Surf and Sales

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 

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 sa...

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...

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 attri...

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...

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

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

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

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

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. 

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  

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

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 W...

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.

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.

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 relatio...

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

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

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...

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

Just get on the rocketship and hold on The values of leadership that drive loyalty Accountability has nothing to do with hitting the number What's wrong with the interview process for sales What self-awareness a salesperson should have before taking a role Defining the CRO role How to last longer than the average 18 months as a sales leader How to leave properly after 18 months

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?"

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.

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

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 A...