Podcasts by Surf and Sales
Everyone is looking for help in sales, yet so few are willing to give it unselfishly.
Richard Harris and Scott Leese have teamed up to bring their best advice from their own life experiences, real-world job experiences, and what they see sales reps and leaders do right and, equally, do wrong so you can be the best at your craft as well.
And yeah, there will be the occasional surf story.
Further podcasts by Richard Harris and Scott Leese
Podcast on the topic Karriere
All episodes
S4E51 - Stopping Negative Self Talk with Joel Bein from 2023-11-13T11:01
You cannot just muscle your way through things. Our challenges are habitual, not natural. Joel Bein of Human Liberation joins us share some amazing advice.
- Unnecessary over hustling... Listen
S4E50 - Why LinkedIn is NOT for Cold Outreach with Charlotte Lloyd from 2023-10-30T10:03
Charlotte "The charKe" Lloyd joins us on the Surf and Sales podcast. Charlotte has become an amazing influencer on LinkedIn, and she didn't even start until 2021. It's never too late to get sta...
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S4E49 - Don't be the Allen Iverson of Sales with Matt Doyon from 2023-10-30T10:00
Matt Doyon joins us on the Surf and Sales podcast to discuss
- Practice is the key to success in everything
- Why smaller micro-training is better for everyone.
- It's ... Listen
S4E48 - How the Best Sales Reps Use Case Studies with Julian Lumpkin from 2023-10-23T10:01
Julian Lumpkin joins us on the Surf and Sales podcast and shares some amazing insights.
- Navigating the side hustle while still a W2
- Starting a marketing agency while nev... Listen
S4E47 - “Weird Al the SDR” w/ Jordan Abbott of Vidyard from 2023-10-23T10:00
Jordan Abbot from Vidyard joins us on the Surf and Sales podcast and shares amazing insights around the latest best practices in the SDR world.
- The optimal length of videos
S4E46 - I love you sales, but you don't love me. from 2023-10-16T10:02
Monica Stewart joins us on the Surf and Sales podcast and shares his wisdom including
- Why did she leave sales and come back two times?
- Has the system made founders lie abou... Listen
S4E45 - The VALUE Acid Trip of Sales Episode from 2023-10-09T10:00
Carlos Nouche joins us on the Surf and Sales podcast to discuss. And for the record, nobody was doing any drugs.
- More generations in sales now than any other time in history. ... Listen
S4E44 - Sales people are no longer motivated by money. from 2023-10-02T10:04
Alex Kremer joins us on the Surf and Sales podcast and shares his wisdom
- The value of community.
- The skill of choosing the right rocket ships and start-ups.
- What i... Listen
S4E43 - One Thing That Indicates When Its Time For Your First Sales Hire from 2023-10-02T10:02
Michelle Pietsch joins us on the Surf and Sales podcast.
- Your first value prop is probably not a value prop.
- Sales 101 is never outdated
- The first 10 and last 5 m... Listen
S4E42 - Everything is easy when you have been to hell and back with Justin Jay Johnson from 2023-09-11T10:00
Justin Jay Johnson joins us on the Surf and Sales podcast and shares his learnings about cutting the W2 chord, how life's tragedy became his biggest blessing, and why he likes helping people so ...
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S4E41 - The challenge of a start up that sells globally with Milo Milosevic from 2023-09-04T10:01
Milo Milosevic joins us on the Surf and Sales podcast and shares his thoughts on the following: Should the founder be the first seller? How to develop product market fit for something you will n...
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S4E40 - Navigating Change Management When Converting AE's to Outbound from 2023-08-28T10:05
The awesome Jason Bay joins us on the Surf and Sales podcast and we discuss some amazing insights including the mutual responsibility for success for reps and management. And how to manage the c...
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S4E39 - When you know how to sell everything falls into place from 2023-08-28T10:01
Casey Cavell has done it all from a professional athlete to professional gambling, to entrepreneur. He shares amazing insights and stories including:
- How he took a $50 poker entry f... Listen
S4E38 - How to leverage your network to grow your revenue with Joel Rodriguez from 2023-08-21T10:06
Joel is a sales and revenue visionary and joins us to discuss the easiest ways to leverage your own network. We get into the details around adjusting the mindset of "feeling dirty" to ask for a ...
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S4E37 - Revenue Enablement, the fixer of problems and people with Roderick Jefferson from 2023-08-21T10:03
Roderick Jefferson joins us and we go deep on some amazing topics.
- .Understanding and navigating corporate politics
- Stop doing presentations and start having conversations.... Listen
S4E36 - Selling in a Tumultuous Economy with Kaylee Chappelow from 2023-08-21T10:00
Mid-market sales rep Kaylee Chappelow about selling in the summer 2023 economy.
- Navigating a tumultuous upbringing and career.
- When your drive becomes your habit.
S4E35 - How much vulnerability is too much when building your brand with Luke Shalom from 2023-08-14T09:00
Luke Shalom joins us on the Surf and Sales podcast and discusses what it takes to build a brand. Topics include vulnerability, finding balance of the vulnerable story with negativity and stop tr...
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S4E34 - Making Bolder Decisions with Mark Roberge from 2023-08-07T18:06
The one and only Mark Roberge joins us on the Surf and Sales podcast.
S4E33 - It's not all about A-Players with Mark A Smith from 2023-08-07T17:58
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 dow...
Listen
S4E32 - Stock Options Straight Talk from 2023-08-07T17:14
Colin Cadmus joins a live Surf and Sales Bonfire session to discuss how stock options really work. When do they matter? When do I have to pay taxes on them? Should I optimize for income or optio...
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S4E31 - The entrepreneurial journey after being laid off with Nick Bennett from 2023-07-31T09:02
Nick joins us on the Surf and Sales podcast. He's going
- Why make money for others when you can make it for yourself
- The entrepreneurial journey after being laid off. ... Listen
S4E30 - These Are Not the Sales KPIs You're Looking For with Todd Busler from 2023-07-24T10:00
Todd Busler of Champify joins us on the Surf and Sales podcast and discusses the following:
- The Challenge of Traditional Sales Models
- The Right KPIs for Sales in 2023 ... Listen
S4E29 - Problem-i-zation is the Future of Personalization in Sales with Andy Mewborn from 2023-07-17T09:00
Andrew Mewborn joins us on the Surf and Sales podcast.
- What prospects really want.
Big props to Hubspot for making us a part of the Hubspot Podcasting Network! Listen
S4E28 - Getting past your own self-limiting beliefs with Bishoy Tadros from 2023-07-10T10:00
Bishoy Tadros joins us on the Surf and Sales podcast and shares his amazing story.
- Embracing Discomfort
- Managing a real job and your side hustle
- The comeback is bi... Listen
S4E27 - Going from Individual Contributor to Leader with Austen Schaefer from 2023-07-03T10:00
Austen Schaefer from Clozd joins us on the Surf and Sales podcast.
