Surf and Sales

Jeff has been through the ups and downs of sales so much that it gave him panic attacks. He realized that sales was crushing him more than he was crushing the number. Join us as he shares his thoughts on the mental wellbeing in work and sales in a post-Covid era and beyond. The top rep on paper, and panic attacks and downward spirals How to cultivate a sales environment respecting mental health an...

Steve Norman is all about planning. Planning for now, and planning for the future. Be sure to check out this episode and learn how Steve plans around these ideas: Why changing talent is the best thing to change first when sales are slumping Stop hiring for the next territory every time you want to grow revenue. Your job description should evolve. Proper structure of a sales interview process What...

Sam is the Co-Owner and Sales Director at WebChoice, and is in his 4th stink at the company. From being a teenager playing video games all day on the couch, to selling cameras in a retail store, to successfully selling around the globe, Sam has worked hard to build the acumen to stand up a brand upon. But has brand become more important than acumen?   Hear his take on this question and others like...

Kyle was the middle child and this made him perfect for leadership. Combine that life experience with a degree in psychology and you have the perfect mix for someone to lead a Revenue Operations team How not to create silos Where does the revenue department sit? Defining Success for Marketing The value of a psychology background in business Developing a fluid language between sales and marketing ...

Dr. Conde was always a bit competitive, was always hustling to get ahead. He's run inside sales teams upward of 400 people for global organizations. Now he's got his Ph.d, literally and helping to grow the profession academically as well as within the overall sales community. In this episode we discuss Why Inside Sales is more complicated than outside sales. What does the future of sales look like...

Costas has run sales teams in North America, the UK and SE Asia, originally hailing from Greece while now living in the UK. To say he has a good grasp of global selling and recruiting practices would be an understatement. He was also the one who came up with the Transatlantic Takedown idea. He is passionate about coaching, training and developing his team members; and you will hear him drop pearls...

Lori is the type of saleswoman who learned the power of referrals by having a lemonade stand on a dead end street. As the Founder or both Score More Sales, and Women Sales Pros, she describes not just why we need more diversity in sales, but how we can attain it. She tells us the story of how she learned to stand up for herself, and how direct supervisors often play the most important role in the...

What does a revenue title really mean? How do we make the content better and engaging? Moving from Adobe to a start-up? What goes in your playbook? How to make sure your playbook is being used? How to onboard a playbook properly You hiring too soon if you expect new rep onboarding to e less than 1 week What every VC should be

You're in a fail category until you prove otherwise when it comes to social selling TCold Sequence is about exploring, not asking for anything ouch 1 - X in your outbound Break Up Emails that are persistent vs. pain in the ass The Buyers Journey is always the same. Social Selling vs Brand Building

People with charts that go up and to the right get promoted Best questions to a candidate in an interview The best question to ask your rep is "What did you do next?" Can you teach salespeople to be organized? Defining Drive for the reps you seek Need for achievement Competitiveness Optimism  Organized, Coachable D ifference between High Velocity vs. Transactional  Sales The key to leadership is r...

Martin is the youngest of 7 kids so he's been conditioned to give quality content from the get-go. This conversation is no different. Listen and learn how he shares insights around: Understanding your customer in terms of content value. 3 Types of Content Prioritizing Revenue Gains Revenue Ops vs. Sales Ops Training Remotely Lessons learned from losing $380,000 as a founder

Matt is one of the smartest people we know in the sales world. He brings his amazing knowledge to the episode and drops all kinds of wisdom!   Check out his thoughts around: The player-coach role The Value of Whimsy Fighting the laziness that can overtake a salesperson Doing The Right Thing is Always the Right Thing How I lost $80,000 at 25 My missed opportunity to create the cloud Why salespeople...

Sarah is a Sr SDR surely on her way to AE soon enough. She also became an overnight brand sensation on LinkedIn when one special post hit 1m views. She found her way into sales after being a Speech & Debate champion, and an attempt at being an actor. No looking back. No stopping her now. You'll hear her talk about: How adjusting quickly allows you to win Talk honestly about budget challenges w/ pr...

