value of collection of cash is part of Revenue Ops

S1E173 - The value of not knowing what you don't know with Brian Trautschold co-founder Ambition

Mon, 16 Nov 2020 09:00:00 -0400

The value of not knowing what you don't know. Competition is just about product and service overlap The only real competitor is fighting over budget dollars. How do you position yourself as a must vs nice to have. How to quantify culture in the sales organization. Why we stayed away from the VC world Preventing the co-founder fracture Co-founder dating is the worst experience.

S1E172 - LIVE WFH Bonfire Session with Aaron Ross of Predictable Revenue

Mon, 16 Nov 2020 08:30:00 -0400

Don't let your ego get in the way of your learning process How do you manage the What do you do when you are emotionally stuck. Navigating predictable chaos Real tips for forecasting 2021

S1E171 - How to better use Data Analytics when recruiting salespeople with Allison Andrade of Findem

Mon, 16 Nov 2020 08:00:00 -0400

What is the one thing that comes first on your LinkedIn profile under jobs? What are the really good questions to ask your future boss in an interview? I changed jobs, and then the pandemic hit. How do know if you are really in love with your job? A simple exercise to determine if you are really happy.

S1E170 - Everything you are doing wrong or right in your Zoom meetings Susan Ibitz

Mon, 16 Nov 2020 07:30:00 -0400

The specifics you need follow for a good video Zoom meeting How do you replace the handshake with a smile? Interpreting the visual cues in a Zoom call How to respond appropriately to the visual cues your customers give you in Zoom. Sales is a craft, a behavior, and a A different mirroring technique People remember the first part of the meeting and the last part of the meeting Understanding your own dictionary The best strategy for not discounting The best thing to do with the deals that you simply cannot close at the end of the month. Why you need to understand compound questions in your discovery.

S1E169 - Being my best self day to day with Anna Kosior of Ada

Mon, 16 Nov 2020 07:00:00 -0400

What you will learn in this episode: Combating the feeling of research vs. execution The difference between an entry-level, enterprise, and strategic BDRs Navigating the resistance at different levels of gravity in an SDR role The best channel for strategic prospecting When is the right time to ask for the move from SDR to AE? The biggest barrier to entry to building your LI network

S1E168 - How to sell in a highly competitive market Diana Hamister

Mon, 09 Nov 2020 18:34:19 -0400

Its always about the rapport and the relationship Adjusting the sales process during 2020 What it means to have your house in order when hiring salespeople What do you need to be doing now better than before when working with a recruiter? What due diligence means when being a job Your resume is not the most important part of the job search process.

S1E167 - The skills behind the skills with Sales Strategist LinkedIn Amy Franko

Mon, 09 Nov 2020 18:33:29 -0400

What it meant to redefine during a pandemic Self-improvement to thrive moving forward Teaching people to have the courage to take the risk Your prospect really does want to say yes, it's your job to help them get out of their own way. The skills behind the skills Five critical skill sets that rise above the rest What is the top attribute needed in sales moving into the future?

S1E166 - Determination to twist the tools with Ernest Owusu of 6Sense

Mon, 02 Nov 2020 08:00:00 -0400

The 3 D's of the NFL - Debt, Divorce, Dead The next step only takes a bit more effort The difference from good to great to excellence Love to win more than it hating to lose The best way to lead as a manager The culture of FAMILY The Sales Brotherhood and Sisterhood Having a tribe of mentors My favorite social channel approaches for SDRs

S1E165 - Being obsessed with the outcome with CEO James Mackey Secure Vision

Mon, 02 Nov 2020 07:30:00 -0400

Recruiting Ops, the overlooked part of your hiring process Determining what the right team looks like in your organization Knowing your point of impact in hiring for sales people How to define culture in your sales organization Can you teach someone to make decisions faster. Where is the thing that can kill the deal. If you don't know it means you don't know, not that it's not there.

S1E164 - Why pitching in your LinkedIn invitation is ok with The Outbound Sales Martin MacArthur

Mon, 02 Nov 2020 07:00:00 -0400

How to connect your LinkedIn message to your next phone call. How to properly prepare for outbound sales calls How I learned from my own mistakes What are sales organizations doing wrong to make turnover so bad How I've made my blindness my superpower in sales.

S1E163 - 2021 Modeling, Planning, and Forecast with Robert McClaw of BurnRate.io

Mon, 26 Oct 2020 07:30:00 -0400

Robert "hated" salespeople. Didn't like them, didn't want to talk to them, and now he loves them. He loves them because he understands the struggles and pains they have in providing proper guidance. And with 2021 looking like nothing else we've ever seen, he's diving in deep to share some very simple solutions:

How he learned to love sales
Why 87% of sales spreadsheets have errors
Building in seasonality, attrition, delayed product releases, product lines, and market fluctuations
The simple mistake that will kill your career as VP of Sales in your spreadsheet
Your capacity planning is junk science based on simple excel errors

S1E162 - Building a Unicorn with Manny Medina of Outreach.io

Mon, 26 Oct 2020 07:00:00 -0400

Do you ever NOT take the advice of your VCs and what happened When do you lose a VC in the conversation 5 Fundraising tips nobody tells you Strategies VPs of Sales need to have a better relationship with the CEO What's in the Box of Secrets about going IPO that people don't know The best and worst parts of a public rivalry What's a BS question a VC asks you

S1E161 - From AE to BDR with JoBeth Hanak, Founder of Sassy Women

Mon, 26 Oct 2020 06:30:00 -0400

Handling difficult emotions and trusting yourself and the universe What gym membership sales taught me about sellingProtecting your mental and physical healthYou are not your careerSaaSsy Women in Sales Balancing life as a BDR and founderNavigating the job change during COVIDWhy I went from an AE to BDR roleNavigating LinkedIn as a branding and selling tool.

S1E160 - Why I love the player-coach model with VP of Sales Amanda Volz at Born Goup

Mon, 26 Oct 2020 06:00:00 -0400

How many reps are too many when it comes to being a player/coach Branding yourself during your layoff to help find a job. What it's like to onboard as a VP of Sales during Covid The cadence of building work relationships during WFH The one thing all salespeople can do to remove the negative stereotypes

S1E159 - Understanding the difference between a sponsor and a mentor with Christine Rogers of Aspireship

Mon, 19 Oct 2020 07:30:00 -0400

How I chose to focus my sales career focusing on people The best sales close I had with my parents It wasn't the economy it was my decisions that caused us to fail in 2009 The value of real community. How I learned to be more empathetic as a sales leader

S1E158 Keenan on Life and Life with Keenan

Mon, 19 Oct 2020 02:19:28 -0400

Keenan is much more than the smart sales leader most of us know him as. His depth and experiences in life provide so much more than what most of us know. He goes deep and shares some amazing stories:

When I realized I don't like working for other people I can't stand to suck, but I've learned to lose Why people don't bet on ourselves Can we ever get rid of bad salespeople? You aren't as good as you think you are, and here's why.

S1E157 - My struggles with impostor syndrome by Richard Harris

Tue, 13 Oct 2020 01:50:00 -0400

This episode focuses specifically on what it's like coping with impostor syndrome in sales. Seems like everyone can relate, but it is rarely spoken about. You are not alone.

S1E156 - Navigating through the fear of sales with Alex Goldfayn

Tue, 13 Oct 2020 01:48:29 -0400

Alex has a different path to business leadership and coaching. He was a syndicated journalist before his current role. He's learned some amazing lessons along the way and shares them with us. Driving accountability within a sales organization Unlearning behavior around cash spiffs. What a bad pitch looks like from a marketing perspective. What tech founders miss when creating a product pitch What's working in selling in Covid Building perseverance as a child by watching your parents struggle How to coach people through the fear that stops them. Knowing things doesn't do shit, doing things does.

S1E155 - Affecting diversity within the organization with Tiffany Muckleroy at Centre Technologies

Mon, 05 Oct 2020 06:30:00 -0400

Tiffany has an amazing story about going from teaching to sales. She explains the relevance of teaching in sales. She also shares what channel sales really means.

Understanding what its like to be a channel rep Transitioning from teaching to sales What good sales training has in common with teaching. Balancing parenting The internal and external challenges of being a black woman in tech sales

S1E154 - The best use of Slack on prospecting with Alexine Mudawar, Major Account Executive at Displayr

Mon, 05 Oct 2020 06:00:00 -0400

Alexine is a different type of IC. She believes that AE's should be full sales cycle that includes prospecting. Not just prospecting your Top 10, but pure prospecting. She also has some amazing life and sales hacks that helps her get it all done. Time blocking and time management We are all to lazy when it comes to prospecting Breaking down the admin and real tasks of prospecting How her black belt in Tae-Kwon-Do helps her in sales.

S1E153 - How do I vette, interview and hire a good Sales Engineer with James Kaikis

Mon, 28 Sep 2020 06:30:00 -0400

James literally forced his way onto the podcast to have this conversation, and it was absolutely worth it in our opinion. Listen in and hear us discuss: How to measure the value of an Sales Engineer What does Pre-Sales and Sales Engineering means When is right to bring in a Pre-Sales SE to the organization Your Pre-Sales team IS NOT a sunk cost The tactics a Sales Engineer The difference between a Sales demo and a Sales Engineering demo The healthy friction of SEs in the sales process What skills do SEs need to present and Sales Leaders need to understand about each other. How to know if you should be an SE

S1E152 - The SDR role is not transactional with Evan Carlton Director of Development and Founder The Sales Development Coach

Mon, 28 Sep 2020 06:00:00 -0400

Evan is a Sales Development savant. His experience and expertise on leveraging the sales development community is second to none. Join us as we discuss:

Leveraging Sales Development from an expansion effort How AEs can leverage SDR for Airsupport on long sales cycles The lack of alignment between SDR and Senior Management The proper data to use in comp plans for SDR The glass ceiling of SDR leadership

S1E151 - The Extraordinary Sales Habits with Andrew Sykes

Mon, 21 Sep 2020 08:00:00 -0400

Do you have habits or do your habits have you? Andrew Sykes has built an entire business around this and has an amazing perspective on how this affects everyone, including sales people.

In this episode we discuss:

How habits effect your sales cycle
The mindset for self-care.
Habits are compound interest on your growth, understanding the miracle process
Stop focusing on the outcomes we want, as opposed to the inputs
The better you get, the more you need to practice.
And more!

S1E150 - Best "Everything" Advice with Ralph Barsi

Mon, 21 Sep 2020 07:30:00 -0400

A deep and personal conversation with Ralph Barsi that goes way beyond metrics and KPIs. We focused on his passion for drumming, first demand gen job, and first real sales job at UPS and... Ensuring alignment across departments with sales Navigating the 2020 challenges as it relates to sales performance conversations How will you handle the struggle and how do you see yourself on the other side. How Accounts Receivable for delivering newspapers The difference between being on a team and being a part of the team

S1E149 - How to identify your own value during your job search with Darien Pascuzzi

Mon, 21 Sep 2020 07:00:00 -0400

Do you know your super power? Darien knows hers and she teaches you how to find yours.