- What mistakes to avoid
- What it means to take that next step
- What you can do to take that next st... Listen
S4E26 - Avoid These Mistakes When Being a Sales Leader with Collin Mitchell from 2023-06-26T08:06
Collin Mitchells joins us on the Surf and Sales podcast.
Big props to Hubspot for making us a part of the Hubspot Podcasting Network!
- They even offer free tools to ... Listen
S4E25 - Will AI Replace RevOps with Craig Jordan from 2023-06-26T08:02
Craig Jordan joins us on the Surf and Sales podcast.
- Reducing the Bloat with Rev Ops
- Attaining revenue in a smarter way
- Convincing leadership rev ops is a must ha... Listen
S4 Bonus Episode Little Scotty's Birthday Special from 2023-06-23T18:39
This was the top-secret episode. The one where Richard decided to interview Scott's parents and brother about what Little Scotty was all about.
Big props to Hubspot for making us a p...
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S4 Bonus Episode Richard's Origin Story and Hating Socks from 2023-06-23T17:58
This is from the WayBack Time Machine. Season 1 Episode 3. Richard shares his origin story.
- How he became a consultant
- Why he used to hate wearing socks
- His focu... Listen
S4E24 - Your laziness is what's holding you back from 2023-06-19T09:08
Point Break! Matt Wolff from Ticket Time Machine joins us on the Surf and Sales podcast.
- The red flags when choosing partners
- Selling technologies to non-tech-minded cust... Listen
S4E23 - The Ultimate Why Episode of Sales from 2023-06-12T08:50
Point Break! Adam Goyette joins us on the Surf and Sales podcast. He shares some amazing insights.
- How to get through the noise with your message
- Why should they care?
- ...
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S4E22 - AI will NOT displace the Sales Team with Tito Bohrt from 2023-06-12T06:00
Shredder! Tito Bohrt joins us on the Surf and Sales podcast.
- Is AI annoying yet?
- Motivating your team through scary times of the economy and AI
- Be careful of the ... Listen
S4E21 -S.A.D.N.E.S.S. - Sales are Dope with Ben Gould and Ross Pomerantz from 2023-06-05T08:01
Point Break! Corporate Bro Ross Pomerantz and Ben Gould joined us today to discuss.
S4E20 - From picking your brain to charging for your time with Anthony Natoli from 2023-06-05T08:00
Point Break! Anthony Natoli joins us on the Surf and Sales podcast to discuss
- Getting off the sidelines and engaging ... Listen
S4E19 - Re-release S1E2 - The 2nd ever Surf and Sales Podcast Espisde from 2023-05-31T20:53
Shredder! Season 1 Episode 2 is re-released for your amusement. This episode is all about interviewing, and all these years later, the advice stays pretty solid.
Big props to Hubspot...
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S4E18 - Re-release Surf and Sales Season 1 Episode 1 from 2023-05-31T20:24
Point Break! We've decided to re-release the very first episode of Surf and Sales where we simply, well, sound exactly how you would expect us to sound.
Big props to Hubspot for mak...
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S4E17 - No Degree Required from 2023-05-29T08:05
Shredder! Jonaed Iqbal joins us on the Surf and Sales podcast and shares stories about how to get a role in sales even if you don't have a college degree.
- Being bold
- Crazie... Listen
S4E16 - How to stop wage theft in your comp plan. from 2023-05-29T08:04
Gnarly! Dan Goodman joins us on the Surf and Sales podcast to discuss
- What is my recourse if my company screws me on comp?
- Complex comp p... Listen
S4E15 - From Homeless to Top 1% of Sales Industry from 2023-05-22T10:00
Wow! Shari is truly a remarkable human being. She's been through homelessness twice before 18. And if that's not enough her kids survived a school shooting, and she shares all of this and how it...
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S4E14 - The Best Sales People Are Engaging, Not Knowledgeable from 2023-05-15T10:00
Point Break! Colin Coggins and Garrett Brown join us on the Surf and Sales podcast. As partners and authors of the best-selling book "The Unsold Mindset."
- Adding Value vs. Extract... Listen
S4E13 - Sharing your favorite failure from 2023-05-15T08:00
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...
Listen
S4E12 - Branding, Scripting, and Beyond first 90 Days of your solo-preneur career from 2023-05-08T09:00
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. <... Listen
S4E11 - Buzzwords, Advisory Roles, and Side Hustles from 2023-04-25T20:27
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 Hub...
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S4E9 - Do Influencers Need to Disclose if They Are Paid to Promote with Tim Harris of Uniphore from 2023-04-17T09:00
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 ment...
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S4E10 - Culture is defined as the worst behaviors tolerated. from 2023-04-17T09:00
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 real... Listen
S4E8 - How to grow your expansion sales with Michael Tuso from Callypso from 2023-04-03T07:00
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 conv...
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S4E7 - How to pick the right rocket for your moonshot from 2023-03-20T07:00
Elizabeth started her career in financial services and pivoted and figured out how to find the right start-up.
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S4E6 - Negotiating Severance from 2023-03-13T19:23
Yes, you can negotiate a severance and this is the episode that explains it all.
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S4E5 - Your Sales Practicing is All Wrong from 2023-02-27T08:03
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.
Listen
S4E4 - How to close $1m with an abundance mindset in MidMarket with JC Pollard from 2023-02-27T08:01
JC Pollard joins the show and explains how he closed $1m in 2022 with 40+ deals. And most are outbound
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S4E3 - How AI will change the future of the SDR role with Daniel Wiener from 2023-02-27T08:00
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.
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S4E2 - Small Wins = Big Wins with Matt Ferguson from 2023-02-20T11:00
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.
... Listen
S4E1 - The key to founder led sales to profitability with Michael Martocci from 2023-02-20T10:00
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 ...
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S3E58 - What about Sales Leadership Sucks with Katy Mcfee from 2022-12-26T19:02
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 ...
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S3E57 - Surf and Sales Bonfire - If You Don’t Invest in Yourself Why Should a Company with Larry Long Jr from 2022-12-19T05:00
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...
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S3E56 - How to build a better pipeline for 2023 with Donald Kelly from 2022-11-30T21:35
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 g...
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S3E55 - Baby shoe selling with Craig Thomas from 2022-11-09T18:19
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
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S3E54 - Stock Options Straight Talk with Colin Cadmus from 2022-11-08T22:27
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.
Listen
S3E53 - There's one word every founder and salesperson needs to know, with Eldad Postan-Koren from 2022-11-07T07:30
The ultimate founder unicorn. Someone with a sales background and the ability to actually code the product. Eldad from ...
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S3E52 - Getting the right pipeline at the right time, with Joe McNeill from 2022-10-31T06:36
S3E51 - Be prepared for change, with Amy Leigh Looper from 2022-10-31T06:35
After 18 years in corporate sales in big tech, it was time to leap into her starting her own...
