Surf and Sales

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 externall...

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...

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 sa...

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

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 meet...

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

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

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 m...

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

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.

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

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.

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...

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

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.

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? 

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

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. 

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.

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 seas...

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

Handling difficult emotions and trusting yourself and the universe What gym membership sales taught me about selling Protecting your mental and physical health You are not your career SaaSsy Women in Sales Balancing life as a BDR and founder Navigating the job change during COVID Why I went from an AE to BDR role Navigating LinkedIn as a branding and selling tool.

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

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

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...