Digging your way out of burnout The single biggest mistake you are making on LinkedIn recommendations How to prepare for your interview Owning your confidence in your interview process What does a good hiring process really look like ATS is largely broken in the recruiting industry Is your ATS really your CRM in recruiting? How to save the sale with your customers How an HR person uses LinkedIn from a sales perspective

S1E148 - Sales is a Thinking Process with Mike Simmons

Mon, 21 Sep 2020 06:30:00 -0400

Mike is a highly sought after sales leader. He brings amazing perspective and energy to the process. Join us as we discuss: Finding the catalyst of your sales deals The Free Me, the Inexpensive Me, and the Expensive Me

S1E147 - Compensation mistakes around the land and expand model with Megan Bowen, Chief Customer Officer at Refine Labs

Mon, 21 Sep 2020 06:00:00 -0400

Megan is fiercely competitive. Self-described as bad winner and a sore looser. But over time she's learned to harness this energy to continually grow and build tremendous revenue teams. What it means to have high emotional intelligence that are better than closing skills Creating the cross-functional collaboration of revenue and marketing teams How do you set expansion quotas appropriately Why variable compensation for Account Managers and Customer Success is the wrong idea. How to personalize and contextualize Build the round about, not an intersection How and why to get sales to be involved in the first 30 days.

S1E146 - 2020: the year of doing all the things I don't want to do with Ashleigh Early

Mon, 14 Sep 2020 07:30:00 -0400

Why a debate and drama background to make Learning to read the judge in your sales meetings Moving from Silicon Valley to the Research Triangle It's always about going back to the basics Work friends can be real friends Best advice to women in sales

S1E145 - The underbelly of being a VC with Michael Brown

Mon, 14 Sep 2020 07:00:00 -0400

The painful parts of being a VC What is the right pattern recognition VCs keep How the board / CEO dynamic that affects Understanding the present market vs future vision Is there a desire of vertical-specific type of investments The affects of COVID19 on the VC world What it means to be an entrepreneur when you pitch to the VC

S1E144 - Why you should solicit failure in sales with Gina Trimarco Chief Results Officer at Pivot10Results

Mon, 14 Sep 2020 06:30:00 -0400

Focusing on results People want results more than anything The value of how improv is a natural part of sales Being a good listener, good observer, tap into your emotional intelligence is the same in improv and sale

Using improv to build culture and leadership How to manage the uninvited flirting for women

S1E143 - Should you outsource your SDR team with Nimit Bhatt of Memory Blue

Mon, 14 Sep 2020 06:00:00 -0400

The one tool you must have in your tech stack The SDR is the hardest role

How to not get bored talking about the same product and service Managing SDRs coming right out of college Why SDRs are being more humble in the interview process The creative strategies are breaking through the noise in prospecting.

S1E142 - Being the Only with Kevin KD Dorsey

Fri, 11 Sep 2020 17:34:11 -0400

Have you ever been the only? This episode was originally recorded in January 2020, long before Breonna Taylor and George Floyd. We are re-releasing this episode because we feel its a story that needs to important not be heard for the first time or for a second time.

S1E141 - Stop saying the right things to the wrong person with Ryan Staley of Whale Boss

Mon, 07 Sep 2020 07:00:00 -0400

Ryan has spent his career learning the right approach to building and executing enterprise sales. Join us in this episode as we discuss the following:

The definition of grit in sales. Solving the revenue by focusing on system execution and process How to cross pollinate in the deal cycle with Enterprise sales Working through the legal redlining in the deal cycle Managing the sabatiour of your deal? How do you structure comp on 7 and 8 figure deals. What it takes to keep someone engaged in training. Building the ramp of year long sales cycle

S1E140 - The hidden talk track of top performers with Lisa McCleod

Mon, 07 Sep 2020 06:30:00 -0400

10 years ago, 2010, Lisa faced one of her biggest hurdles in life based on the Great Recession. She shares a ton of wisdom and knowledge on sales, life, maturity, family, and so much more.

Being a service bigger than ourselves, is the meaning of life. Moving your relationship beyond transaction with your employees. You can be competitive and compassionate as a sales person You don't have to have passion for the product or service you sell to be successful What does it mean to sell with a noble purpose. Identifying the top performers differentiation. Mental talk track of top performers

S1E139 - The definitive guide to sales leadership with David Weiss of Outreach.io

Mon, 07 Sep 2020 06:00:00 -0400

One of the most interesting conversations around sales, leadership, and life during a pandemic.

If you are still jealous when someone else wins, you aren't ready for leadership. What you can learn about sales working at a large Fortune company Why I won't travel for sales unless its a qualified deal. The buyer should always be in charge of next steps. The goal of "Psych and Sales" You cannot outwork Covid and you need to pay attention You are not your number Open communications Redefining what good looks like The highest earning potential with lowest barrier to entry

S1E138 - Selling the outcomes with Jake Dunlap of Skaled

Mon, 31 Aug 2020 19:16:06 -0400

Jake is a provocative thought leader when it comes to sales. He's learned how to see the big picture and apply in tactical ways. He shares that with us on this episode, including

What you learn from transactional sales in an enterprise sales motion
Coaching to skills over everything else.
Creating social proof on your sales team.
Learning the art and applying the science in sales
The justification of scripting in sales
You cannot coach those who don't want to be coached
Driving strong content as part of your process

S1E137 - Why I spoke out in this time about misogyny in sales with Rachel Mae

Mon, 24 Aug 2020 18:20:48 -0400

The title says it all, and there's more to the story too.

S1E136 - Where do you go to learn about being a CRO with Zorian Rotenberg, CRO Infotelligent

Mon, 24 Aug 2020 18:19:21 -0400

A self-proclaimed math geek, Zorian answers the pivotal question, is sales an art or a science. And he discusses the following sales topics too:

How to quantify an effective phone call Is sales a science or an art What to do your first 90 days as a new VP of Sales How can CEOs have a better relationship with heads of sales, CROs, etc. The reason for a chief revenue officer role

S1E135 - Why marketing should be running your demos Olivier L'Abbé of MetaData

Mon, 24 Aug 2020 18:16:03 -0400

Olivier has spent time at some of the best and brightest startups. Glassdoor, G2, and others. He now he's the President of Metadata.io and has solved the sales vs. marketing dynamic. Join us as we discuss: How do you measure the start of the sales cycleUsing FOMO to drive business How the recruiting process is changing in sales The value of having a sales background when running a company The only difference between traditional sales and fund raising sales cycles is mindset.

S1E134 Understanding Scale with Paul Salamanca with Security Scorecard.

Mon, 17 Aug 2020 17:53:59 -0400

Which types of VPs of Sales gain the most respect and promotions.
How do you build a forecast when scale is desired but hasn't happened yet.
Why should a sales leader have a podcast?
Best ways to help someone find a job, move from SDR to AE
How to ask for a raise during a pandemic

S1E133 - The ultimate definition of a bad sales pitch, "So What?" with Jacquelyn Nicholson

Mon, 17 Aug 2020 07:00:00 -0400

Jacquelyn sold the internet, literally, back in 1995. She's got so much perspective on sales, culture, sales engineering, success, and being a woman in a male-dominated industry.
- I swore I would never sell the way I was sold to
- The difference in sales and sales engineering
- Transparency wins the day in sales
- When do you really need a sales engineer
- How do you know you are in a toxic environment?
- The definition of culture is not whether you like people but what it takes to get things done
- If you don't expect them to show up at your funeral, then give them the appropriate amount of attention.

S1E132 - The 3 Pillars of Success in Sales with Karen Dunne-Esquire from Elation Sales

Mon, 17 Aug 2020 06:30:00 -0400

A self-described nerd and book junkie. In this episode we discuss:

The passion for selling came from seeing the response
Balancing building a brand new business with a 2-month-old
How to say "No" politely.
How to go from solo-preneur to 11 employees in less than a year
The 3 pillars of success in sales
The biggest difference between sales in the United States and UK and EU
How to differentiate yourself in a crowded market
What to do if you feel you are being undervalued or underpaid
Don't feel like an imposter before you try and fail

S1E131 - Why your diversity and inclusion program is all wrong with Madison Butler The Blue Haired Recruiter

Mon, 17 Aug 2020 06:00:00 -0400

When I grow up I want to be like Madison Butler. Authentic, Self-Aware, Helpful, and Honest. We go deep on so many great topics in this episode including:

Recruiting is so broken it's disgusting
You cannot use technology to solve human problems
It's harder to fix things when you've already built a bad foundation.
Defining Code-switching and pet to threat
Why your Chief Diversity Officer is failing
Defining Unconscious bias, willful ignorance, racism
Mentor vs. Sponsor and why you need both

S1E130 - At six, I decided to be the boss with Catie Ivey, RVP of Sales at Demandbase

Mon, 10 Aug 2020 06:30:00 -0400

At six years old Catie told her mom "I will be the boss" when you hear this episode you will understand. She's a natural-born leader with amazing insights into these topics: The value of lateral relationships in the workplace Choosing the right company means knowing what you are good at Creating and supporting a network of women in sales The challenge of running sales and customer success What it means to scale and grow in a strategic manner What it means to lead a team at 18. The real definition of ABM What questions should we ask to help better define your ICP Do you start SMB and work up-market? Do you start in Enterprise and work your way down?

S1E129 - The Victim mentality vs Warrior mentality with Glenn Ladd

Mon, 10 Aug 2020 06:00:00 -0400

Defining Grit in sales Don't take on the victim mentality of proactively procrastination. How do you find the right place for you in tech and sales I had no idea what sales entials, but I love it. Being competitive towards oneself vs. competing against others. Going out there with nothing to hide behind. You gotta show up if you want to be successful

S1E128 -Good intentions are not enough to make a difference with Sam Nelson of Oureach.io

Mon, 03 Aug 2020 08:00:00 -0400

The guy with blue hair on LinkedIn, yup, that was our guest and he dropped some amazing knowledge around, startups, successes, failures and so much more, including:

How to handle the hot mess of LinkedIn The quiet killer of SDR teams How is the SDR role evolving How to support a culture of caring for the world What it means to take a step back to take a step up.

S1E127 - Making the case for sales ops and revenue ops with Hannah Duncan

Mon, 03 Aug 2020 07:30:00 -0400

Hannah says the competition of being a professional dancer are a huge reason she likes sales. Join us as we chat with her to learn about: Good data vs bad dataThe difference between sales operations and revenue operations What do you do to bridge the gaps between departments

Making the argument for tools in the stack Tips for working with vendors Tips for growing you ops team What does a good demo and a bad demo look like

S1E126 - The first line of communication for IBM Sales with Rahki Voria

Mon, 03 Aug 2020 07:00:00 -0400

In 1st and 2nd grade Rahki put her lemonade stand on her red wagon and realized the best place for her stand was to roam around. She found a construction site, figured they'd be thirsty, and the rest is history. Join us as Rahki shares amazing stories and insights including: Relationships are the true currency Why women should consider a career in sales How to hire 2000 people in 3 years Best sales hire come from non sales backgrounds What does digital transformation mean Women of IBM Co-Chair

S1E125 - Why your variable compensation plan is all wrong with Todd Caponi

Mon, 03 Aug 2020 06:30:00 -0400

Todd is a self-admitted sales nerd. And we love that! He's not only spent time teaching people how to sell, but also how to really engage a sales mindset for the 21st Century Did you know

82% of people read negative reviews first Imperfection sells better than perfection What it means to sell with empathy How to build an outbound The first 10 words in an email are the most important. Adding value without an ask

S1E124 - My hell yes or heck no. with Liz Wending

Mon, 03 Aug 2020 06:00:00 -0400

Stop being self-serving in your sales messaging My first big deal was in kindergarten I fell in love with sales when I started teaching others. Too much of a Changing the words coming out of your mouth Listening to your head, your heart, and your gut. You must have a "you focused" part of your life to be successful People don't want to be served, they want to be aligned.