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S3E50 - The Sales Innovation Paradox with Dr. Howard Dover from 2022-10-31T06:34
S3E49 - Scary Good Sales Stories from 2022-10-31T06:33
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 custo...
S3E48 - Is Warm Calling the New Cold Calling with Peter Skidmore from 2022-10-31T06:32
The skills you learn early in your sales career never go away as you grow your career, even when you become a founder. ...
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S3E47 - You are not born excellent at anything with Mona Akmal from 2022-10-31T06:31
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 n...
S3E46 - What's the worst that could happen? with Monique Mills from 2022-10-31T06:30
S3E45 - Go from being a 6 to 7 Figure AE *Live Bonfire Session* from 2022-10-03T13:12
What are your 5 Dream Lives
7 f...
S3E44 - Why tonality matters in sales with Jen Allen of Challenger from 2022-10-03T13:11
Jen started her sales career non-traditionally. She started as an account manager and customer service; then she decided to move into Listen
S3E43 - Re-humanizing Sales with Amarpreet Kalkat from 2022-10-03T13:10
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 s...
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S3E42 - What's broken about the sales recruiting model with Kurt Wilkin from 2022-09-26T06:30:32
S3E41 - Just shut and do it, it will be ok. with Keith Daw from 2022-09-05T13:01:41
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 h...
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S3E40 - The Velocity of Prospecting with Vlad Karukes from 2022-09-05T12:59:05
S3E39 - ROI is Dead and More with John Barrows from 2022-08-31T20:06:40
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...
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S3E38 - Everything is broken — just get comfortable with it, with Todd Busler from 2022-08-29T06:30:03
S3E37 - The Buddha of Sales with Denis Champagne from 2022-08-22T06:33:56
Selling is a spiritual experience. This was just one of the knowledge bombs dropped by our guest Denis Champagne. Den...
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S3E36 - Building a Team of Teams with Richard Sgro of Insight Partners from 2022-08-22T06:32:27
S3E35 - Advice from Richard and Scott with Jordan Freedman from 2022-08-22T06:31:44
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S3E34 - People are the biggest problem — and the solution with Nick Larson from 2022-08-22T06:30:51
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S3E33 - 3 Symptoms of Burnout with Emily Johnson from 2022-08-01T06:30:57
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 ...
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S3E32 - Your level of income will never exceed your level of self-worth, with Elyse Archer from 2022-07-25T06:30:04
Elyse took her annual 6-figure income to 7-figures in 6 weeks, literally. She shares her growth and is over the hump of...
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S3E31 - It's not all about "A" players with Mark Smith from 2022-06-20T06:30:33
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 dow...
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S3E30 - Why a No-Commission Sales Team is Right for You from 2022-06-13T06:31
S3E29 - When Mom Says "I Don't Think You'd Be Good in Sales" with Molly Grossman from 2022-06-13T06:30
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...
S3E28 - Ask Scott and Richard Anything, Straight from The Crow's Nest with Travis Matthews of Docusign from 2022-06-06T06:30
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 ...
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S3E27 - How to Support Mental Health With Your Sales Team from 2022-05-27T19:11:32
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, Richa...
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S3E26 15 minutes Tyler Bennet Asks Richard Questions from 2022-05-27T19:03:56
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 s...
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S3E25 - LIVE Bonfire Session - Unique Gifting and Personalization to Inspire Human Connections from 2022-05-23T06:30:18
RevOps leaders are focused on providing their teams with support and outreach strategies to boost engagement with prospects and customers. In our...
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S3E24 - The Ultimate RevOps Discussion with Feras Abdel of Outreach from 2022-05-02T11:02:16
S3E23 - Here to make salespeople happy with Scotland Foss of Scratchpad from 2022-04-25T10:06:26
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:...
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S3E22 - Picking Scott and Richard's Brain with Zac Scalzi from 2022-04-25T10:05:38
S3E21 - Do what you shouldn't with Nadja Komnenic from 2022-04-18T09:02:33
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...
S3E20 - What Sales Engagement and Intelligence Means for Your Team from 2022-04-18T09:01:57
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S3E19 - The Skill Up Acceleration of Covid with Alex Meade from 2022-04-18T09:00:16
S3E18 - The Side Hustle Isn't Always Glamorous with Joel Lalgee from 2022-04-04T06:30:49
The challenges of the side hustle people don't talk about.
The challenges of recruiting in 2022
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S3E17 - Strategically Break the Rules in Sales with Chris Bogue from 2022-03-28T06:31:34
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 insi...
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S3E16 - Why Your AEs must do prospecting even with SDR support with Anthony Netoli of Outreach.io from 2022-03-28T06:30
S3E15 - My Rap Career was Shorter Than a VP of Sales Ding Zheng from 2022-03-21T06:30:34
One of the most creative salespeople in the game. Ding has turned the sales thought leadership world upside down. Enter the Sales Evangelist.
- <...
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S3E14 - The Tequila&Sales Episode with Jason Riedel from 2022-03-14T06:32:16
This episode is like a Marvel movie with a secret scene.
- When an engineer builds a sales tool
- Listen
S3E13 - A No Commission Sales Org with Erol Toker from 2022-03-14T06:31:41
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...
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S3E12 - Crow's Nest - Career Advice with Eric Steeves from 2022-03-14T06:30:56
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 Listen
S3E11 - Event Planning is the 5th Most Stressful Job with Alan Newton from 2022-03-07T13:52:02
S3E10 - Modern Customer Success with Irit Eizips from 2022-03-07T13:41:36
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 a...
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S3E9 - You're closer to your 5-year goal than you think you are with Derek Harvey from 2022-02-21T07:32:59
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 pas...
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S3E8 - The ultimate sales to customer success conversation with Kelsey Calabro from 2022-02-21T07:31:24
Kelsey has the ideal path for a revenue leader. SDR to AE, to Customer Success. She shares her knowledge and wisdom with you. Listen
S3E7 - Questions from a first time Director of Sales with Jason Lopez from 2022-02-21T07:30:36
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 ...
S3E6 - Growth and management wisdom with Andrew Newcomb from 2022-02-01T14:28:24
S3E5 - The Value of Dedicating Time To Think About It with Derek Jankowski from 2022-01-31T07:30:56
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...
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S3E4 - Every founder must listen to this episode with Wayne Morris from 2022-01-24T07:30:39
S3E3 - You are the expert on your experiences with Alexis Scott from 2022-01-17T07:01
S3E2 - The new role: Sales Evangelist with Will Aitken from 2022-01-17T07:00
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...
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S3E1 - Confessions from the first revenue person with Lori Dunn from 2022-01-10T07:00
An amazing conversation to start of Season 3 with Lori Dunn. So good we let her take over to ask us more questions.
Ov...
S2E86 - Why your customers need a better demo experience with Adam Jay of Reprise from 2021-12-27T20:25:56
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:
Wh...
S2E85 - All in on SDR Enablement with Brooke Bachesta of Outreach from 2021-12-20T12:18:06
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 tactica...
