Surf and Sales

It's never about personalization at scale, its about relevancy at scale and Nadja shares these best practices as well as others What its like to turn down $30m and stay bootstrapped Building a community from the ground up Why LinkedIn is a requirement for all employees Leading a team through the Ukrainian crisis Personalization at scale is misaligned Proper monetization of your community

A live conversation with Max Altschuler of Outreach.io to discuss everything under the sun related to sales engagement including: The cross-over between Sales execution, sales engagement, sales forecasting, conversational intelligence What people get wrong about sales engagement When scaling, best practices for revamping and who manages sequences Will AI take away the SDR role

A fascinating conversation with  Alex   Meade  about coming from a marketing and development perspective to lead business development and sales efforts. When you are in marketing and have to figure out sales. The differences between marketing and sales emails. What do you do when the tasks become too much for one person. Evolving your ICP as your business grows In love with teaching and coaching M...

The challenges of the side hustle people don't talk about.  The challenges of recruiting in 2022 What a start-up should know about hiring recruiting There is a shortage of good recruiters What are the skillsets of a good recruiter Stop trying to hire the perfect product when you hire people

Sometimes we get so process-oriented, we lose sight of the creativity in  sales . Chris Bogue is on a mission to change that. Check out his insights on all of these topics. Video  and  comedy is perfect for selling to the elite Play to the top of your intelligence Speak from the hear is key to comedy  and   sales . Permission mindset is the same in comedy  and   sales Content that educates, inform...

The # Sales  AEs who prospect their own business are often the most successful. This Live  Surf   and   Sales  Bonfire Webinar explores this topic deeply with Anthony Netoli of Outreach.io who lives this every day. He shares his insights, wisdom  and  takes questions from the audience about optimally performing  sales  prospecting as an individual contributor while also coaching his SDR  and  BDR...

One of the most creative salespeople in the game. Ding has turned the  sales  thought leadership world upside down. Enter the  Sales  Evangelist. The creator economy The  Sales  Evangelist Co-Selling where the reference is coming from matters Thought Leader vs. Evangelist If most people are saying yes to your prices, you are not charging enough

This episode is like a Marvel movie with a secret scene.  When an engineer builds a  sales  tool Recruiting is a  sales  job,  and  what makes a good communicator How should Heads of  Sales  work with a CTO There is only so much you can do to save an employee The pressure of results on  sales  from an outside point of view. Are  sales  targets misaligned to customer happiness? Salespeople get paid...

Listen to 2nd half of this episode first! It's hard being a founder. However, they bring a fresh perspective. Erol brings an amazing point of view about the no commission  sales  world  and  a whole lot more Eliminating manual data entry into CRM Getting to the quality data from your quantity data Why your SMB, MM, Enterprise  sales  experience is not that important  What it means to hire a  sales...

This is a different episode. Its the one where the guest comes on  and  asks for career advice.  Eric is a fractional CRO looking to build his brand  and  business. He's helped start several  sales  teams  and  is trying to figure out "scaling".  We won't give it away too much in the show notes. Listen in  and  learn. What it means to sell to SaaS companies when you don't have a lot of Saas experi...

So often we think of founders as technical founders. There are also operational founders. Alan is one of them  and  shares a lot of knowledge from that perspective  and  building a company in a crowded market.    How do you know when you have a product-market fit? What happens when you have multiple products  and  only one fit complete What's better than making assumptions when determining product...

Irit was at the forefront of the Customer Success revolution that started with Gainsight. She has since built her on customer success organization helping companies of all sizes build, re-build,  and  grow the customer success function. She shares a ton of knowledge with us. Understanding what customers want beyond the scope of the project Fundamental KPIs for the first implementation of Customer...

We all have our goals in life, and often create plans.  Derek  explores why you are closer to your 5-year goal than you really think you are along with his journey from pastry chef to sales leader The best advice for AEs need to hear about prospecting Why you should hire a person with no sales experience and nowhere else to go for the sales role From Pastry Chef to Sales The difference between int...