S1E123 Are you smarter at sales than a 6th grader with Riley H

Thu, 30 Jul 2020 07:00:00 -0400

What does a kid do during a global pandemic do when he gets bored. Start a business of course.

In this episode, we interview a young man who did just that. He created www.readingbuddy.co to help kids, parents, and World Central Kitchen.

Riley shares:

Creating a business

Creating a process

What part the process he hates

What part of the process he likes.

S1E122 - If I'm under estimated thats the best place for me to be with Camille Clemons Director of Business Development and Cohen and Company

Mon, 27 Jul 2020 10:00:00 -0400

Camille isn't our traditional podcast guest, which is what makes her such a great guest. We definitely talk about business, but we also dive deep on humanity, parenting, family, and so much more.

Using video prospecting in an old-school industry Rules for using video The long way is the short way Work hard and be nice The moment you compare yourself to someone else is when you start to lose.

S1E121 - Navigating the "blame game" between sales and marketing with Kyle Lacy CMO of Lessonly

Mon, 27 Jul 2020 09:30:00 -0400

Why your e-book downloads are not MQLs What makes companies "break down" at the top of the funnel? The reasons for bringing the SDR team under marketing What is brand marketing What it means to ask for vesting shares on secondary markets What does "scaling" marketing and sales really mean? Why you should ask your team members about the kids.

S1E120 - The two best LinkedIn Strategies you've never heard about with Chris Walker CEO & Founder of RefineLabs

Mon, 27 Jul 2020 09:00:00 -0400

Chris Walker is a growth marketer, but don't let that fool you. He is all about driving revenue and creating new and unique strategies. He shares a ton of insights in this episode including: Is marketing getting better at selling or is sales getting better at marketing? The intuition behind being great at demand gen Best tip for salespeople in sales to learn and use for demand gen and branding Staying focused on the long game My scariest moments as an entrepreneur You need to understand common sense, not just attribution Understanding the value of video

S1E119 - From SDR to Comedian to Sales Trainer with Jon Selig

Mon, 27 Jul 2020 08:30:00 -0400

Jon Selig, perhaps the funniest person in sales and sales leadership joins us for a serious conversation about the right and wrong ways to use humor in your sales process. Join us as we discuss: Why Quebec is the Austin of Canada The difference between selling into Canada and the US Comedy in sales is about more than just prospecting. You have 12 seconds to get someone to like you. If you're going to be in sales you need to be comfortable eating a sh*t sandwich.

S1E118 - From Teen Mom to SDRDefender with Nikki Ivey MTrain and SDR Defenders

Mon, 27 Jul 2020 08:00:00 -0400

Nikki leaves it all on the table in this episode. We cover just about anything you can think of in relation to sales and life. Gender, Race, #MeToo, TeenMom, Mental Health, and so much more. My #MeToo moment in sales The joys and pains of being in sales How my Kindergarten teacher taught me the value of communications Sales is more than just about communications. I was a teen mom of color who graduated from college How to be intentional with yourself and mindset. How to choose the right battles to fight.

S1E117 - How to find your sweet spot in sales with Galem Girmay of Flywire

Mon, 27 Jul 2020 07:45:00 -0400

Galem Girmay is one an amazingly smart woman. She's knowledgeable about sales and life to say the least. She shares it all with us including:

How to determine which selling cycle is best for you How I got better at discipline in work and life. What I learned about sales and life since the pandemic started Building an online sales community What I gained by giving up Netflix in sales Navigating racial justice in the 21st century How do you get started building confidence to simply get started Working towards inbox 0.

S1E116 - Understanding Social Reciprocity with Ethan Beute Chief Evangelist at BombBomb

Mon, 20 Jul 2020 08:00:00 -0400

The essence of the evangelist If you are innovating you must be evangelizing (5 min) Innovation is solving a known problem in a new way. Solving a problem people don't know they have (6 min) The criteria to be a Chief Evangelist Leveraging a Chief Evangelist in a sales department What is good video prospecting Social Reciprocity

S1E115 - Priming your mind for the phones with Marcus Chan of Venli Consulting Group

Mon, 20 Jul 2020 07:30:00 -0400

How you say it is as important as what you say Teaching and coaching inflection Priming your mind M5 System Coaching on an individual basis Learning to sell by selling speedos Preparing for entrepreneurship

S1E114 How to be in the moment when we need to be - Jason Gant

Mon, 20 Jul 2020 07:00:00 -0400

How to improve your focus in the difficult moments.Being in the present moment How to stop being overwhelmed Handling high-intensity moments Mindfulness is all about awareness Awareness of mind, body, and surroundings with an attitude of curiosity and kindness Not trying to fix anything, it's about changing my relationship with something. The difference between mindfulness and meditation VUCA - Volatile, Uncertain, Complex, Ambiguity

S1E113 - Why Sales is not a numbers game with David Walter

Mon, 20 Jul 2020 06:30:00 -0400

Understanding your belief system is your key to success Why the objection "I'm happy with what I have" is a great sales indicator Claim your qualities Getting over the fear of being terrified of calling your list How to effectively NOT use voicemail How to qualify your list

S1E112 - Alway s ask for what you want with EVP of Global Marketing Allison MacLeod of Flywire

Mon, 20 Jul 2020 06:00:00 -0400

Allison is a Global Marketing Leader, wife, and mom of 3 boys. She shares her wisdom on making it all work. And she's also a big advocate of sales and marketing working well together. What's your bumper sticker for your career? How marketing can help sales reps with individualized demand gen Leveraging your customers during a downturn to help them which helps you. What happens when your SDR team is not You can't go global if you don't trust your team. Should sales people become demand gen for themselves How to move from sales to marketing in my career

Is the American Judicial System Rigged?

Mon, 20 Jul 2020 05:18:52 -0400

This is an episode of MillennialX Coffee Talk. It's a conversation about the American Judicial System with a public defender of 35+ years experience making sure people get fair trials.

Listen to this discussion to learn more about how jury trials are not really "of your peers". What kinds of legislation is necessary to improve racial equality on juries, and a bunch more.

S1E111- Getting Hired The Unconventional Strategies work Austin Belcak

Mon, 13 Jul 2020 07:00:00 -0400

Austin has cracked the code on getting deeper into the interview process and shares his unconventional methods with us. Check out this episode and learn about the following: Yes, build a deck to send as part of your interview process Treating your job hunt as a sales process Understanding their needs to add value How to actually do referral marketing in your job search How to stand out as an executive in your job search The 1% Rule Adding value by saying, "Yes and..." The Rule of Reciprocity How to write a good LinkedIn post.

S1E110 - How to leverage your own impatience in a sales role with Sr. Biz Dev Mgr Josh Roth of WalkMe

Mon, 13 Jul 2020 07:00:00 -0400

How to have a genuine sales conversation that benefits both parties.

What it's like to start a new job and one week later a pandemic occurs.

What it's like being a sales rep for a professional sports team (NY Mets)

What do you do when your competitor is WAAAY better than your product?

S1E109 - How Sales is the most democratic career with Former VP Sales Eventbrite Chloe Stewart

Mon, 06 Jul 2020 06:00:00 -0400

Managing global time zones in a world wide sales organization What it means to have a Center of Excellence in sales Why the VP of Sales role can be very lonely Forced into a career sales because of the Great Recession The advice to give someone looking for a job during a pandemic The core challenge to promoting diversity in an organization

S1E108 - The Secret Birthday Episode with Scott's Mom, Dad, and Brother

Mon, 29 Jun 2020 06:00:00 -0400

Laughter, Tears, and Joy.

Unbeknownst to Scott, I reached out to his family to learn more about him. What built his character? Was he always so competitive? Was he always the magnet he seems to be? And who should play him in a movie about his life?

S1E107 - Understanding Field Sales with Brian Potter SAP/Concur

Thu, 25 Jun 2020 06:30:00 -0400

Navigating the sales cycle during a crisis What does qualifying for President's Club The Good and bad of working for a global organization Do I stay an IC or move into management? Performance, Impact, and Exposure What to ask those senior executives when you have those moments Shifting from a big company to a startup Shifting from a startup from a startup

S1E106 - Understanding the miss-fits in sales with Larry Long Jr

Thu, 25 Jun 2020 06:00:00 -0400

Why sales is like match-making How to ask the right questions in the interview Transitioning from Life After Sports Ageism in sales Changing hiring practices Why not having a college degree is better than having a college degree in sales. What it means to have commission breath.

S1E105 - The difference between Millennials and Gen Z in sales Dr. Howard Dover, University Texas, Dallas

Mon, 22 Jun 2020 07:00:00 -0400

Dr. Howard Dover has an amazing perspective not just on sales but also on the generational aspects of salespeople. Join us in this episode and you will learn about:

Gen Z is coin-operated and isn't looking for trophies. We let people do it stupid very, very long. The sales and academia relationship. How to teach someone the numbers side of sales. How sales really rocket science. My first sales job was selling junk mail to my neighbors.

S1E104 - What it means to sell with purpose with Blake Hudson Sales Manager of Victory Lap

Mon, 22 Jun 2020 06:30:00 -0400

Immediately a Top 5 All-Time Surf and Sales Guest. Stop reading this, just listen, and you will agree.

How to set the vision as a sales team of one. Understanding your Gratitude Gap What running for state senate at 24 taught me about sales. Democratize the sales profession A strong sense of mission 5 Love Languages You are an expert on you. Grab 2 and Go Equality vs Opportunity

S1E103 - The top performer you have to terminate on your sales team. CEO Kate Lewis of e4enable

Mon, 22 Jun 2020 06:00:00 -0400

Numbers are only a part of the story.

Defining what good looks like and how to drive to it. How do you really instill change in the organization?R Removing "the Can't" excuse

How to properly shield your team from the pressure and get them to still perform The Co-founder wife and husband relationship Developing a new sales team during a remote environment Finding the micro-moments that build culture What coaching first really means in sales

S1E102 The 3 sentence cold email approach - James Bawden

Mon, 15 Jun 2020 06:30:00 -0400

James Bawden is passionate, not just about sales, but life. And it comes through fully in this episode, we explore the following:

How to make sales training fun and interactive What is a does a great morning standup look like How to conduct training througoutt the week.

Training can be based on calls, activities happening, not just the pitch. The Lunch Break Podcast

S1E101 - What the best Sales People, BDRs and SDRs do to succeed with Alex Olley

Mon, 15 Jun 2020 06:00:00 -0400

Alex Olley brings an awesome perspective to sales. His background as a lawyer and musician make him very different than anyone else we've ever spoken with. Join us as we discuss:

The biggest mistakes of corporate gifting What it means to be a Founder and BDR beyond empathy Its way more than leading with empathy. Other prospecting channels beyond phone, email, and LinkedIn Using direct mail the right way to get attention. Using a sequence to tell a story. Moving from the athlete sales person to different background

S1E100 A frank conversation about the world with John Barrows

Tue, 09 Jun 2020 07:00:00 -0400

John is one of the leading voices of sales and leadership in the world. He's open, honest, and direct about everything, and this episode is no different. Listen and Learn:

Agility is the new competitive advantage with John Barrows
Shrinking the delta between idea and action
Stop doing what you're supposed to do
The phone's not dead but it's a nightmare right now.
Don't be a lazy manager
Why Friday is Myday
EAT -- Effort, Attitude, and Treat Others
White Privilege
Black Lives Matter

S1E99 - The Origin of the Surf & Sales Partnership plus Breaking the Salesperson Stigma with Travis King and Kevin Mulrane

Mon, 08 Jun 2020 06:30:00 -0400

During this special episode of Surf and Sales Podcast, your co-hosts, Scott Leese and Richard Harris connect with life-long learner Travis King, and sales leader Kevin Mulrane. The world is evolving, especially the world of sales, but how can we get rid of the stigma around a sales career?