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S2E84 - LIVE Bonfire Session - AI in Sales with Matt Millen and Sri Sridhar of Regie.ai from 2021-12-20T12:15:10
S2E83 - How to hire and coach a full cycle sales rep with Thomas Boccard from 2021-12-13T12:49:58
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 episo...
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S282 - Building the Right Life Mindset with Andrew Mewborn from 2021-12-13T12:47:55
S2E81 - How community has evolved with Zoe Hartsfield of Dooly.ai from 2021-12-13T12:45:55
S2E80 - Welcome to the SaaSholes from 2021-12-06T14:31:05
Definitely one of our favorite episodes. Our friends over on The SaaSholes podcast had us on as their guests. And they were kind enough to let us drop to our listeners too.
Give ...
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S2E79 - Why you don't dip salmon in chocolate with Paul Kreiter from 2021-12-06T14:28:23
Everyone has the ability to be better at presenting. The question comes down to one's ability to listen and implement the feedback. Paul shares an abundance of knowle...
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S2E78 - It's still about the basics with Luigi Prestinenzi Sales IQ from 2021-12-06T14:26:47
Luigi's first sales job at 17 was selling $7,000 high-end suits. And he fell in love with sales while working in a call center. His journey is unique and now he's par...
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S2E77 - Humility, Vulnerability, and Curiosity in Sales - Casey Jacox from 2021-11-01T06:00
Humility, Vulnerability, and Curiosity
If you have to tell people how great you are then you aren't that good.
The power of going first as a leader.
It's ok to not know every a...
S2E76 - LIVE Bonfire Session - Building a Successful SKO for Your Team from 2021-10-19T21:58:44
Joined by Chloe Stewart (CRO of Pilot.com), Niraj Kapur (Managing Director of Everybody Works in Sales), Belal Batrawy (Startup Advisor at DeathToFluff) and moderated by Tim Clarke (Senior Direc...
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S2E75 - How to De-Risk Your Pipeline with Tony J. Hughes from 2021-10-18T12:43:50
Everything looks pretty good up until the middle of the quarter, but then it all evaporates. Deals slip and fail to close. What are the root causes and how do you solve it?Listen
S2E74 - What's wrong with demos today with Jonathan Friedman from 2021-10-11T06:30
Jonathon has spent his life and career living in various parts of the world and building businesses that help grow through practical product-led growth. He shares ama...
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S2E73 - Marketing Ops Supports Sales with Daniel Murray of Service Titan from 2021-10-04T06:32
Daniel understands how marketing ops and sales have more in common than most people think. He shares his knowledge with us on a variety of topics
How soon should you hire marketing ops in...
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S2E72 - People are the foundation of sales with Bob Perkins, Co-Founder of AA-ISP from 2021-10-04T06:31
Use sponsor dollars to drive membership costs down not up
Sponsors who flourish think long term not near-term conversions
Why he thinks there's a "little bit of Hollywood in SaaS"
S2E71 - "Why do we pay a salesman's wage for CRM data entry?" with Chris Beall, CEO of Connect and Sell from 2021-10-04T06:30
Volume is about time reduction
5 Step Sales Process: Fear - Trust - Curiosity - Commitment - Action
Why a dial shouldn't be considered a "step"
What professional gambling taugh...
S2E70 - What leaders need to know planning 2022 with Justin Michael of HYPCCCYCL from 2021-09-27T14:02:16
Justin is a sales savant who can explain the complex in simple ways. He shared some amazing insights that all Sales Leaders need to know about building their revenue organization for 2022
S2E69 - Scaling is about process replication with CEO Andy Mowat of Gated.com from 2021-09-27T13:58:01
After a few successful exits, Andy has no desire to slow down. He shares some amazing insights on growing your company from early stage to exit, including:
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S2E67 - "Yes, South Dakota has startups" w/ Steven Schmidt from 2021-09-20T06:30
Steve shares his personal journey through addiction to business leader. He shares amazing insights on all levels including:
S2E68 - Going for it with Heather Monahan from 2021-09-20T06:30
Heather started from not just humble beginnings, but as she says, "poor". And she's used that to drive her own successes. The advice she gives is AMAZING!
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S2E66 - Why we haven't truly reached AI in sales yet with Howard Brown of RingDNA from 2021-09-13T06:30
Howard breaks down the concepts of AI in sales in the simplest and easiest conversation to date. We are getting there, but we aren't there yet. Learn about the follow...
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S2E65 - Founder $5 million with Breezy Beaumont from 2021-08-30T15:29:17
S2E64 - Best sales hires won't come through HR with Brent Gette from 2021-08-23T11:44:06
Sales=Transactional. BD = Relational based
Difference between selling to HR than other departments
S2E63 - Is AI in sales making us lazy with Barry Trailer from 2021-08-16T14:42:30
Difference between Millennials and GenZ in sales
The day that turns your life around
The best line for handling the competition EVER
Going from being an engineer to a life of s...
S2E62- What you work on, works on you with Nigel Green from 2021-08-16T14:37:55
What medical device sales are really like.
Job Security = Money, work for self, flexibility
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S2E61 - LIVE Bonfire Session - Mistakes to Avoid When Building A Coaching Culture from 2021-08-02T06:31
Ashley, Galem, and Niraj provide great feedback and answer audience questions. Topics include:
Effective 1:1s
Driving Accountability
Creating a safe place to learn
How t...
S2E60 - From AE to Founder with Kris Rudeegraap of Sendoso from 2021-08-02T06:30
Kris went straight from AE to co-founder and has raised over $50m. He shares a ton of sales, leadership, and fundraising insights including:
S2E59 - Great Leaders Do What Drug Addicts Do with Michael Brody-Waite from 2021-07-26T06:30
Michael has been through the wringer, literally. As he did the hard work to become sober he eventually realized the similarities he saw in the business and leadership...
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S2E58 - Surprise!! Happy birthday, Scott! from 2021-07-12T06:31
Today, we're celebrating our favorite man and resident Surf & Sales co-host: Scott Leese. In honor of his birthday, we wanted to bring on some of his closest Thursday Night Sales friends like Am...
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S2E57 - What's a real sales relationship? with David Nugent from 2021-07-12T06:30
S2E56 - Your Flywheel and Sales Funnel with Mike Wolber, CRO of Rent Dynamics from 2021-06-28T06:30
S2E55 - LIVE Bonfire Session - A Masterclass on Negotiating with Procurement from 2021-06-21T06:31
Negotiating with procurement is often one of the dark holes in the abyss at the bottom of the deepest ocean of the sales process. We brought the former SVP/General Ma...
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S2E54 - The cost of adoption with Head of Revenue Robb Finkelstein from 2021-06-21T06:30
RevOps is the NKTOB and its influence for improving revenue growth cannot be ignored. Robb from Heyday shares his insights on what it really means to build a successful machine.
