Surf and Sales

Gnarly!   Gary Garth joins us on the Surf and Sales podcast to discuss six exits and his favorite failures. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! Please check them out for great sales content and an awesome CRM Connect with us on LinkedIn Richard Harris Scott Leese Get a free copy on GaryGarth.com and use the coupon SurfandSales and get his book on Gary Garth...

Shredder Tom Slocum joins us on the Surf and Sales podcast and drops some awesome nuggets What people say in the room behind closed doors when you aren't there defines your brand.  When your prospect picks up the phone  Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team.  Click Here   Connect with us on Link...

  Point Break! An unplanned and unscripted conversation of random questions around buzzwords in sales, advisory roles, and side hustles involving real estate   Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team.  Click Here   Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Co...

Shredder! Leanne and Al Elliott join us on the Surf and Sales podcast to talk about culture The biggest lies people believe when building business culture.  How do you really define culture? How do you rebuild your culture? Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team.  Click Here   Connect with us on...

Boom! Tim Harris from Uniphore joins us on the Surf and Sales podcast. What started as a conversation around Product Marketing and Sales quickly shifted to whether sales influencers need to mention if they are posting paid content.  One to One vs. One to Many messaging What is a strong voice as a brand Influencers disclosure to paid content. Big props to Hubspot for making us a part of the Hubspot...

simply saying upselling and cross-selling to your current customer base is not enough. You need to understand what those seditions meanin your company and equally, when and how to start the conversations. 

Elizabeth started her career in financial services and pivoted and figured out how to find the right start-up. 

Yes, you can negotiate a severance and this is the episode that explains it all. 

If you are running your sales training and coaching at game speed is hurting you. Jordana Zeldin and Jonathan Mahan share all the right and best practices to help you adjust.

JC Pollard joins the show and explains how he closed $1m in 2022 with 40+ deals. And most are outbound

The average salesperson will be replaced soon, and Daniel explains why. We then dig deeper into what it's like being a co-founder with a close friend. 

What if you were a professional golfer and decided to move into sales and sales leadership coach? Essentially this is the Sales Manager 101 episode even if you've been doing it for 10 years. Welcome to the show Matt Ferguson. Topics include: Are you a pipeline manager or a structure manager? How to ATM your sales team: Awesome, Typical, Mess Small Wins = Big Wins

The key to founder-led sales is to improve the product/services faster, which is revenue growth. The key to transitioning to from founder-led sales to a salesperson is not letting them sell for 90 days. The key to upselling in founder-led sales, ask for feedback - those conversations lead to more extensive discussions about other problems we might be able to solve for them. Michael Martocci joins...

So you climb the ladder of success to EVP of Sales and then decide it's not what you want; what do you do?  She had to slow down and learn what lights her up.  Stop believing the fear of what you think people think about you. 

Larry brings the fire as always. Here's what you are going to learn.  When you invest in yourself others will notice. Controlling what you can control Where to start and how to start E - Entrepreneurial Spirit P - Preparation and Planning I -Internal Drive and Desire C - Communication     

Pipeline, pipeline, pipeline.  Without a pipeline you have no sales.  Donald Kelly is a savant when it comes to building pipeline and he shares some of this best practices for 2023 to help you grow your pipeline.

Want to learn how to use baby shoes to help you sell? Want to learn about the kryptonite of sales? Don't miss this episode with our good friend, Craig Thomas

Listen in and learn all the things you need to know about how stock options work in the start-up world. Nobody ever teaches you this, until now. 

The ultimate founder unicorn.  Someone with  a   sales  background  and  the ability to actually code the product. Eldad from Winn.ai shares amazing insights on combining these two roles together including:  How  a  global pandemic can drive the creation Why does it take 1-2 hrs/ day to update the CRM What you need to get right when moving from beta to scaling the business What tech founders need...

As the  sales  world shifts towards  a  more revenue focus, it's critical to understand how to effectively measure marketing  and   sales  as with  a  single alignment. The skillsets needed from marketers  and   sales  needed for 2023 How to create  a  combined compensation model for  sales   and  marketing All the new revenue titles  and  what it means How to find out if the new company has  What...

After 18 years  in  corporate  sales   in  big tech, it was time to leap into her starting her own business. Oh,  and  along the way, she had some  of  the biggest personal challenges, particularly as  a  mom. What it means to fail forward Fear  of  success can be as powerful as fear  of  failure. Why farming is entrepreneurial The wrong image  of  postpartum depression Finding the balance as  a  ...

When does the capacity  of  technology start hurting the experience? Many tools  in  the  sales  stack are built with intent, not purpose. We create tools because the VC market wants to make money. Technology is changing the buyer's behavior but will it stop the spam  or  keep making it worse? What do we do when the customer is  in   a  constant state  of  shift? We have to be constantly agile, sa...

Did you hear the one about...  When you're taught to lie to your customers at your first  sales  job. When your leadership tells you to lie to your customers The time the mob said meet me outside  in  my black Cadillac When the customer pulled the baseball bat during the walking- in  cold call Why betting on yourself will always get you through the scariest moments.

The skills you learn early  in  your  sales  career never go away as you grow your career, even when you become  a  founder.  What it means to slow down to speed up Navigating the founder mindset to focus on the "one thing." Two keys to successful leadership. The difference between rejection as  a  founder  and   sales .  The value  of  time is driving decisions Chasing time is more valuable than...

ROI is the biggest behind Crypto Understanding how the economic downturn helps your company. The insights economic downturns teach founders. Brute force to first $1m-$2m will not get $100m Finding thought partners with your first customers is the most important thing.  Founders must show their early customers they care, not pitch "the baby" How to get your first customer to be a big customer. Enli...