Here are a few of our favorite points we discussed:

How Scott and Richard's opposite personalities attract and work well for their partnership
1. Scott - full speed ahead
2. Richard - more conscientious/better at slowing down
3. Scott kicks Richard in the ass, Richard pulls Scott back a bit
1. People typically just fall into sales, but to get more people interested in the career we have to get rid of the stigma around it.
2. It's not just something to get you by for a few years, there can be a career path within sales, and we have to educate people on the possible paths you can take
3. Everyone you know is in sales and it starts at a very young age. You are always selling or convincing someone of something
How to get college kids interested in a career in sales
1. Using videos at different parts of the sales cycle, not just to get leads
The evolution of sales/what sales might look like in the future

S1E98 - Laying the groundwork for selling your company with Elias Rubel of Matter Made

Mon, 08 Jun 2020 06:00:00 -0400

Elias Rubel is the leprechaun of start-ups. After listening to this episode you will understand why. He's got a fantastic success story and shares practical tips to helping you grow your job, role, career, company and having a good exit strategy.

How to learn that perfect doesn't matter.
What it takes to sell the business
The nightmares between sales and marketing and how to move forward
MQLs are the scourage of the earth in business metrics and compensation
The challenges of non-marketing founders
It's not just a transaction
How interviewing Holocaust survivors prepared me to be an entrepreneurial

S1E97 Healthy Headspace Selling with Alex Smith of Headspace

Thu, 04 Jun 2020 02:25:00 -0400

Alex Smith is a true advocate of healthy work environments, and proper work life integration. She walks the walk - working for both Headspace and UnCrushed to encourage conversations around mental health and sales. She is also a powerhouse sales leader, super positive and full of killer insights into the world of sales. In this episode you will hear her talk about:

Free offers from Headspace
How being a performer [singer/theatre] prepared her for a life in sales
Why stubbornness might be a key to getting a sales hire right
Selling something you believe in increases your tolerance for work B.S.
How to sell into HR departments
Empathy is hard to learn if all you are is tactical

S1E96 - Different Approaches to Social Selling with Ian Moyse EMEA Sales Director Natterbox

Thu, 04 Jun 2020 02:15:00 -0400

Why is EMEA/ UK "behind" in Social Selling? Origins of Social Selling The Changing Dynamic Why Marketing should not control your personal LinkedIn brand Measuring success on LinkedIn is worth it.

S1E95 - I am not Idle with Amy Quick

Mon, 01 Jun 2020 07:00:00 -0400

Being self-aware to know the deal cycle you will thrive in Life is a series of adventures and challenges. What I learned about sales while being a professional equestrian How my personal brand has helped me drive real revenue. Finding the quirky people on LinkedIn Who's gonna save you from yourself?

S1E94 - Blake Johnston of Outbound View

Mon, 01 Jun 2020 06:30:00 -0400

Blake Johnston has a background in marketing and sales which gives him a unique perspective on being a CEO. In this episode hear his views on:

Strengthening the relationship between Founder/CEO and the VP and Sales. The good and bad of being a CEO with a sales and marketing background What does Top of Funnel Activities really mean? When should you hire an outsource top of funnel lead gen agency What is the difference between onboarding and ramp when working with an outsourcing agency Training and onboarding your sales team in a remote environment. How should marketing be measured and compensated

S1E93 - Sales are much more than just a performance mindset with Joy Hewitt-Carvajal of The Sales Rebellion

Mon, 01 Jun 2020 06:00:00 -0400

Joy sold dirt at 8 years old, and that's when she knew she'd be in sales. Join us in this conversation as we discuss this and a bunch of other amazing thoughts from the Sales Rebellion including: How to get more out of virtual training I run at life, not from it. Sales are much more than just a performance mindset Understanding intention and performance It's not about what happened, its how you respond to them The need for collaboration in sales Using the power of suggestion in sales I went camping because I washed cars My first sales job was selling compost door to door at 8 years old

S1E92 What it takes to get that 7 figure executive salary with George McGehrin

Tue, 26 May 2020 07:00:00 -0400

George McGehrin had it all, and then he lost it all. All the money, all the houses, all the cars. Instead of giving up, he rebuilt it. Learned from his mistakes, and thrives with a new view on building a business the right way. Join us as we discuss: The future of texting in sales Tips for being an entrepreneur Why it's important to keep track of the math. Business success will be based on your process. The customer comes first the money comes later. Do I really have to take 5 calls?

S1E91 Way Beyond Customer Success with Nick Mehta of Gainsight

Tue, 26 May 2020 06:30:00 -0400

Nick Mehta is simply a beautiful human being and he's built that way from the inside out. This episode will prove it to you and we go way deeper than a typical Customer Succes conversation. Hear his opinions on: What it means to stop chasing bad money How to manage the bad customer Your employees will see every time you don't live up to your own company values The single thing that will your company culture Differences in customer success community vs. the sales community Leading from the front in cross sell sales or customer success How do you find the executive market fit. Free CS Training by Gainsigh

S1E90 Your Bounce-back Ability with Jules White of Live It, Love It, Sell It

Tue, 26 May 2020 06:00:00 -0400

Jules White has faced some serious life challenges both personally and professionally. She's also bounced back to become more successful than ever. Be sure to check out this episode where she shares What it means to have a personal brand Where does your "personal brand" come from Your journey defines your brand You always choose how you feel about something Getting beyond the "old school" sales methodology What are the pivots folks are making for the COVID The changes you make to go from outside sales to inside sales How to prepare for a TedX in 7 days.

S1E89 - Everything you wanted to know about sales with Sara Levinson

Mon, 18 May 2020 08:30:00 -0400

The moment you hear Sara speak, you become instantly hooked. Her experiences in sales are the ones we all love hearing about and she was kind enough to share them with us, including:

I was anti-coaching UNTIL... People that care about you will care to the coach about you and want you to get better. Company culture contributes to burnout How I make sure to not Burnout The complexities of closing 6-figure vs. 7-figure deals Painting the picture of how good a business could be. I don't laugh when discussing pricing People who grew up without money makes it How to determine if the company Women in Sales

S1E88 - The Struggle to Breakthrough w/ Brian Smith Jr.

Mon, 18 May 2020 08:00:00 -0400

Brian Smith Jr. is a man who has overcome more than most. But he is also human and knows what its like to ride the highs and lows of sales. This is a portrait of a salesman who is fighting his way out of a slump, burnout, and rejection. We've all been there - and its an important subject to cover. Brian talks candidly about:

Considering quitting sales when the highs were not high enough
Why a supportive partner is key to pushing forward
The demoralizing effect of b.s. KPI goals
Failure tells you what you need to look out for and work on
The differences between SDR/AE/Channel/Leadership and why SDR is the toughest role he has ever had
Why diversity matters and how he has been affected by it
How finding patterns and identifying attributes has helped him get back on the horse

S1E87 - Making Bolder Decisions with Mark Roberge

Mon, 18 May 2020 07:30:00 -0400

NOT your standard Mark Roberge interview. Mark is not your typical "sales leader". He did not come up through the ranks of sales, Yet, he's become one of the most thought-provoking sales leaders in the business community in the last 20 years. We went deep with Mark on a ton of stuff including: Is the 1-year cliff, 4-year vest a broken model? How to survive past 18 months as a VP of Sales What is your CEO's one Get Out of Jail card? How the current generation is better positioned than any other to tackle world problems. Why larger deals are closing faster during and post COVID How to Baby-Step your tech-minded founder to better understand sales Purebred VP sales must be more analytical, but need to understand Ops Defining sales against to revenue, growth, and goto market

S1E86 - Understanding Content-Based Networking with James Carbary Sweetfish Media and B2B Growth Show

Mon, 18 May 2020 07:00:00 -0400

If you ever wanted to know why podcasting is not that hard, then this is the episode for you. James fully admits sales is not his strength and that's why he hired someone else to do it and watched revenue triple.We spend some time with James talking about sales but we also spend a lot of time talking about the right way and wrong way to do a podcast.

What to look for in your second sales hire a candidate? Why SDRs should be more like journalists than salespeople How to leverage your podcast content across various platformsWhat you should know when starting a podcast for your business? What should you brand your show around as you build a podcast audience?

S1E85 - The Entrepreneur's Godmother with Alison Edgar

Mon, 18 May 2020 06:30:00 -0400

Are you being your best you and do you believe it Sales and customer service are exactly the same thing. How I managed my dyslexia to be my superpower Leveraging your self-awareness to find and fill your gaps to be successful Nobody knows what you meant to say, so know your content Building a brand by standing out consistently How to keep your cool when you go to 10 Downing Street What it means to be soft and strong in sales

S1E84 - Navigating the "no budget" conversation with Richard Smith Co-Founder Head of Sales of Refract

Mon, 18 May 2020 06:00:00 -0400

The person who says "no budget" actually has no control over the budget. How to sell when there's not a line item in the budget for their serviceHow to get your champion to go and have the right budget conversation when you aren't there. What's like being a tech entrepreneur in UK? How to find that trust when seeking a co-founder.

S1E83 - Resilience in sales through mental health with Jeff Riseley of The Sales Health Alliance

Mon, 11 May 2020 08:00:00 -0400

Jeff has been through the ups and downs of sales so much that it gave him panic attacks. He realized that sales was crushing him more than he was crushing the number. Join us as he shares his thoughts on the mental wellbeing in work and sales in a post-Covid era and beyond.

The top rep on paper, and panic attacks and downward spirals

How to cultivate a sales environment respecting mental health and metrics

Stop basing sales success on outcome-based only

Focus on Growth, Learning, and Effort

What should reps be measured on instead of outputs

Treating your teams like corporate athletes, not just a number of leading and lagging indicators

Redefining micromanagement in a healthy way.

Understanding burnout

Using stress and anxiety to your advantage

S1E82 - Building World Class Sales Organizations with Steven Norman

Mon, 11 May 2020 07:30:00 -0400

Steve Norman is all about planning. Planning for now, and planning for the future. Be sure to check out this episode and learn how Steve plans around these ideas:

Why changing talent is the best thing to change first when sales are slumping Stop hiring for the next territory every time you want to grow revenue. Your job description should evolve. Proper structure of a sales interview process What makes a great salesperson. Personality is more important than the customer. How the buyer journey is still shifting How to sell working from home

S1E81 - Does Brand Trump Acumen w/ Sam Dunning

Mon, 11 May 2020 07:00:00 -0400

Sam is the Co-Owner and Sales Director at WebChoice, and is in his 4th stink at the company. From being a teenager playing video games all day on the couch, to selling cameras in a retail store, to successfully selling around the globe, Sam has worked hard to build the acumen to stand up a brand upon. But has brand become more important than acumen?

Hear his take on this question and others like:

Is getting people to spend money right now impossible?

Do inbounds still need discovery? [Hint - yes!]

Why does selling cameras suck so badly?

Do customers really understand their own budgets?

What is a recent mistake he made that he is still learning from?

How come some orgs still take too long to respond to inbounds?

S1E80 - How and where does Revenue Ops sit in the organization with Kyle Coleman VP Revenue Growth and Enablement at Clari

Mon, 11 May 2020 06:30:00 -0400

Kyle was the middle child and this made him perfect for leadership. Combine that life experience with a degree in psychology and you have the perfect mix for someone to lead a Revenue Operations team

How not to create silos

Where does the revenue department sit?

