Surf and Sales

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 wi...

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 t...

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 wh...

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 go...

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...

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

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 p...

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 messag...

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 organization The true evolution of  s ales  e nablement 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...

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...

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...

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 sal...

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.

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?

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...

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"...

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....

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

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 o...

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...

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....

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 scale Pros and Cons of a Y-Combinator engagement How to leverage your impostor syndrome Building a strong culture Navigating dysfunction at scale Shifting to a fr...

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

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 t...

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 t...