Surf and Sales

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 fee...

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. Thi...

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.

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.

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.

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 "overempl...

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.sur...

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 di...

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...

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 sea...

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...

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 Ava...

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 socia...

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...

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:...

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...

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 happ...

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 me...

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 pr...

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...

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 smal...

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 person...

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 f...

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 da...

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 relationship...