Defining Success for Marketing

The value of a psychology background in business

Developing a fluid language between sales and marketing

Should you use emojis in your LinkedIn posts?

What does good career pathing look like for SDRs

S1E79 - Why has academia ignored sales, until now? With Dr. Richard Conde, Phd from the University of Houston Downtown

Mon, 11 May 2020 06:00:00 -0400

Dr. Conde was always a bit competitive, was always hustling to get ahead. He's run inside sales teams upward of 400 people for global organizations. Now he's got his Ph.d, literally and helping to grow the profession academically as well as within the overall sales community.

In this episode we discuss Why Inside Sales is more complicated than outside sales. What does the future of sales look like? How Industry and Academia can improve the sales community through partnerships What it means to maximize action with information How and why correlation can be better than conversion

S1E78 - "You're in the people business" w/ Costas Perkas

Mon, 04 May 2020 07:30:00 -0400

Costas has run sales teams in North America, the UK and SE Asia, originally hailing from Greece while now living in the UK. To say he has a good grasp of global selling and recruiting practices would be an understatement. He was also the one who came up with the Transatlantic Takedown idea. He is passionate about coaching, training and developing his team members; and you will hear him drop pearls of wisdom throughout this episode. Some highlights are:

The joy in hearing from old colleagues and the impact you've made
Why he asks himself "would I hire this person at HQ?" before every satellite hire
How process helps you develop people and why caring for your people matters now more than ever
The time he was somebody 1 phone call when they found themselves in some trouble
If you want to know who to hire - look for somebody who is Smart, Coachable, Curious and Optimistic.

S1E77 - Why it "Doesn't hurt to have a chip on your shoulder" w/ Lori Richardson

Mon, 04 May 2020 07:00:00 -0400

Lori is the type of saleswoman who learned the power of referrals by having a lemonade stand on a dead end street. As the Founder or both Score More Sales, and Women Sales Pros, she describes not just why we need more diversity in sales, but how we can attain it. She tells us the story of how she learned to stand up for herself, and how direct supervisors often play the most important role in the development of your career. You're sure to love this episode and Lori shares her on thoughts on topics such as:

Why sales is still a black hole
Why only 13-18% of revenue leaders are women
How everybody needs a "Richard" in their life
Imagine not having BIG DREAMS! How awful is that?
Why a lack of attention to detail has both won and lost her deals

S1E76 - What must be in your sales playbook with VP Revenue Jake Reni of Tiled

Mon, 04 May 2020 06:30:00 -0400

What does a revenue title really mean?How do we make the content better and engaging?Moving from Adobe to a start-up?What goes in your playbook?How to make sure your playbook is being used?How to onboard a playbook properlyYou hiring too soon if you expect new rep onboarding to e less than 1 weekWhat every VC should be

S1E75 - Outbounding Best Practices with Belal El Batrawy of Bravado

Mon, 04 May 2020 06:00:00 -0400

You're in a fail category until you prove otherwise when it comes to social sellingTCold Sequence is about exploring, not asking for anythingouch 1 - X in your outboundBreak Up Emails that are persistent vs. pain in the assThe Buyers Journey is always the same.Social Selling vs Brand Building

S1E74 - Can you teach salespeople to be organized with SVP Sales of Kevin Gaither of Zip Recruiter

Tue, 28 Apr 2020 07:30:00 -0400

People with charts that go up and to the right get promoted
Best questions to a candidate in an interview
The best question to ask your rep is "What did you do next?"
Can you teach salespeople to be organized?
Defining Drive for the reps you seek
Need for achievement
Competitiveness
Optimism
Organized, Coachable
Difference between High Velocity vs. Transactional Sales
The key to leadership is resisting the urge to be the bottleneck

S1E73 - The most important types of sales content with Martin Roth VP of Revenue at LevelSet

Tue, 28 Apr 2020 07:00:00 -0400

Martin is the youngest of 7 kids so he's been conditioned to give quality content from the get-go. This conversation is no different. Listen and learn how he shares insights around:

Understanding your customer in terms of content value. 3 Types of Content Prioritizing Revenue Gains Revenue Ops vs. Sales Ops Training Remotely Lessons learned from losing $380,000 as a founder

S1E72 - Social Capital in an appropriate way with Matt Cameron of SasSy Sales Management

Tue, 28 Apr 2020 06:30:00 -0400

Matt is one of the smartest people we know in the sales world. He brings his amazing knowledge to the episode and drops all kinds of wisdom! Check out his thoughts around: The player-coach role The Value of Whimsy Fighting the laziness that can overtake a salesperson Doing The Right Thing is Always the Right Thing How I lost $80,000 at 25 My missed opportunity to create the cloud Why salespeople are so paranoid Combining Trust and Expertise in your sales approach The difference of being trustworthy vs. trusted. Understand your customers' customer Adjusting from in-person to online conversations Puppy Robot and other tools to improve your online engagement

S1E71 - "Adjust Quickly to Win" w/ Sarah Brazier of Gong.io

Tue, 28 Apr 2020 06:00:00 -0400

Sarah is a Sr SDR surely on her way to AE soon enough. She also became an overnight brand sensation on LinkedIn when one special post hit 1m views. She found her way into sales after being a Speech & Debate champion, and an attempt at being an actor. No looking back. No stopping her now. You'll hear her talk about:

How adjusting quickly allows you to win
Talk honestly about budget challenges w/ prospects
How her personal branding success has opened more doors than she imagined
Why sales was the "lowest barrier to entry"

S1E70 - Your resume is your Super Bowl ad with Amy Volas of Avenue Talent Partners

Mon, 20 Apr 2020 09:30:00 -0400

Amy cut her teeth as an Enterprise Sales rep before starting her our recruiting agency. Her voice in the industry carries a ton of weight, so it was fantastic to connect with her in this unprecedented time.

Some of the topics we covered are: How to make stage appropriate hiring decisions Why technical hiring mgrs struggle to hire salespeople Job security vs. Employment security How the resume means more than it has in years in this overcrowded and desperate market and more..

S1E69 - The future of sales engagement in the SDR and AE Industrial Complex with Justin Michael

Mon, 20 Apr 2020 09:00:00 -0400

How to use #hastags on LinkedIn, "The gift for gab" really means knowing when to shut up Why your next sales job will be related to your ability to have a social network on LinkedIn The riches are the niches How to challenge your sales rep in their space to help drive success The future of sales engagement in the SDR and AE Industrial Complex Getting things done is more important than rainbow strategies

S1E68 - You cannot "Top-Down" Lead During a Crisis with Steve Benson of Badger Maps

Mon, 20 Apr 2020 08:30:00 -0400

Steve has spent a lot of time in his career around sales and sales leadership. In this episode, he shares a ton with us including: The hard part of being an extrovert during the COVID epidemic Surviving sales in a crisis situation Cutting costs during a pandemic Communication during crisis moments.

Best tip for coaching a sales rep. Which is better, letting go of the bottom 10% or lower salaries by 10% Adjusting from supporting field sales to selling during in a pandemic Time to research new tools. Forecasting in a pandemic Online Demo Best Practices on Zoom

S1E67 - Understanding equity in startups with Collin Cadmus of Aircall

Mon, 20 Apr 2020 08:00:00 -0400

Nobody teaches anyone about equity in startups until its too late. During this conversation with Collin Cadmus, we dive deep into what equity means. Why its an old antiquated system and what something new should look like. In this episode learn about

What it means to exercise your options How much should I care about equity as an SDR or AE Common Stock vs. Preferred Stock What to ask about equity in an interview What to do when the new ICP finds you. It's not always the team, its the leader. Retail sales to Inside Sales What it's like to work your way out of debt What I learned about business while working for CVS Staying true to the core with month to month during a pandemic

S1E66 - How Zoom beat Skype on a simple story with Andy Raskin of Self-Employed

Mon, 20 Apr 2020 07:30:00 -0400

Andy's path is fascinating. A love for technology, the ability to write and get paid as a journalist and then move into product ownership. With stints at Skype and Mashery Andy parlayed his experiences into something magical. Its way more than just "the best pitch deck he's ever seen" Listen in and learn about: Old game vs new game Why your narrative is deeply connected to the sales deck Handling rejection from a VC What does the other side of an acquisition feel like? Moving from computer science to product marketing Understanding what a Strategic Narrative really means

S1E65 - Taking advantage of a forced actualization with Pete Kazanjy of Atrium and Modern Sales Pros

Mon, 20 Apr 2020 07:00:00 -0400

To say Pete loves to geek out on sales and data is an understatement. There's a fire that isn't just in his belly but all the way in his soul. He cares deeply and passionately about his endeavors and he shares that passion with us during this episode. Hear Pete's perspectives on: How the buyer journey will shift based on a global pandemic Why your calendar is your destiny Investors are just fancy pants outside reps Hiring and training in a remote world The future distributed sales function Virtualizing Communications Enabling reps through Product Marketing Going from Growth Mindset to Survival Mode

S1E64 - When Scott and Richard disagree

Mon, 20 Apr 2020 06:30:00 -0400

Understanding Job Security and Employment Security. So what happens when this is all over? What happens to commercial real estate industries, automotive industries? Will inside sales stay in the office or migrate to WFH? What about your field and outside sales reps? How the buyer journey has had a seismic shift. Accelerating the rate of extension of sales as we know it.

S1E63 - The way you do anything is the way you do everything with Olga Penchenko of Revenue Hire

Mon, 20 Apr 2020 06:00:00 -0400

Doing the opposite in recruiting is the best practice Making the rep sell to you. What to listen for when interviewing a candidate. Finding the balance in applying to roles in a quantity or quality way? Managing your relationship with a recruiter. What breaks my heart in the sales recruiting process What makes a good impression with your recruiter as a candidate. What it's like to be selling at 6 years old What it means to be a businesswoman in Russia and the USA Internship to sales. Execution is what makes everyone fail. How I use mediation for better focus throughout the day.

S1E62 - Running Sales Ops Under Quarantine w/ a Toddler While Pregnant - JM Wilke is doing it all.

Mon, 13 Apr 2020 09:30:00 -0400

JM is a successful saleswoman, sales mgr, SDR mgr and Head of Sales Ops in Austin. From selling girl scout cookies in Sacramento as a child to planning her days and weeks in advance to optimize her days as a working mother, she covers a lot of ground and gets tactical. Right up until the moment that "life" intervenes. It's a Surf and Sales first! You'll have to listen to find out what happens.

Topics include:
Challenges of being a working mother under quarantine
How planning in advance helps her get things done
How her parents hated selling - while she hated girl scouts - but they both got what they wanted
The value of having a "trusting leader"
The top 3 things a new Head of Sales Ops should get done
Why vendor relationships matter

S1E61 - The most important part of the sales process, sales coaching with Dave Kennet of Replayz

Mon, 13 Apr 2020 09:00:00 -0400

Dave Kennet has been working to improve the ability of sales reps, sales leaders, and sales managers around the most important part of the sales process coaching. In this episode we discuss: The most effective way to coach sales reps How to be strategic with coaching Maintaining optimism through a sales slump, downturn, or pandemic Coaching towards ROI and Economic Impact conversations

S1E60 - Team USA vs Team UK Sales Showdown

Mon, 13 Apr 2020 08:30:00 -0400

Team USA v. Team UK. USA has a larger follower count. But the UK claims to have better engagement from their followers.

A Sales Showdown discussing crowdsourced topics that are relevant to you, right now. So who do you think will win?