3 K...
S2E53 - What it takes to go from VP of Sales to CRO with Tyler Barron from 2021-06-14T06:32
A long-time friend and first-time guest on the Surf and Sales podcast. He's gone from VP of Sales to CRO and shares his insights.
Figuring it out how to scale
The biggest mist...
S2E52 - What everyone gets wrong about Inbound Sales with Francois Bourdeau from 2021-06-14T06:31
Francois was side hustling before it was ever such a thing. Check out his insights on these topics and more
Should you doubl...
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S2E51 - How good product marketers help their sales team with Brandon Redlinger of RingDNA from 2021-06-14T06:30
What if a product marketer actually started their career in sales, and was good at sales? That's who Brandon Redlinger is and he shares a wealth of information about...
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S2E50 - From SDR to AE: how to prepare with Ashley Zagst, Chili Piper from 2021-06-07T06:31
Ashley moved from marketing to sales so much she took a part-time SDR role to prepare for the interview. This isn't the first time she's prepped for something this way and she shares her best pr...
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S2E49 - Why Sales Enablement should NOT report to the CRO w. Aaron Evans from 2021-06-07T06:30
How Sales Enablement bec...
S2E48 - How to identify the toxic organization with James Ski, Founder of Sales Confidence from 2021-05-31T06:33
In this episode, we get to talk to James Ski, Founder of Sales Confidence + Partnerships expert with Drift. He speaks openly about mental health and what it takes to ride the highs and lows of t...
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S2E47- 27 years at #7 F500; LisaMarks former SVP/GM, Global Biz Dev at American Express from 2021-05-31T06:32
Lisa spent 27 years at one of the largest companies in the world. She shares so much advice that is perfect no matter the size of your own organization or your role in it.
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S2E46 - Quota is hard with Meghann Misiak from 2021-05-31T06:31
How many of your reps should be going to Presidents Club
What makes a great President's Club event?
How to your promotion path interview really hard
What is sales mastery
S2E45 - Your difference is your advantage with Mercy Lee Bell from 2021-05-31T06:30
Connecting with someone's deepest emotional memories.
Clinging to sales performance when you don't like yourself
Disconnecting productivity from yourself
Joining in on somethin...
S2E44 - LIVE Bonfire Session - Strategies for Mental Health Resilience in Sales in 2021 from 2021-05-25T23:17:36
Sales professionals are experiencing more pressure than ever right now. In one of the most competitive, fast-moving, and high-pressure jobs, sales have been hit especially hard by COV...
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S2E43 - Being Metrics Driven vs Metrics Aware with Amos Schwartzfarb of Tech Stars from 2021-05-10T06:30
Being able to ask a VC is always a great conversation. Amos does not disappoint at all in this session. He shares a ton of great ideas and guidance in an open discuss...
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S2E42 - Some customers don't need to be kept with Sam P. Lark from 2021-05-03T13:27:23
S2E41 - Getting real on revenue with Amy Hrehovcik from 2021-05-03T13:26:32
Like many, Amy didn't plan to go into sales. She wanted to be in politics, lobbying, etc. Then after one of her first engagements with a political campaign, that all changed.
From p...
S2E40 - LIVE Bonfire Session - The Future of Sales is Female from 2021-04-26T06:31
S2E39 - Recognizing your own uniqueness with Kyle Porter of Salesloft from 2021-04-26T06:30
S2E38 - LIVE Bonfire Session - Making a side hustle, THE HUSTLE from 2021-04-18T06:32
The key to everything is to "allow yourself to feel it". This is how you will find your passion for a side hustle to be your real hustle. Here's other things we discussed during the conversation...
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S2E37 - How to take video to the next level with Nick Capozzi from 2021-04-18T06:31
Honestly, who has more energy and passion than Nick Capozzi? Certainly not us. Here Nick's answer to who would make a better "duty free salesman - Scott or Richard" and ...
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S2E36 - When the negotiation starts at "no" with Michael Litt of Vidyard from 2021-04-18T06:30
S2E35 - What growth doesn't want you to hear with Keith Daw from 2021-04-06T01:44:05
The self-proclaimed VP of Get Shit Done has joined the podcast and drops serious knowledge on humanity in sales and the per-fessional growth
S2E34 - Freemium vs. Free Trial vs. Neither with Pouyan Salehi of Scratchpad from 2021-04-06T01:36:39
- The one thing to do before you start building your product
How much should be in the MVP
Free Trial or No Free Trial
What looking at the grave... Listen
S2E33 - Selling is about making a positive impact with Tony Hughes from 2021-03-29T06:32
The problem behind sales success is a sales management
Most sellers do enough to not feel guilty, not be successful
Sales is meant to be a profession, act accordingly
The probl...
S2E32 - Black, SaaS, and Kicking Ass with Marcus Knight from 2021-03-29T06:31
S2E31 - Weathering the Perfect Storm with Mike Hook, VP of Sales, ChildcareCRM from 2021-03-29T06:00
We get tactical on this episode with Mike Hook, VP of Sales, ChildcareCRM. We discuss all things from onboarding to prospecting pains as well as how he weathered the storm of coming in to a new ...
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S2E30 - Behind The Curtain with Lauren Bailey from 2021-03-28T15:03:47
Lauren Bailey is an amazing woman and sales leader. She tells it like it is, even if when it might be uncomfortable. Check this episode out and learn. And yes, men yo...
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S2E29 - LIVE - Mentorship At Scale Bonfire Session with Cherilynn Castleman and Alan Tarkowski from 2021-03-22T06:32
S2E28 - Intentional Connection with Brian Sexton from 2021-03-22T06:31
S2E27 - Your $750,000 MBA with Ken Lundin from 2021-03-22T06:30
You can learn a lot from someone who lost $750,000 and declared bankruptcy. Ken shares all of it. How he got there, and how he navigated the downturn, as well as wha...
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S2E26 - Stock Options Straight Talk with Sam Jacobs and Collin Cadmus from 2021-03-15T07:00
Nobody teaches this or talks about it in a way for folks to learn. Excited that we were able to join Sam Jacobs and Colin Cadmus. Chatting about what are those options worth? When to monetize fo...
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S2E25 - You don't have a closing problem with Jeff Bajorek of Parabola Consulting from 2021-03-15T06:32
Jeff is one of the rare birds in sales. Once he discovered sales he knew he had a great passion for coaching salespeople and has since built an amazing business. He shares all of this and more. ...
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S2E24 - Owning my pipeline with Vin Matano from DemandBase from 2021-03-15T06:31
Vin's knowledge of prospecting and sales is well beyond his experience. He shares tons of great nuggets in this episode
You can't scale creative prospecting.
Fostering a strong AE/ ...
S2E23 - What you are doing wrong in your video sales calls with Julie Hansen from 2021-03-15T06:30
S2E22 - The right hand of the CRO with Jeremy Donovan SVP Sales Strategy, Salesloft from 2021-03-08T07:31
S2E21 - The Motorcycle Queen of Sales Acronyms with Cherilynn Castleman from 2021-03-08T07:30
From the moment the conversations starts with Cherilynn, you know it's going to be great. Cherilynn has spent years in sales and is a black woman and shares what it t...
