Surf and Sales

This episode focuses specifically on what it's like coping with impostor syndrome in sales. Seems like everyone can relate, but it is rarely spoken about. You are not alone. 

Alex has a different path to business leadership and coaching. He was a syndicated journalist before his current role. He's learned some amazing lessons along the way and shares them with us.   Driving accountability within a sales organization Unlearning behavior around cash spiffs. What a bad pitch looks like from a marketing perspective. What tech founders miss when creating a product pitch Wha...

Tiffany has an amazing story about going from teaching to sales. She explains the relevance of teaching in sales. She also shares what channel sales really means.  Understanding what its like to be a channel rep Transitioning from teaching to sales What good sales training has in common with teaching. Balancing parenting  The internal and external challenges of being a black woman in tech sales

Alexine is a different type of IC. She believes that AE's should be full sales cycle that includes prospecting. Not just prospecting your Top 10, but pure prospecting. She also has some amazing life and sales hacks that helps her get it all done. Time blocking and time management We are all to lazy when it comes to prospecting Breaking down the admin and real tasks of prospecting How her black bel...

James literally forced his way onto the podcast to have this conversation, and it was absolutely worth it in our opinion. Listen in and hear us discuss: How to measure the value of an Sales Engineer What does Pre-Sales and Sales Engineering means When is right to bring in a Pre-Sales SE to the organization Your Pre-Sales team IS NOT a sunk cost The tactics a Sales Engineer  The difference between...

Evan is a Sales Development savant. His experience and expertise on leveraging the sales development community is second to none. Join us as we discuss: Leveraging Sales Development from an expansion effort How AEs can leverage SDR for Airsupport on long sales cycles The lack of alignment between SDR and Senior Management The proper data to use in comp plans for SDR The glass ceiling of SDR leader...

Do you have habits or do your habits have you? Andrew Sykes has built an entire business around this and has an amazing perspective on how this affects everyone, including sales people.    In this episode we discuss: How habits effect your sales cycle The mindset for self-care.  Habits are compound interest on your growth, understanding the miracle process Stop focusing on the outcomes we want, as...

A deep and personal conversation with Ralph Barsi that goes way beyond metrics and KPIs. We focused on his passion for drumming, first demand gen job, and first real sales job at UPS and...    Ensuring alignment across departments with sales Navigating the 2020 challenges as it relates to sales performance conversations How will you handle the struggle and how do you see yourself on the other side...

Do you know your super power?  Darien knows hers and she teaches you how to find yours.   Digging your way out of burnout The single biggest mistake you are making on LinkedIn recommendations How to prepare for your interview Owning your confidence in your interview process What does a good hiring process really look like ATS is largely broken in the recruiting industry Is your ATS really your CRM...

Mike is a highly sought after sales leader. He brings amazing perspective and energy to the process. Join us as we discuss: Finding the catalyst of  your sales deals The Free Me, the Inexpensive Me, and the Expensive Me

Megan is fiercely competitive. Self-described as bad winner and a sore looser. But over time she's learned to harness this energy to continually grow and build tremendous revenue teams.    What it means to have high emotional intelligence that are better than closing skills Creating the cross-functional collaboration of revenue and marketing teams How do you set expansion quotas appropriately Why...

Why a debate and drama background to make Learning to read the judge in your sales meetings Moving from Silicon Valley to the Research Triangle It's always about going back to the basics Work friends can be real friends Best advice to women in sales

The painful parts of being a VC What is the right pattern recognition VCs keep  How the board / CEO dynamic that affects  Understanding the present market vs future vision Is there a desire of vertical-specific type of investments The affects of COVID19 on the VC world What it means to be an entrepreneur when you pitch to the VC

Focusing on results People want results more than anything The value of how improv is a natural part of sales Being a good listener, good observer, tap into your emotional intelligence is the same in improv and sale Using improv to build culture and leadership How to manage the uninvited flirting for women

The one tool you must have in your tech stack The SDR is the hardest role  How to not get bored talking about the same product and service Managing SDRs coming right out of college Why SDRs are being more humble in the interview process The creative strategies are breaking through the noise in prospecting.

Have you ever been the only?  This episode was originally recorded in January 2020, long before Breonna Taylor and George Floyd. We are re-releasing this episode because we feel its a story that needs to important not be heard for the first time or for a second time.

Ryan has spent his career learning the right approach to building and executing enterprise sales. Join us in this episode as we discuss the following: The definition of grit in sales. Solving the revenue by focusing on system execution and process  How to cross pollinate in the deal cycle with Enterprise sales Working through the legal redlining in the deal cycle Managing the sabatiour of your dea...

10 years ago, 2010, Lisa faced one of her biggest hurdles in life based on the Great Recession. She shares a ton of wisdom and knowledge on sales, life, maturity, family, and so much more.    Being a service bigger than ourselves, is the meaning of life. Moving your relationship beyond transaction with your employees. You can be competitive and compassionate as a sales person You don't have to hav...

One of the most interesting conversations around sales, leadership, and life during a pandemic.   If you are still jealous when someone else wins, you aren't ready for leadership. What you can learn about sales working at a large Fortune company Why I won't travel for sales unless its a qualified deal. The buyer should always be in charge of next steps. The goal of "Psych and Sales" You cannot out...

Jake is a provocative thought leader when it comes to sales. He's learned how to see the big picture and apply in tactical ways. He shares that with us on this episode, including What you learn from transactional sales in an enterprise sales motion Coaching to skills over everything else. Creating social proof on your sales team. Learning the art and applying the science in sales The justification...

The title says it all, and there's more to the story too.

A self-proclaimed math geek, Zorian answers the pivotal question, is sales an art or a science. And he discusses the following sales topics too: How to quantify an effective phone call Is sales a science or an art What to do your first 90 days as a new VP of Sales How can CEOs have a better relationship with heads of sales, CROs, etc. The reason for a chief revenue officer role

Olivier has spent time at some of the best and brightest startups. Glassdoor, G2, and others. He now he's the President of Metadata.io and has solved the sales vs. marketing dynamic. Join us as we discuss: How do you measure the start of the sales cycle Using FOMO to drive business How the recruiting process is changing in sales The value of having a sales background when running a company T he on...

Which types of VPs of Sales gain the most respect and promotions. How do you build a forecast when scale is desired but hasn't happened yet. Why should a sales leader have a podcast? Best ways to help someone find a job, move from SDR to AE How to ask for a raise during a pandemic

Jacquelyn sold the internet, literally, back in 1995. She's got so much perspective on sales, culture, sales engineering, success, and being a  woman in a male-dominated industry.  I swore I would never sell the way I was sold to The difference in sales and sales engineering Transparency wins the day in sales When do you really need a sales engineer How do you know you are in a toxic environment?...