Surf and Sales

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 m...

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 gh...

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...

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...

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 exper...

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 d...

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

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...

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...

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 ca...

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 territ...

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 them Collaboration, Analytical, Relationships, Development, Strate...

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 material How beliefs drive behaviors Why the speed of the leader dictates speed of the pack Power of planning - What's written is real

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 Crea...

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? Wh...

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 lea...

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

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...

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...

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 basis Why my fear of failure What to look for in a first sales hire  Automation is not Authenticity Having problems can give you meaning

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

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 sprea...

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...

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

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 i...