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S2E20 - Heart, Hunger and Hustle with Mike Lindstrom from 2021-03-01T07:30
How does a mentor recognize someone who wants to be mentored?
3 things to look for in people: Heart, hunger, and hustleListen
S2E19 - Building a Community of Black Sales Professionals with Jacob Gebrewold from 2021-02-26T06:00
Join us as Jacob shares the need, ideation, and execution of building a community for black sales professionals. From creating a list, building a social community an...
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S2E18 - Building a Revenue Operations Rocket Ship from 2021-02-26T02:47:51
Sales Operations vs. Revenue Operations is the big topic of 2021.
Whether you are a start-up or a Fortune 100 organization. The data matters.We were joined by Salesforce, SmartBug Media, ...
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S2E17 - The first step to growth is humility with Ian Koniak of Salesforce from 2021-02-15T07:32
Ian shares two amazing stories with us. One centered around career growth at a large company. The other, he's a recovering addict and wants to share his journey with us.
How to share your...
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S2E16 - How interrogation skills made this vet a master of hemp sales with Jacob McCandless Vice President of Sales from 2021-02-15T07:31
Everything you wanted to know
Understanding the hemp industry
Overcoming objections and building rapport for tactical questions
How interrogation relates to sales in qualifica...
S2E15 - Battling the challenge of not focusing on what's easiest with Elizabeth Niemczyk of Extend from 2021-02-15T07:30
Elizabeth has always been stubborn. She knows it, and she shares her ability to use it as a tool and something she is working on. Join us as she shares more about:
The honesty that exist...
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S2E14 - Want recognition? Do something first. David Cancel, CEO of Drift from 2021-02-08T07:31
When data is a rearview mirror
What it means to truly be "customer-oriented"
How to recognize when the ego takes over.
Building culture, through a-synchronous communications in...
S2E13 - What it felt like to close his first 7-figure deal with VP of Enterprise Sales at Next Call, Jeff Kirchick from 2021-02-08T07:30
On this episode we bring on Jeff Kirchick: author + VP of Enterprise Sales at Next Call. We discuss:
Loving the complex sale
Balancing productivity on a...
S2E12 - Defining Sales Ops, Rev Ops, Sales Enablement with Patricia McLaren of RevShoppe from 2021-02-01T08:31
Patricia founded her company while on vacation. She shares that story and so much more.
The satisfaction of helping ot...
S2E11 - Sales moving forward into 2021 + 2022 with Keri Brooke, SVP Marketing Sales Cloud, Salesforce from 2021-02-01T08:30
How does an accountant become the SVP Marketing of Sales Cloud at Salesforce? Keri Brooke shares her story here
Navigating management excellence in sales post-...
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S2E10 - As a buyer, what bugs you the most? with Kevin Donville from 2021-02-01T07:30
Kevin brings an amazing background not only based on high quality sales experience, but also as a professionally trained magician. Listen as he shares:
<...
S2E9 - Lead smarter with Prateek Mathur from 2021-02-01T07:29
What reps who want management should do.
What should managers who want to be directors be doing.
Managing people is different
What it means i...
S2E8 - Soberforce with Marin Nelson RVP, Enterprise at Salesforce from 2021-01-25T08:00
Marin is 15 years sober and in late 2020 she and a few co-workers at Salesforce realized there was an opportunity to support their peers. This is that story. . Soberforce, the creation of a co...
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S2E7 - How to tell your story in 30 seconds with Ravi Rajani from 2021-01-25T07:30
Ravi is an amazing speaker, and he wants to help you do it too. Check out this episode to learn
Not just what you say, it's how you say it.
Understanding the best practices for stor...
S2E6 - Your desire for knowledge is a strength, not a weakness with Jordana Zeldin from 2021-01-18T08:30
Jordana has one of the most unique sales backgrounds we've ever had on the show. She sold high-end art to high net worth individuals in New York City
What it's like to lose a $7M art deal...
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S2E5 - Why it's hard to scale an SDR and AE delineated team with Brendan Cassidy from 2021-01-18T08:00
Brendan has accomplished and done a ton throughout his tenure in the business world
Understanding aspiration vs. work ...
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S2E4 - On your time and your terms with Shruti Kapoor of Wingman from 2021-01-18T07:30
S2E3 - When and how you monetize your community with Mark Birch from 2021-01-11T08:30
Fighting for attention is the value of a community
The value of monetizing your community
Building a community for large scale vs a targeted micro-communi...
S2E2 - Behind the S.A.D.N.E.S.S. Scene, Corporate Bro (aka Ross Pomerantz) from 2021-01-11T08:00
My first deal, sold an apartment ... Listen
S2E1 - Negotiating a higher salary with Sam McKenna from 2021-01-11T07:30
S1E200 - Fuck yeah and thank you! Surf and Sales 2020 Year In Review from 2020-12-30T19:24:36
A fun look back at the 200 episodes we released for Surf and Sales.
We could not have done 200 episodes if it were not for everyone who is willing to listen, our guests who came on and of...
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S1E199 - The 5 KPIs VCs look at when choosing to invest with Ray Rike of RevOpsSquared from 2020-12-30T19:10:22
The data behind encouraging sales, marketing, and customer success alignment
- Rule 40
- CAC - Payback period and ratio
- Retention
- Gross Margin
- CLTV v... Listen
S1E198 - Understanding Channel Sales with Ed Porter from 2020-12-30T19:07:32
One of the best ways to grow your revenue is by implementing a channel program. Ed Porter shares it all.
- What are the different types of channel sales models?
- What are the ... Listen
S1E197 - I like to swing big with Jackie Hermes from 2020-12-29T23:47:58
Jackie has an amazing outlook on building a social brand. She shares what she does, how she does and what works including...
- Setting the course as an entrepreneur for yourself and y... Listen
S1E196 - Ramping on a complex product with Miranda Fisher of Aircall from 2020-12-29T20:05
When its a complex product or service ramp time is critical. Miranda, a surf and sales alum joins us to discuss the following
Understanding the right type of demo
Proper demo onboar...
S1E195 - How to get promoted to VP of Sales with only BDR/SDR leadership background with Amy Miller of Celonis from 2020-12-29T20:05
Amy is massively competitive by nature. And has taken advantage of her skills to build a career in sales. Listen as she shares about the following topics.
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S1E194 - How I know when to go for the close with Phil Neizvestny from Aircall from 2020-12-28T08:00
The difference between good and great
How to move from SDR to an AE $1.2m goal
What tactics are you using in 2020 that ... Listen
S1E193 - Your customer journey is just a series of moments with Nina Butler of Alyce from 2020-12-28T07:30
Always be personal
What does over personalization mean
What are the dangers of gift-giving.