Amy cut her teeth as an Enterprise Sales rep before starting her our recruiting agency. Her voice in the industry carries a ton of weight, so it was fantastic to connect with her in this unprecedented time. Some of the topics we covered are: How to make stage appropriate hiring decisions Why technical hiring mgrs struggle to hire salespeople Job security vs. Employment security How the resume mean...

How to use #hastags on LinkedIn,  "The gift for gab" really means knowing when to shut up Why your next sales job will be related to your ability to have a social network on LinkedIn The riches are the niches How to challenge your sales rep in their space to help drive success The future of sales engagement in the SDR and AE Industrial Complex Getting things done is more important than rainbow str...

Steve has spent a lot of time in his career around sales and sales leadership. In this episode, he shares a ton with us including:   The hard part of being an extrovert during the COVID epidemic Surviving sales in a crisis situation Cutting costs during a pandemic Communication during crisis moments.  Best tip for coaching a sales rep. Which is better, letting go of the bottom 10% or lower salarie...

Nobody teaches anyone about equity in startups until its too late. During this conversation with Collin Cadmus, we dive deep into what equity means. Why its an old antiquated system and what something new should look like. In this episode learn about What it means to exercise your options How much should I care about equity as an SDR or AE Common Stock vs. Preferred Stock What to ask about equity...

Andy's path is fascinating. A love for technology, the ability to write and get paid as a journalist and then move into product ownership. With stints at Skype and Mashery Andy parlayed his experiences into something magical. Its way more than just "the best pitch deck he's ever seen" Listen in and learn about:  Old game vs new game Why your narrative is deeply connected to the sales deck Handling...

To say Pete loves to geek out on sales and data is an understatement. There's a fire that isn't just in his belly but all the way in his soul. He cares deeply and passionately about his endeavors and he shares that passion with us during this episode. Hear Pete's perspectives on:    How the buyer journey will shift based on a global pandemic Why your calendar is your destiny Investors are just fan...

Understanding Job Security and Employment Security. So what happens when this is all over? What happens to commercial real estate industries, automotive industries? Will inside sales stay in the office or migrate to WFH? What about your field and outside sales reps? How the buyer journey has had a seismic shift. Accelerating the rate of extension of sales as we know it.

Doing the opposite in recruiting is the best practice Making the rep sell to you.  What to listen for when interviewing a candidate. Finding the balance in applying to roles in a quantity or quality way? Managing your relationship with a recruiter.  What breaks my heart in the sales recruiting process  What makes a good impression with your recruiter as a candidate. What it's like to be selling at...

JM is a successful saleswoman, sales mgr, SDR mgr and Head of Sales Ops in Austin. From selling girl scout cookies in Sacramento as a child to planning her days and weeks in advance to optimize her days as a working mother, she covers a lot of ground and gets tactical. Right up until the moment that "life" intervenes. It's a Surf and Sales first! You'll have to listen to find out what happens. Top...

Dave Kennet has been working to improve the ability of sales reps, sales leaders, and sales managers around the most important part of the sales process coaching. In this episode we discuss: The most effective way to coach sales reps How to be strategic with coaching Maintaining optimism through a sales slump, downturn, or pandemic Coaching towards ROI and Economic Impact conversations

Team USA v. Team UK. USA has a larger follower count. But the UK claims to have better engagement from their followers. A Sales Showdown discussing crowdsourced topics that are relevant to you, right now. So who do you think will win? We're proud to be part of Team USA along with Kevin "KD" Dorsey, Dale Dupree, Rob Jeppsen, Morgan J Ingram, Richard Harris and Scott Leese. The other guys are puttin...

Scott Ingrim is an "Intentional Individual Contributor" who has found a multitude of ways to be a leader in the sales community. From his sales summit to his podcasts to his books and live virtual events, he works tirelessly to elevate the profession of sales. How does he do it all? He seeks connections and learning opportunities Focuses on value of events - Content and Connection You can never ha...