We're proud to be part of Team USA along with Kevin "KD" Dorsey, Dale Dupree, Rob Jeppsen, Morgan J Ingram, Richard Harris and Scott Leese.

The other guys are putting up Costas Perkas, Daniel Disney, Richard Smith, Sam Dunning, and Alex Olley.

The event is moderated by Canadian Darryl Praill and you - the audience - are the judges.

S1E59 - Why its Good to be Selling Services During a Recession - from $3m Quota Carrying F500 Sales Legend Scott Ingrim

Mon, 13 Apr 2020 08:00:00 -0400

Scott Ingrim is an "Intentional Individual Contributor" who has found a multitude of ways to be a leader in the sales community. From his sales summit to his podcasts to his books and live virtual events, he works tirelessly to elevate the profession of sales. How does he do it all?

He seeks connections and learning opportunities
Focuses on value of events - Content and Connection
You can never have too many conversations
Our job is to challenge old thinking and share knowledge
Why leading from the field was the right choice for him
And a special moment where he gets on his Soapbox with a powerful message to companies across the world

S1E58 - Why Executives w/o Sales Experience Struggle w/ Forecasting, w/ Rob Jeppsen

Mon, 13 Apr 2020 07:30:00 -0400

Rob describes himself as competitive from birth and a troublemaker who pushed back on everything. He also started selling in HS and kept at it through college. A sales leader who ran a team of ~1000, who is now a CEO/Founder, Rob goes in hard on topics such as:

Nobody has to predict future more than a sales leader
Why CEOs cut sales leaders forecast by 20%
Why pipeline forecasts built on averages are stupid
Advice to CEOs on how to learn trust VPs of Sales
4 levels to look for when hiring a salesperson
Why CEOs cant miss a forecast more than once

S1E57 - #BeTheBounce with Trish Bertuzzi

Mon, 13 Apr 2020 07:00:00 -0400

If you don't know Trish Bertuzzi, where the hell have you been? We were very excited she decided to join us on the Surf and Sales podcast in our first LIVE recording. Check it out and you will hear:

What it means to be deliberate your message Why everyone should stop shining the light only on SDRs. Why it's not an SDR problem to solve messaging during a pandemic. What taking care of people really means if you are in sales leadership How to get past the assistant.

S1E56 - What with it means to be the first sales rep at a start-up with Nick Casale Director of Sales at Sendoso

Mon, 13 Apr 2020 06:00:00 -0400

Nick Casale really enjoys being an entrepreneur. So much so, he gambled on himself and trusted the founders to be the first sales rep at a startup. Now he's running the team and working through managing a team from home transition. Nick shares all kinds of fun learnings and stories including: The wrong way to adjust to Work From Home How to make a daily Stand Up work when Work From Home What to look for in a founder if you want to be the first sales rep at a start-up How to measure attitude and aptitude in hiring Positivity can be a force multiplier Best advice to follow if you want to be the first sales rep at a start-up What to look for when deciding if you want Adjusting from big energy to work from home? What it means to be the first sales rep at a start-up Hacking your first sales team Learning to manage a sales team

S1E55 - We sell to people not personas with Andy Paul

Fri, 27 Mar 2020 06:00:00 -0400

Andy has been through quite a bit in his sales career. Everything from being told he's too analytical to be in sales all the way to recently selling his podcast. Join us as we discuss this and a whole lot more.

You will learn about:
How to leverage an analytical mind in a sales world
Everything is about momentum
Bad sales managers too tied to the metrics
What it takes to build a podcast
Adjusting to a slower pace of activity
How to choose an online sales training program

S1E53 - Sometimes the path forward is not a straight line with Victoria Abeling of SailPoint

Fri, 27 Mar 2020 06:00:00 -0400

Scott loves to call Victoria the best kept sales secret in Austin, Texas. Once you listen to her speak you will understand why. In this insightful episode you will hear about: 1. Why you need to stop saying, "Basically..." 2. Finding the right "truck stop" in your .career

3. How to know if your SDR/BDR should move into sales or another department. 4. How to determine if someone has "grit and resilience" for sales. 5. What it means to be a working parent. 6. Practical and tactical advice for being a working parent. 7. How to support women in sales 8. Sales management in a pandemic

S1E52 - How an Extreme Extrovert Learned to Sell Remotely w/ Blanche Reese of Salesloft

Fri, 27 Mar 2020 06:00:00 -0400

Blanche fell into sales by accident like many of us. She actually turned down Salesloft at first, before joining them as employee #29. Now the 9th most tenured employee in the company, you'll hear her discuss:

What she learned from her mom - the #1 realtor in South Carolina
How reverse psychology worked to motivate her
Why a progression from CS --> SDR --> SDR Mgr --> AE --> Commercial AE made sense
Why making plans and proactively seeking help are her superpowers
The challenges associated w/ working remotely while being a self-professed "Extreme Extrovert"

S1E55 - Life is fleeting, fickle, and fast with Steven Broudy of Bevy

Fri, 27 Mar 2020 06:00:00 -0400

Steven Broudy has spent his life in the service of others. You learn this by hearing the way he talks, not just what he says. He's given more than just about anyone we know, having become a Sniper for the United States of America. He has moved on from there and become a massively successful sales leader.

In this episode, hear his thoughts around:

Life is fickle, fleeting, and fast.
How being in the military helped me prepare to shift a field team to a WFH team
What I do each day to make sure we add accountability to the WFH team.
What's the best #1 first hire for your sales team
Defining an A+ player based on their upside, not just their relevant experience.
How to hire and not hire a veteran
Your goal as a sales leader is to make yourself obsolete
How being a level 4 fry technician at In&Out Burger made him great at sales.

S1E50 - I'm coin-operated with Max Altschuler of Outreach.io

Fri, 27 Mar 2020 06:00:00 -0400

Max has been a lot of places, seen a lot of things, and experienced life. We discussed everything from traveling through 80 countries, what it takes to onboard in a remote environment, and why he switched from Architecture to Sales.

On top of all of that, you will hear some other amazing stories including:

How to make your sales stack hyper logical
What jelly-beans have to do with a sales stack
Favorite tools these days: Confluence, Showpad, Highspot, Krisp.ai, bombora for intent data, 6-sense, Open Sense, Signature Tracking, Drift, intercom, Grammarly, Slack, loom, Vidyard
The most interesting place I've been out of visiting 80 countries
Which is better doing it right or doing it fast
Why the 1-year cliff and 4-year vest is completely wrong for heads of sales.

S1E49 - Goal Oriented Communications with Matteo C'de Baca of Renaissance Leadership

Fri, 27 Mar 2020 06:00:00 -0400

Matteo is someone every sales leader should want to know. Working hard to place executives in leadership roles his entire career, he is full of tips and tricks on how to land these roles, and keep them. You'll hear him talk about:

When ability to think and execute becomes like breathing, you are ready to lead
Why CEOs need to get better at "Stage Appropriate Hiring"
How he pushed into conversations, then sat back and listened and learned
Why a "Personal Board of Directors" is more important than ever

S1E48 - The Wives Edition

Sat, 21 Mar 2020 20:55:33 -0400

Meet Cathy and Janet, the two people who put up with our shenanigans and "sellers' mind" on a daily basis.

We've been threatening to do this for a while now.

Hear what its like to be married to someone who tries to "therapy" you, or "sell you". Is it helpful, annoying, funny? How about all of the above.

Stay safe and healthy everyone!

S1E47 - How Halo gaming made me good at sales with Morgan J Ingram

Mon, 16 Mar 2020 06:10:00 -0400

We had the pleasure of the one and only Morgan J Ingram join us on the podcast for this episode. We talk about a ton of things, we go deep on personal connections, accelerating your career path, and more.

In this episode you will hear about: What it means to have "deal insurance" Selling pokemon cards at school What it was like to go from SDR to closer How to seek and implement feedback right away. How to stop being over-analytical How to own your career path

S1E46 - Why people don't believe in themself enough with Evan Carmichael

Mon, 16 Mar 2020 06:05:00 -0400

There have been a few "cult classic" episodes of the Surf and Sales Podcast. This one is bound to end up there as well. Evan Carmichael shares some of his secrets for success. What it takes and how we need to adjust our mindset. Definitely not just for salespeople that's for sure! Learn all about:

1. The Dorito Effect
2. That your biggest fear is not external.
3. How he shows himself, love, by doing difficult things
4. What to do when you are afraid
5. That most people are afraid of are other peoples' judgment
6. Your purpose comes from your pain.
7. How to make big decisions

S1E45 - Demand Gen for Sales People with Gaetano DiNardi

Mon, 16 Mar 2020 06:00:00 -0400

Demand Generation is one of those words that sales and marketing love to use but often don't really understand. Gaetano takes time away from working on his tan in Miami and joins us in the surf and sales studio and breaks it all down for us. He also gives us amazing feedback of what it means to be a remote leader and how to communicate effectively with remote employees In this episode you will hear about:

Conversion Rate Optimization
How outbound sales and demand generation can work together
Perfecting the feedback loop in a remote working environment
The value of over-communicating in written form

S1E44 - Busting the myth that sales cannot be a remote workforce with Nicolas Vandenberghe of Chili Piper

Mon, 09 Mar 2020 15:10:00 -0400

So you keep hearing about remote workforces. You think its good for departments like engineering, marketing, etc, but NEVER for sales. In this episode of the Surf and Sales Podcast, we blow that myth wide open with one of the most successful entrepreneurs in the tech industry. He shares his secrets to this and all the things he's learned over the years about building, scaling, and surviving in the Silicon Valley tech world. How to make decisions with a remote workforce Write a decision memo Making complex decisions Running a remote sales organization Surviving the .bomb of 2000

S1E43 - I am a unicorn! I always wanted to been in sales! Ben Simms VP of Commercial Client Services of Market Source

Mon, 09 Mar 2020 15:05:00 -0400

Ben grew up knowing he wanted to be in sales. So much so his mom even said he didn't need to go to college. Ben now oversees 30 different sales teams. Be sure to listen in and hear the following: How do you know when to leave? How a library vacation changed my life. Why having a list of people you admire matters How Sales Methodologies are Management Methodologies Interviewing during the trough of the day Top Core Competencies for all salespeople - Active Listening, Results-Oriented, Energy, Work Ethic, Coachable

S1E42 - Software Developer to Printer Sales to CMO with Darryl Praill, CMO of Vanilla Soft

Mon, 09 Mar 2020 15:00:00 -0400

What do you get when you add a software developer with an SDR with an AE with a sales manager with a product marketer, VP of sales and VP of marketing? You get Darryll Praill of Vanilla Soft. One of the most interesting backgrounds when you think about the sales and marketing relationship. Check it out and learn:

What does good content mean at an industry event?
What's more important at a show, content or experience?
What does poor content look like at an event?
How do you pitch ROI?
The Sales Engineer to AE relationship

S1E41 - Overcoming FOMO and Impostor Syndrome with Jack Wilson

Fri, 28 Feb 2020 07:00:00 -0400

Jack Wilson follows, coaches and teaches the principles of Ikigai which helped him achieve the right balance in his life and career. In this episode you will hear about:

Using Ikigai Principle What's the best approach to motivation Making people comfortable with disruption. Running from failure. When will the general public accept sales as a noble profession?

S1E40 - An insubordinate Al Bundy with unique ability with Tenbound CEO David Dulany

Thu, 27 Feb 2020 07:00:00 -0400

Fired from his first sales job selling shoes for insubordination, David has weaved himself into the very fabric of SaaS sales and founded one of the most influential sales conferences dedicated to Sales Development.