DIfference between lead generation and demand generation
What metrics should a...
S1E192 - How to create compounding interest in your career growth with host of Millennial Sales Podcast and new Strategic Account Executive Tom Alaimo of Gong.io from 2020-12-28T07:00
How I met more people in 2020 from my apartment in my professional
How micro-communities will thrive in 2021 and bey... Listen
S1E191 - What's it like being in sales in New Zealand with Mike Stokes of Indicator from 2020-12-21T09:00
The two biggest attributes successful sales rep show
What does self-awareness mean in sales
What's unique... Listen
S1E190 - How much is too much automation in emails with Will Allred of Lavender from 2020-12-21T09:00
Too many easy buttons is not the same as coaching and feedback
Can perfection hurt personalization... Listen
S1E189 - What real enterprise sales are like with Tony Marshall of Contentsquare from 2020-12-21T08:30
What does fair compensation look like in enterprise sales?
How do you get comfortable asking for 6-figure and then 7-figure deals?
Why I chose to commit to Ultra Marathons
W...
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S1E188 - Selling the win and selling the hope with Andrew Sidney of the Detroit Tigers from 2020-12-14T08:30
The 7th Inning stretch seller
What folks in sports ticket sales is different than Saas.
The strategy of selling sponsors... Listen
S1E187 - Building an environment to help people succeed with Ryan Walsh of RepVue from 2020-12-14T08:00
S1E186 - Growing up with parents who looked down on the sales profession with Niraj Kapur of Everybody Works in Sales from 2020-12-14T07:30
How to teach people to not be afraid of the phone
Navigating seasonality in your business.
Understanding rejection early and only.
S1E185 - Balancing a long-term strategy with customer requests with Adam Schoenfeld of Drift from 2020-12-14T07:00
Adam does not describe himself as a salesperson. In fact, he thinks he's not. We think he is, what do you think? Topics include:
How to navigate annual long term strategies with short ter...
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S1E184 - Goal Setting with Kevin Dorsey from 2020-12-07T07:00
S1E183 - From curiosity to accountability in growth with Hugo Robinson of Weploy from 2020-12-01T08:30
Learning how to be curious in a leadership role
How to figure out where to begin on your own knowledge gaps
The incongruence between what you think you know, what you really know, wh...
S1E182 - The power of winning through a team with Mario Martinez of Vengresso from 2020-12-01T08:00
What are the right digital communications?
Getting the process out of your head onto paper.
How long i... Listen
S1E181 - The only way to move forward as a leader with Director of Revenue Performance with Michael Tuso of Chili Piper from 2020-12-01T07:30
How to discover if the objections you hear are real.
How much time should be spent on tonality and delivery in sales training
How to coach on tonality and delivery in sales training<...
S1E180 - Progress isn't always about moving forward every time. with DeJuan Brown of Seismic from 2020-12-01T07:00
We can't be human together if you aren't willing to sit in my pain with me.
Stop making your decisions based on what you think others want.
Getting to the place where you don't give ...
S1E179 - Everything you wanted to know about selling into Europe with Thibaut Souyris of SalesLabs from 2020-11-23T09:30
How knowing another language helps in business.
How to sell into Germany from the US
How to sell into France from the US
... Listen
S1E178 - The DNA to entrepreneurship Kyle York from 2020-11-23T09:00
You work for what you get.
The challenge tech founders must face to really be successful
Avoidi... Listen
S1E177 - The pressure of success as a Founder, Mother, and Wife with Mary Grothe of SalesBQ from 2020-11-23T08:30
The courage of speaking the truth.
Build a plan to 50% of yourself, then be happy with
The biggest mistakes a founder makes
You will only go so far ...
S1E176 - What's broken in your CRM with Sara Beam of Virago Ventures from 2020-11-23T07:30
How to avoid field creep in your CRM
What you don't realize you are doing wrong in CRM
How to choose the right CRM for your organization
What owners need to understand about on...
S1E175 - The greatest skill you will ever have is being your own advocate, ALWAYS! With Gabrielle Blackwell of Gong from 2020-11-23T07:00
Understanding the right amount of micro-community engagement.
S1E174 - All about Revenue Operations with William Jager and Greg Gsell of Salesforce from 2020-11-23T06:30
Why has it taken so long for folks to come around to embrace rev ops?
How do you pitch the ROI of rev ops to the higher-ups?
How sales ops is different than Revenue Operations.
...
S1E173 - The value of not knowing what you don't know with Brian Trautschold co-founder Ambition from 2020-11-16T09:00
The value of not knowing what you don't know.
Competition is just about product and service overlap
The only real competitor is fighting over budget dollars.
How do you positio...
S1E172 - LIVE WFH Bonfire Session with Aaron Ross of Predictable Revenue from 2020-11-16T08:30
How do you manage the
What do you do when you are emotionally stuck.
Navigating predictable c... Listen
S1E171 - How to better use Data Analytics when recruiting salespeople with Allison Andrade of Findem from 2020-11-16T08:00
What is the one thing that comes first on your LinkedIn profile under jobs?
What are the really good questions to ask your future boss in an interview?
I changed jobs, and then the p...
S1E170 - Everything you are doing wrong or right in your Zoom meetings Susan Ibitz from 2020-11-16T07:30
How do you replace the handshake with a smile?
Interpreting the visual cues in a Zoom call
H... Listen
S1E169 - Being my best self day to day with Anna Kosior of Ada from 2020-11-16T07:00
The difference between an entry-level, enterpr... Listen
S1E168 - How to sell in a highly competitive market Diana Hamister from 2020-11-09T18:34:19
Adjusting the sales process during 2020
What it means to have your house in order when hiring salespeo... Listen
S1E167 - The skills behind the skills with Sales Strategist LinkedIn Amy Franko from 2020-11-09T18:33:29
What it meant to redefine during a pandemic
Self-improvement to thrive moving forward
Teaching people to have the courage to take the risk
Your prospect really does want to say...
S1E166 - Determination to twist the tools with Ernest Owusu of 6Sense from 2020-11-02T08:00
The 3 D's of the NFL - Debt, Divorce, Dead
The next step only takes a bit more effort
The difference from good to great to excellence
Love to win more than it hating to lose
S1E165 - Being obsessed with the outcome with CEO James Mackey Secure Vision from 2020-11-02T07:30
Determining what the right team looks like in your organization
Knowing your point of impact in hir... Listen
S1E164 - Why pitching in your LinkedIn invitation is ok with The Outbound Sales Martin MacArthur from 2020-11-02T07:00
How to connect your LinkedIn message to your next phone call.
How to properly prepare for outbound sales calls
How I learned from my own mistakes
S1E163 - 2021 Modeling, Planning, and Forecast with Robert McClaw of BurnRate.io from 2020-10-26T07:30
S1E162 - Building a Unicorn with Manny Medina of Outreach.io from 2020-10-26T07:00
Do you ever NOT take the advice of your VCs and what happened
When do you lose a VC in the conversation
5 Fundraising tips nobody tells you
Strategi...
