Surf and Sales

What if you were a founder with an engineering degree and an MBA? Well, Monique Mills is that person. This episode will let you bridge the gap between being a revenue individual and a technical founder.  Dealing with a Technical Founder as a  Sales  LeaderThe origin story from engineering to  sales  and leadership Connecting the dots be Providing value to someone willing to  Everything must have v...

There is only one way to describe this episode. Pure Fire. So much wisdom dropped. What are your 5 Dream Lives 7 figures are the NEW 6 figures You cannot make your identity based on your money The 12-Week Year We all need running mates, mentors, and mentees Sometimes we have to embrace the suck

Jen started her  sales  career non-traditionally. She started as an account manager and customer service; then she decided to move into  sales . What you should be teaching your new reps first and it's not about the product. The Challenger Methodology does not mean ignoring relationship selling How tonality matter How to value your worth as a keynote speaker You will never be excellent in  sales W...

Knowing your audience is key in  sales . Amarpreet has been working to solve this problem so that we don't have to spend hours researching. He shares his wisdom on solving the issue as well as taking an idea to product and the product market fit.  The struggles of early-stage product market fit. Finding the right balance of product market fit between growth and your roadmap Personalization / Relev...

Kurt Wilkin has been doing  sales   and  executive recruiting for  a  very long time.  And  he shares what's broken  and  how to fix it.  What's wrong with the recruiting pricing model Retrain your brain on how to leverage the recruiter relationship better Why do most companies not get the recruiter relationship wrong? The blindspots  of  entrepreneurs when it comes to growing The four questions y...

Keith Daw has an amazing story. After spending years working for others, he cut the cord and built his own business. He shares his advice on how to: The mindset founders struggle with. You pay me to tell me what to do, not what you want to do Deciding to bet on yourself  and  cut the W2 Figuring out your pricing  and  contracts when starting your consulting business. What about the ROI phrase

Vlad's first job was selling popcorn on his bike. Now he is an enterprise salesperson selling 6  and  7-figure deals with multi-year  sales  cycles. He shares amazing insights around the growth mindset  and  how to achieve your dreams. Understanding your customer before you speak with them Your growth  in   sales  will be based more than on your work experience Working on your confidence  in   sal...

It's always fun chatting with our good friend John Barrows.   This is a recording of the live Bonfire Session we did with him on the topic of ROI is dead, and we answered questions from the crowd as well. 

Todd brings  a  unique perspective to  sales  leadership  and  being  a  founder. Going all the way back to his time as  a   Sales  Engineer, the first GTM hires to VP  of   Sales ,  and  finally  a  founder. Seeing the problem vs. taking the leap  of  faith The first step to becoming  a  founder What the MVP should look like  and  how not to overbuild What makes the best first GTM salesperson Opt...

Selling is  a  spiritual experience. This was just one  of  the knowledge bombs dropped by our guest Denis Champagne. Denis is one  of  these folks who have so much wisdom about life, not just life,  and   a  ton about  sales  including: Winning is about the achievement, not beating the opponent The discipline to be good Realizing that  sales  about treasures  of  the heart It's easier to change p...

Richard has  a  unique  and  different background  in  becoming  a   sales  leader. Going from product to solutions engineering to VP  of   Sales .  Why does  a  VC have  a  VP  of   Sales   and  Customer Success Coming from product engineering to  a   sales  leader Is your  sales  team Wolf  of  Wall Street  or  Moneyball Is product management the future  of   sales What founders do not understan...

A  reverse episode where we let the guest ask all the questions. Here are just  a  few. How do you know which  sales  methodology is the right one for you? How do you choose the right type  of  mentor? What books are you reading? Painting pictures  of  pain How do you run  a  discovery call? How do you determine access to authority?

Nick has always loved chasing revenue  and  waves. He shares his experiences  of  each Why chase revenue What is the value  of  performance reviews Getting your first customer How to find your first customer Do you have an adaptability question Taking something you are good at  and  apply to something you are bad at

Through her own experiences, Emily recognized where her passion for success caused her to burn out and turned it into her business. She shares a ton of real-world and practical advice so we can all feel a little less stress. You don't have to meditate to be mindful Resilience and Prevention  The primary differences in how people experience Recognizing the triggers of your burnout When you define y...

Elyse took her annual 6-figure income to 7-figures  in  6 weeks, literally.  She shares her growth  and  is over the hump  of  the fear.  Getting unstuck from the $150 OTE is more than about the money Sales  are not just about the hustle Difference between masculine  and  feminine energy Feminine is about play, fun, relationships, the journey Masculine energy, the destination, structure, where you...

Mark Smith tells it how it is. A VP of Sales multiple times over, he has dabbled in politics, consulting, advising and investing. So why leave everything behind and take a sabbatical? We sit down with Mark to discuss how his definition of success has evolved over the years, and the lessons he hopes to impart upon the next generation of sellers and leaders.

What if you could prove that a higher based salesperson with no commission would be happier, perform better, and reduce your retention?  That's exactly what we discuss in this live Bonfire Session. Topics include:   Why do commissions even exist. What is recruiting like for a no-commission sales organization? How does this affect your customer's experience? How do you set goals? How do you have th...

Recognition that shows value more than the promotion itself. Managing a team of North American SDRs from the UK Learning how to let go lets you have more control What could you do to position yourself for the next role as an SDR Accelerate out of your current role.

The Crow's Nest is a special place in Costa Rica where sincere and intimate conversations happen with attendees. We want to create the same moments away from Costa Rica and this is one of those episodes  What to do when transitioning your role Navigating the interview process Recruiters are the gatekeeper  Shrinking the delta between idea and action Why you don't need to SEO Amazon when you write...

A special episode with our friends from Salesforce supporting your team around the topic of mental health.  Amazing insights are shared by Niraj Kapur, Lindsey Boggs, Elyese Archer, Richard Harris and Marcus Chan

An impromptu podcast episode. Decided to let the guest interview the host. Tyler asked some awesome questions and the answers will surprise you. 1. How does your newsletter play into your overall strategy? 2. How do you measure yourself when you aren't held accountable to a number as a solo-preneur

RevOps leaders are focused on providing their teams with support  and  outreach strategies to boost engagement with prospects  and  customers. In our digitally-saturated world, it's more important than ever to include personalized touchpoints into  sales  workflows. How do you use your gifting process to keep prospects engaged during a long  sales  cycle? What percentage of gifts are branded vs. u...

Feras started in  sales   and  fell in love with revenue operations after carrying a bag for years. He shares amazing insights on Revenue Operations best practices. The value of a  sales  focus being in RevOps Running rev ops with 20 employees vs 1,000 Understanding the revenue lifecycle Recognizing enterprise risk Tool familiarity cannot be the only hiring criteria The pitfalls of 3rd party full-...

Rare is the first head of  sales  making it past 18 months at a startup. Scotland is in rarified air  and  shares his experiences with us including:  Go to market workspace First 18 months as head of  sales  at 16 months The priorities of a new head of  sales  for the first 16 months Build a capacity plan vs forecasting plan Don't overly process in the early stages 3 Types of early-stage revenue o...

A must-listen episode! An interesting episode where the guest asks all the questions. Zac came prepared  and  asked some of the best questions everyone thinks about.   Where do you invest in  sales  post-Series A to scale? What are the steps  and  in what order to best define product-market fit? How do we go from nice-to-have to must-have?