In this episode with David, we cover a lot of ground and it's full of hilarious anecdotes and stories from how exactly he got fired as a shoe salesman to why he isn't "very good at working with Methheads." Looking for substance instead of humor? Don't worry. In this episode you will learn from David: 1. What is the pipeline to target ratio he believes SDR teams should aim for. 2. What ACV is required for SDR teams to become essential to a sales orgs success. 3. Why doubling down on what you're good at is step one to proper delegation. 4. A new phrase - "Uniqueability" - what it is and how to reveal it. 5. Why he started the Tenbound conference despite being advised not to.

S1E39 - #1 on the Leaderboard doesn't mean Shit with Sahil Mansuri of Bravado

Wed, 26 Feb 2020 07:00:00 -0400

Sahil was supposed to be a doctor or a lawyer. He was never meant to be a salesperson. At least that's what his parents kept telling him. And they were almost right. Sahil freely admits he was TERRIBLE when he started in sales. An entertaining episode of life, parents expectations, and success. In this episode: 1) What his parents said when they saw his first 6-figure commission check. 2) Why sales is the best fucking job in the world! 3) The real reason your number one salesperson leaves. It's not what you think!

S1E38 - Bringing Humanity Back into Sales with Tim Clarke of Salesforce

Tue, 25 Feb 2020 07:00:00 -0400

Tim Clarke has lived many lives inside and outside of the sales arena. Like the rest of us, he's had ups and downs personally and professionally, and he's willing to "go there" with us on this episode. He's worked tirelessly to make sure we take care of sales people at the human level. In this episode: 1) What metrics are bullshit in marketing 2) How Sales is Marketing and Marketing is Sales 3) Why Sales People are at the Breaking Point Emotionally 4) Tips for supporting your sales team's mental health.

S1E37 - I hate seeing my name in Red with Lindsay Boggs of Citrix

Mon, 24 Feb 2020 07:00:00 -0400

Lindsay Boggs is a force of nature when it comes to sales. She figured out Social Selling before most of us, and she's a true leader and pioneer in the SDR landscape. But as you listen to her story, it wasn't always the case. In fact, like many of us, she never thought of sales as a career choice, until... In this episode hear: 1. What happened when she saw her name in red. 2. What it was like having a target on her back. 3. Her favorite interview questions for SDRs

S1E36 - My Dad was Dwight from Dunder Mifflin - The Sales Rebellion with Dale Dupree

Thu, 13 Feb 2020 07:00:00 -0400

This episode is sure to be an instant classic. Dale is an amazing storyteller. He opens up about his struggles, his love for his father, and the passion and compassion his father taught him by being a copy salesman. He even shares the dark underbelly of life and sales that will scare, surprise, and thrill you. Things you will hear about: How being a great parent is like being a great salesperson. How sales can be a dangerous place and when it will test you. How to be intentional and present in sales and life What it takes to commit your dreams to paper

S1E35 - Learning to Say No with Paul "Wick" Kline

Thu, 13 Feb 2020 07:00:00 -0400

Saying no to upper management How to prioritize your day for yourself and your team Why your inbox will be the death of your management Vagueness is the killer of productivity Leveraging and Managing Up

S1E34 - How I captured the Wolf of Wallstreet with Brandon Bornancin of Seamless.ai

Thu, 13 Feb 2020 07:00:00 -0400

Brandon was born to be in sales. He's worked his butt off his entire life. Made big money, and lost big money and he holds nothing back as he shares his successes and failures and how that has led him to be a better friend, husband, business leader, and salesperson.

S1E33 - The Socrates of Sales with Alex Boyd

Thu, 13 Feb 2020 07:00:00 -0400

So you are a little shy, got a liberal arts degree in philosophy and the prose repair shoppe was not accepting applications. So what do you? You launch a sales career of course! Be sure and check out this episode of The Surf and Sales podcast where we speak with Alex Boyd founder of RevenueZen. In this episode, you hear about: 1. How to use LinkedIn content for real lead generation 2. How to use both data and emotions to hire the right people. 3. How one person got 10 of their first 12 sales hires right! 4. The origin of entrepreneurship is hating laziness

S1E32 - Perfecting Sales/Marketing Relationship w/ CMO Sydney Sloan of SalesLoft

Mon, 10 Feb 2020 10:00:00 -0400

Sydney Sloan offers an amazing perspective of Sales and Marketing. She's worked at Fortune brand companies like Nestle and Adobe and brings that experience to her role as the CMO of SalesLoft. In this episode hear how 1. Selling Sweet Corn 13 for $1 helped Sydney grow. 2. When to declare "Email Bankruptcy" 3. Step by step how to delegate. 4. Which are the money slides in a sales presentation 5. First-ever Easter Egg in a Surf and Sales Podcast

S1E31 - How Men Can Be Less "Clumsy" in the "Me Too" Era with Paige Drews

Mon, 03 Feb 2020 17:47:41 -0400

Farmer? Check! Assistant Heart Surgeon on Pigs? Check. VP Sales w/ an exit? Check! Family member an original suffragette? Check! Make a cold call during the interview and get it closed? Check! Paige Drews brings probably the most non-traditional background to her sales career we've seen yet. She's passionate about leadership, helping others first, and she's done it all to say the least. But is has not been easy. She's definitely experienced gender bias, been overlooked, undervalued and never let it slow her down. In the "me too" era when so many people are afraid to talk about it, she is not. Paige exemplifies and articulates her story on the topic without preaching, but really teaching what we can all do. She not only wants to discuss it but also wants to help people understand the differences and the changes we can make.

S1E30 - Cowboys, Librarians and Snipers with Steve Richard of ExecVision

Mon, 03 Feb 2020 11:00:00 -0400

Steve Richard is a legend in sales leadership, training, and coaching. But it didn't always start out that way. Long before ExecVision, Vorsight and Corporate Executive Board there was the big donut of 0 for 22, yes, TWENTY-TWO consecutive failed interviews. He then figured it out and went 5 for 5. Fast forward a few years and you now get the wisdom that is Steve Richard. In this episode learn about: 1. Cowboys, Librarians, and Snipers on your sales team 2. Why you should NOT call coach your bottom 20%. 3. Defining Good reps from bad

S1E29 - The Individual Contributor Mindset with Taylor Lobdell of RollWorks

Mon, 03 Feb 2020 10:30:00 -0400

Taylor is a legitimate sales person and surfer. He doesn't remember the first time he was on a board, but he remembers the first time he bought one at Play it Again Sports. He's been a surf instructor, sales leader, and is now back in an IC role and loving it. In this episode hear about: 1. Vetting if someone really is the Decision Maker 2. Getting out of a sales slump 3. Giving back with the City Surf Project in San Francisco

S1E28 - From Rock Bottom to Rocketship with Scott Barker of Outreach.io

Mon, 03 Feb 2020 10:00:00 -0400

Scott Barker shares his experiences of his meteoric rise to sales success, his crash, and his rebirth to being a 7-figure selling and marketing machine. Things you will hear about: 1. The Democratization of knowledge and how to leverage it. 2. How to determine if someone is full of shit. 3. What Conscious Capitalism means and how you can be a part of it.

S1E27 - Red Wagon Selling with James Buckley of JBarrows Sales Training

Mon, 03 Feb 2020 09:30:00 -0400

What do a red wagon and ferret, and sales have in common? Tune into this episode of Surf and Sales as we speak with Mr. "Say What Sales" James Buckley. In this episode you will hear about: 1. How AEs are generating better leads than marketing some times. 2. The trend in sales training to create "Super Teams" 3. And a whole lot more

S1E26 - Product + Marketing + Sales with Chris Orlob of Gong

Mon, 03 Feb 2020 09:00:00 -0400

There are a few things Chris Orlob knows. Chris knows about sales. Chris knows about product marketing. And Chris knows he's not Neil Peart, but he loves to drum.

In this episode with Chris, we sit down and talk about his passions which include all 3. He's a self-described marketer in a sales person's body. He spent the last few years at Gong focusing on product marketing. Then after a while, he decided to move back into sales in a leadership role and is now running a sales team. In this episode you will learn from Chris: 1. What is the problem with product marketing? 2. How product marketing really supports sales? 3. Owning the position of leadership in the mind of the customer 4. Training vs. Coaching 5. Why you cannot scale dependency

S1E25 - Good VCs vs. Bad VCs with Doug Landis of Emergence Capital

Mon, 03 Feb 2020 08:30:00 -0400

Doug Landis has been a part of the VC community for the last several years. And before that, he was a part of Box' meteoric rise! But did you know he also worked at Oracle? Do you know he also had a failed start-up of his own? We discuss all this and a whole lot more:

What to ask your potential VC's when raising funds?
What's the difference between easy money and good money?
What should employees like reps and managers know about options?
What it's like to have an inclusive or exclusive founder when it comes to board meetings.

S1E23 - Growing into a Sales Manager with Daniel Molas of SolarWinds

Mon, 03 Feb 2020 08:00:00 -0400

Daniel is the Director of Sales at SolarWinds. Before he got to this company he spent a lot of time in start-ups. He found a great leader to learn from and now wants to share what he learned to get there. In this episode we discuss:.

1. What it takes to get promoted from sales to management. 2. What it's like to open a new office in a new city. 3. How to spot a rep who should be given their shot at management. 4. How managers handle "training fatigue". 5. How to integrate teams when your company buys another company.

S1E22 - Sales Development at a Global Level with Julie Mann of Optimizely

Mon, 03 Feb 2020 07:30:00 -0400

Julie Mann, the Sr. Director of Global Sales Development has been steadily working her way through sales even though she swore she would never be a salesperson, EVER! The content in this is so tactical it should be copyrighted and trademarked! Join us in this eye-opening and fun conversation as we talk about the following: 1. How to be relevant in a remote office 2. How to train a globally dispersed sales team 3. What to look for in talent 4. What to look for promoting sales reps into management roles 5. Gender disparity

S1E21 - How sales memes built a business with Daniel Disney

Mon, 03 Feb 2020 07:00:00 -0400

It started as an idea, and it grew into a business. The irony of this story, is well, all the irony. Join us as we speak with Daniel Disney of the Daily Sales. Learn about how he became enamored with sales early on. How his first job was selling kitchen remodels at the age of 16. Hear his advice for a great SKO, and some of the differences between selling in the US and everywhere else in the world.

S1E24 - #24 Legacy, Kobe, Federer, What's yours?

Tue, 28 Jan 2020 18:41:35 -0400

When fate intervenes... This episode came about because a guest needing to reschedule at the last minute.

We decided we should use the time wise to speak about what's happened this week with Kobe and legacy, which then led us to speak about what Roger Federer did at the Australian Open.

Which then led us to discuss what's it mean to have a legacy. Do you try to plan it out, or does life help you figure it out along the way?

At the end of the recording, we realized this is actually our 24th recorded episode. We didn't plan it, and yes a few are in the can waiting to be released but we felt this was too important to hold back.

#RIPKobe #24

S1E20 - How a Control Freak Can Learn to Scale Sales with Justin Welsh

Wed, 15 Jan 2020 06:48:40 -0400

Scaling a sales team takes a certain level of trust. Not just in others, but in yourself as well. As you hear Justin's origin story you will learn he came from a different mindset. He says he was quiet, shy, and even picked on a bit. Justin Welsh shares how he learned to learn all throughout his career.

You will hear:

Skills to look for in the person you want to promote in management.
Why pedigree doesn't matter when building sales
How to "learn to let go" so you, your team, and your company can thrive.