Kelsey has the ideal path for a revenue leader. SDR to AE, to Customer Success. She shares her knowledge and wisdom  with you. The struggles of writing professionally. How to build a business using a podcast The value of sales in customer success Should everyone in customer success have a sales background Should CSM roles have variable compensation Don't get blinded by losing the quota when you mo...

Making commitments and sticking them Define your time horizon What to do once you get product-market fit What do you do in the first 60-90 days The advantage of focusing on the low hanging fruit How and when to hire a Sales Ops What makes a good sales ops hire

Managing and growing the skill set of your leaders and managers and managers is an important topic, but rarely discussed. Until now. Andrew Newcomb has years of experience as a senior sales leader and shares his wisdom with us. Creating better rigor with your sales leaders What do people get wrong about coaching sales coaches The skillset you're you should be coaching your managers. Are you HSP -...

Derek has an amazing perspective  and  was fortunate enough to work with two amazing leaders, Justin Welsh  and Kevin Dorsey. He shares a ton of advice including: It's not the advice that matters, it is how you work through it with your hypothesis   No matter how much experience you have, you will still make mistakes.   There is nothing you can do to take away the feelings others experience. The t...

Whether you're a founder, work for a founder or want to be a start-up founder: this episode is a must. Wayne's passion is building start-up sales teams. He loved it so much he decided to quit being a VP of Sales and start helping organizations build their sales team and he shares his knowledge with us. Going from product/market fit to scale What steps do founders skip when scaling When should a fo...

Alexis has amazing views regarding sales, self-awareness, and the difference between being picky or particular. She shares them all in this episode   What is a Partnership Manager really do? What do you focus on first when defining your ICP ICP = Ideal Collaboration Profile Execs are more interested in the results as much as the how How to coach yourself out of impostor syndrome Navigating the wor...

Evolve or die. That is the lesson in this episode. There is no need to be an influencer, be a sales evangelist. Join us as Will Aitken jumps in and shares his journey from salesperson to sales evangelist. We dive into:  The new role in sales is a sales evangelist Using TikTok to leverage The transition from full-time sales to an evangelist "You don't have to wait for the promotion"

An amazing conversation to start of Season 3 with Lori Dunn. So good we let her take over to ask us more questions.  Overcoming the "We are ok right now" Messaging the old tech to sell new tech The hardest part of building from scratch in sales Pricing in the early stages The right questions to ask your CEO at a start-up Shifting from Founder-led sales Identifying the metrics in the early stage

The demo environment and demo experience are broken. And so is the interview and job hiring process. Adam Jay shares amazing insights on both of these and other topics including: What makes a bad a demo? Why you should only offer a POC Why you shouldn't pay for a POC Recruiting requirements for VP of Sales What are the questions candidates should ask a VP of Sales The value of "Tell me more"

Brooke started in sales and worked her way up to enablement. She's now running enablement for over 100 reps, both inbound and outbound. She shares amazing and tactical thoughts on enablement at scale, enablement in the remote world, and more including: Building a hybrid training model that works in a remote/ hybrid world Inbound and Outbound Comp How many SDRs are needed to justify an inbound team...

77% of people recently surveyed say they don't trust AI in sales yet. This conversation works to help remove the disbelief. We covered a host of topics including:   Where are we today with AI in Sales? How AI has evolved as technology and why it matters for sales leaders Is AI going to kill the SDR role? The perfect partnership: How humans and AI should work together to analyze and optimize your c...

Thomas is an active SVP of Sales. He stays in the trenches and has built amazing sales teams and he believes in the full cycle rep. Check out his advice on this episode What it takes to be a full-cycle sales rep. What prospecting "smarter" really means. Even execs have to stay in the trenches Achieve Your Goals by Helping others achieve theirs Why you are better at your job when you have a side hu...