S1E19 - An Introduction to "Brand Archetypes" and Video w/ Ryan O'Hara

Wed, 15 Jan 2020 06:44:34 -0400

Ryan O'Hara is the VP of Growth and Marketing at LeadIQ. He was also one of the earliest folks on LinkedIn using video to build his brand. He is also one of those nerdy sales guys who applies some Jungian psychological philosophies into his selling approach. What one of the 12 brand archetypes is he? He says he is "The Jester." You be the judge.

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If you're looking for deeper learning, meaningful relationships, and an experience that will transform you and your career or business, head on over to Surf & Sales Playa Grande 2020 to learn more.

S1E18 - Turning Customer Success into a Revenue Machine with Randy Sparks

Wed, 15 Jan 2020 06:42:02 -0400

Randy has helped build a team that includes 75 individuals in the customer success arena. Lots of different roles and responsibilities.

What you will learn:

What it takes to be a Customer Success rep in 2020
What to look for in hiring customer success people who have revenue targets
How to better navigate and manage conflict between customer success, sales, and product

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We are too, so we changed the game with Surf & Sales 2020 in Playa Grande, Costa Rica.

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S1E17 - Remote Selling with Jason McElhone

Wed, 15 Jan 2020 06:38:10 -0400

Jason? So he's seen a lot and done a lot.

He's now figured out how to build, coach, and maintain remote sales organizations.

On this episode learn:

How having a remote team increases customer satisfaction and profits
How to start letting your teamwork remotely as an experiment.
And a whole bunch more!

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We are too, so we changed the game with Surf & Sales 2020 in Playa Grande, Costa Rica.

If you're looking for deeper learning, meaningful relationships, and an experience that will transform you and your career or business, head on over to Surf & Sales Playa Grande 2020 to learn more.

S1E16 - What does Little League Baseball have to do with Sales Leadership? w/ Brandon Calley

Wed, 15 Jan 2020 06:34:50 -0400

Brandon Calley is an established sales leader in Austin who has been a part of many successful tech companies. He is also a rival baseball coach in Austin to Scott. In this episode, Brandon talks about what Little League teaches you about sales and coaching reps. He also talks about how critical it is to instill discipline in sales teams while keeping focused on retaining talent in a highly competitive sales market.

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We are too, so we changed the game with Surf & Sales 2020 in Playa Grande, Costa Rica.

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S1E15 - What's it like being "The Only" w/ Kevin Dorsey

Wed, 15 Jan 2020 06:31:47 -0400

Kevin Dorsey is a captivating sales leader, with a big heart who cares deeply about his team and personal growth. He is also an African American VP Sales in the SaaS world. He discusses the ways he felt compelled to change who he is, and when and why he chose to stop playing games and be his true self; and how he feels a responsibility to inspire the next wave of African American sales leaders.

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We are too, so we changed the game with Surf & Sales 2020 in Playa Grande, Costa Rica.

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S1E14 - CEO. Working mother. Superwoman. w/ Paige Robinson

Wed, 15 Jan 2020 06:27:17 -0400

Paige Robinson is the founder of Will Reed, a recruiting firm that partners with innovative tech companies. She is also a mother of two with one on the way. What has parenting taught her about time management? How can employers stand out in an employee-favorable market?

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We are too, so we changed the game with Surf & Sales 2020 in Playa Grande, Costa Rica.

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S1E13 - Current lead scoring is completely wrong with Becc Holland

Wed, 15 Jan 2020 06:18:18 -0400

Becc Holland is a force when it comes to sales leadership and marketing. She brings a completely different and logical approach. She brings a fresh approach and explains how the funnel is not a funnel at all and how there is something now called "the Dark Funnel"

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We are too, so we changed the game with Surf & Sales 2020 in Playa Grande, Costa Rica.

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S1E12 - Learning to be comfortable with uncomfortable with Henry Frazier

Wed, 15 Jan 2020 06:13:18 -0400

Henry has an amazing sales story. He went from a high pro-file Division I college wide receiver to startup sales to Oracle, back to startup sales and now working for NY Life a Fortune 100 company. His focus is to bring joy to the joyless, empower the powerless.

----- To listen to more episodes from the Surf & Sales Podcast, use the following links to subscribe in your favorite podcast player:

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We are too, so we changed the game with Surf & Sales 2020 in Playa Grande, Costa Rica.

If you're looking for deeper learning, meaningful relationships, and an experience that will transform you and your career or business, head on over to Surf & Sales Playa Grande 2020 to learn more.

S1E11 - A Clear Path to Winning with Cory Bray

Thu, 09 Jan 2020 07:00:00 -0400

Were you overly competitive in first grade? Did someone's mom call your mom about it?

Well, that's exactly what happened to our friend and most recent guest, Cory Bray from https://clozeloop.com/.

Join Scott and Richard as they explore these theories and more with Cory Bray.

In sales we all know it's about observing, planning, strategizing, and finally execution. We cover all this and more, including:

How to pool relates to sales How to write a book What happened when Cory was in first grade

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We are too, so we changed the game with Surf & Sales 2020 in Playa Grande, Costa Rica.

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S1E10 - with CRO Troops.ai Roque Versace

Wed, 08 Jan 2020 07:00:00 -0400

Roque's (Rock) path to CRO is not necessarily the traditional one. Roque is a veteran of the US Armed Services. Has a Master's Degree and was never an SDR or BDR.

Listen to how he made a decision to join, and then how he transitioned afterward into a very compelling career.

He was a first 200(ish) at Salesforce and interviewed with Marc Benioff. He's followed up with successful stints at Mashery and now Troops.ai.

Likes being the underdog and how that helps him Has learned to teach prospects and reps to understand change management from "As is" to "Will be" Why years 2, 3, 4, and 5 are the most important in your career

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We are too, so we changed the game with Surf & Sales 2020 in Playa Grande, Costa Rica.

If you're looking for deeper learning, meaningful relationships, and an experience that will transform you and your career or business, head on over to Surf & Sales Playa Grande 2020 to learn more.

S1E10 - Recruiting Advice for Leadership and Candidates with Carolyn Betts

Wed, 08 Jan 2020 07:00:00 -0400

In January 2010, Carolyn Betts decided to go out on her own and created Betts Recruiting. Join Scott and Richard as they trace her steps to building one of the stronger sales recruiting agencies in the world.

What did she do right? What mistakes did she make? What's the future of recruiting?

And most importantly, how did she politely tell Scott Leese to FOff!

----- To listen to more episodes from the Surf & Sales Podcast, use the following links to subscribe in your favorite podcast player:

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----- To listen to more episodes from the Surf & Sales Podcast, use the following links to subscribe in your favorite podcast player:

Apple Podcasts

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We are too, so we changed the game with Surf & Sales 2020 in Playa Grande, Costa Rica.

If you're looking for deeper learning, meaningful relationships, and an experience that will transform you and your career or business, head on over to Surf & Sales Playa Grande 2020 to learn more.

S1E8 - Solving the Marketing and Sales Dynamic with Jack Kosakowski

Wed, 08 Jan 2020 07:00:00 -0400

Jack's first "sales job"? He was 16 and his grandfather took him on a sales run to sell fire alarm systems the old fashioned way, knocking on doors. Jack also shares how he became the best salesperson on the team in less than a year with NO sales calls. Jack shares all of this and so much more around the entire sales and marketing dynamic.

----- To listen to more episodes from the Surf & Sales Podcast, use the following links to subscribe in your favorite podcast player:

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We are too, so we changed the game with Surf & Sales 2020 in Playa Grande, Costa Rica.

If you're looking for deeper learning, meaningful relationships, and an experience that will transform you and your career or business, head on over to Surf & Sales Playa Grande 2020 to learn more.

S1E7 - Marketing Should Have Real Quotas too! with Tami McQueen

Mon, 16 Dec 2019 06:00:18 -0400

In this episode, we speak with Tami McQueen of 31 South, formerly of SalesLoft and one of the original Surf and Sales I attendees!

We discuss:

Should marketing carry a number?
How do you determine the right numbers for marketing be driving other than MQLs?
Can sales make you a better marketer or does marketing make one better at sales?
What's up with ABM in 2020?
Why micro-conferences are better than the big ones

Be sure to download this episode, give it a listen, and then give us some feedback on what you liked and didn't like.

Richard and Scott

S1E6 Can't Sales And Operations Just Get Along? With Claire Morris

Sun, 15 Dec 2019 01:50:33 -0400

The conflict between Sales and Sales Ops is real and needs to be addressed. Yet some of the biggest improvements in sales performance happen as a result of a strong partnership with Sales Operations.

In this episode of the Surf and Sales Podcast, Scott Leese and Richard Harris sit down with Claire Morris, VP Operations at Homeward, to discuss how sales and sales ops can work together as partners.

What makes this episode so special is that Claire and Scott worked together 2x in their career.

We dive into specifics including:

How to get Executive support for bringing in Sales Ops early"
How does a VP of Sales realize they've found the right sales ops partner?
How do two strong leaders who care about revenue get along when disagreements do happen?
How does a sales ops leader push back appropriately with a strong-willed sales leader?
How does a sales leader learn to "dial it back" and let someone else help them?

We discuss all this and more.

Download and listen now!

S1E5 with Sarah Drake

Tue, 10 Dec 2019 03:52:16 -0400

So often we hear from the veterans on podcasts. This time we flip it a bit and take time to learn from someone who's career is just getting started. Enter, Sarah Drake.

Sarah is a Sr. SDR as of the recording date in December 2019. She has a degree in marketing but considers herself heavily aligned with SDRs and Inside Sales and Field Sales.

She drops massive knowledge on her story. How waiting tables taught her to sell, cross-sell, upsell, and how to listen and lead her customers through the journey.

No matter your experience level in sales, you will enjoy this episode for sure.

S1E4 - Negotiating Salary

Tue, 26 Nov 2019 22:38:58 -0400

Ever wondered why all these executives who get fired get some kind of severance?

Ever wondered if it could apply to you?

Well, it does, and yes you can.

Join Richard Harris and Scott Leese as they discuss how to negotiate EVERYTHING into your salary including:

Base Salary
Commissions
PTO
Work From Home
Education
Student Loan Repayment
and yes, even your Severance Pay

This session covers all the things you "wished someone would tell you" but hasn't yet.

S1E3 - Origin Story - Richard Harris

Tue, 26 Nov 2019 01:08:05 -0400

Everyone has a story. Every. Single. Person.

In this episode, Scott gets Richard to share his origin story into sales. How and why he chose the profession. What mistakes he's made and learned from, and how his own childhood directly affected his desire to be in sales.

S1E2 - Interviewing Skills for EVERYONE!

Tue, 26 Nov 2019 00:58:41 -0400

Scott Leese and Richard Harris bust all the interviewing myths wide open on this episode of the Surf and Sales Podcast.

Some of the myths we cover:

1. The company isn't interviewing you, you are interviewing the company! And how to handle this.

2. What's the best question to ask during your interview? This one will literally land you the job!

3. You're a manager/ leader, and you want to know how to interview better and increase your retention rate?

Whether you are in inside sales, field sales, sales management, sales leadership or just want to be better at interviewing from either side of the desk, join us for this massive mind shift. You will be glad you did!

S1E1 - Mastering Sales Enablement

Tue, 26 Nov 2019 00:52:34 -0400

As sales enablement continues to grow, the roles often overlap between Sales Ops, Revenue Ops, Sales Management and Sales Enablement leaders.

Who owns which part? Is there an easy way to define the roles?

This podcast with Richard Harris and Scott Leese discusses all of it and more!