S1E161 - From AE to BDR with JoBeth Hanak, Founder of Sassy Women from 2020-10-26T06:30
Handling difficult emotions and trusting yourself and the universe
What gym membership sales taught me about selling
Pro...
S1E160 - Why I love the player-coach model with VP of Sales Amanda Volz at Born Goup from 2020-10-26T06:00
Branding yourself during your layoff to help find a job.
What it's like to onboard as a VP of... Listen
S1E159 - Understanding the difference between a sponsor and a mentor with Christine Rogers of Aspireship from 2020-10-19T07:30
How I chose to focus my sales career focusing on people
The best sales close I had with my parents
It wasn't the economy it was my decisions that caused us to fail in 2009
The ...
S1E158 Keenan on Life and Life with Keenan from 2020-10-19T02:19:28
S1E157 - My struggles with impostor syndrome by Richard Harris from 2020-10-13T01:50
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.
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S1E156 - Navigating through the fear of sales with Alex Goldfayn from 2020-10-13T01:48:29
S1E155 - Affecting diversity within the organization with Tiffany Muckleroy at Centre Technologies from 2020-10-05T06:30
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.
S1E154 - The best use of Slack on prospecting with Alexine Mudawar, Major Account Executive at Displayr from 2020-10-05T06:00
S1E153 - How do I vette, interview and hire a good Sales Engineer with James Kaikis from 2020-09-28T06:30
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: Listen
S1E152 - The SDR role is not transactional with Evan Carlton Director of Development and Founder The Sales Development Coach from 2020-09-28T06:00
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 ...
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S1E151 - The Extraordinary Sales Habits with Andrew Sykes from 2020-09-21T08:00
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.
...
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S1E150 - Best "Everything" Advice with Ralph Barsi from 2020-09-21T07:30
S1E149 - How to identify your own value during your job search with Darien Pascuzzi from 2020-09-21T07:00
Th... Listen
S1E148 - Sales is a Thinking Process with Mike Simmons from 2020-09-21T06:30
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 ...
S1E147 - Compensation mistakes around the land and expand model with Megan Bowen, Chief Customer Officer at Refine Labs from 2020-09-21T06:00
S1E146 - 2020: the year of doing all the things I don't want to do with Ashleigh Early from 2020-09-14T07:30
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 ...
S1E145 - The underbelly of being a VC with Michael Brown from 2020-09-14T07:00
What is the right pattern recognition VCs keep
How the board / CEO dynamic that affects
S1E144 - Why you should solicit failure in sales with Gina Trimarco Chief Results Officer at Pivot10Results from 2020-09-14T06:30
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 inte...
S1E143 - Should you outsource your SDR team with Nimit Bhatt of Memory Blue from 2020-09-14T06:00
The SDR is the hardest role
How to not get bored talking about the same product and service
Managing S...
S1E142 - Being the Only with Kevin KD Dorsey from 2020-09-11T17:34:11
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...
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S1E141 - Stop saying the right things to the wrong person with Ryan Staley of Whale Boss from 2020-09-07T07:00
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:
S1E140 - The hidden talk track of top performers with Lisa McCleod from 2020-09-07T06:30
S1E139 - The definitive guide to sales leadership with David Weiss of Outreach.io from 2020-09-07T06:00
S1E138 - Selling the outcomes with Jake Dunlap of Skaled from 2020-08-31T19:16:06
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
- Wh... Listen
S1E137 - Why I spoke out in this time about misogyny in sales with Rachel Mae from 2020-08-24T18:20:48
The title says it all, and there's more to the story too.
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S1E136 - Where do you go to learn about being a CRO with Zorian Rotenberg, CRO Infotelligent from 2020-08-24T18:19:21
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
S1E135 - Why marketing should be running your demos Olivier L'Abbé of MetaData from 2020-08-24T18:16:03
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. ma...
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S1E134 Understanding Scale with Paul Salamanca with Security Scorecard. from 2020-08-17T17:53:59
- 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 hav... Listen
S1E133 - The ultimate definition of a bad sales pitch, "So What?" with Jacquelyn Nicholson from 2020-08-17T07:00
- Jacquelyn sold the internet, literally, back in 1995. She's got so much perspective on sales, culture, sales engineering, success, a... Listen
S1E132 - The 3 Pillars of Success in Sales with Karen Dunne-Esquire from Elation Sales from 2020-08-17T06:30
S1E131 - Why your diversity and inclusion program is all wrong with Madison Butler The Blue Haired Recruiter from 2020-08-17T06:00
S1E130 - At six, I decided to be the boss with Catie Ivey, RVP of Sales at Demandbase from 2020-08-10T06:30
S1E129 - The Victim mentality vs Warrior mentality with Glenn Ladd from 2020-08-10T06:00
Don't take on the victim mentality of proactively procrastination.
S1E128 -Good intentions are not enough to make a difference with Sam Nelson of Oureach.io from 2020-08-03T08:00
The guy with blue hair on LinkedIn, yup, that was our guest and he dropped some amazing knowledge around, startups, successes, failures and so much more, including: Listen
S1E127 - Making the case for sales ops and revenue ops with Hannah Duncan from 2020-08-03T07:30
Hannah says the competition of being a professional dancer are a huge reason she likes sales. Join us as we chat with her to learn about:
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S1E126 - The first line of communication for IBM Sales with Rahki Voria from 2020-08-03T07:00
S1E125 - Why your variable compensation plan is all wrong with Todd Caponi from 2020-08-03T06:30
S1E124 - My hell yes or heck no. with Liz Wending from 2020-08-03T06:00
Stop being self-serving in your sales messaging
My first big deal was in kindergarten
I fell in love with sales when I started teaching others.
Too much of a
Changing t...
S1E123 Are you smarter at sales than a 6th grader with Riley H from 2020-07-30T07:00
What does a kid do during a global pandemic do when he gets bored. Start a business of course.
In this episode, we interview a young man who did just that. He created Listen
S1E122 - If I'm under estimated thats the best place for me to be with Camille Clemons Director of Business Development and Cohen and Company from 2020-07-27T10:00
Camille isn't our traditional podcast guest, which is what makes her such a great guest. We definitely talk about business, but we also dive deep on humanity, parenti...
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S1E121 - Navigating the "blame game" between sales and marketing with Kyle Lacy CMO of Lessonly from 2020-07-27T09:30
What makes companies "break down" at the top of the funnel?
The reasons for bringing the SDR team under marketing
... Listen
S1E120 - The two best LinkedIn Strategies you've never heard about with Chris Walker CEO&Founder of RefineLabs from 2020-07-27T09:00
S1E119 - From SDR to Comedian to Sales Trainer with Jon Selig from 2020-07-27T08:30
S1E118 - From Teen Mom to SDRDefender with Nikki Ivey MTrain and SDR Defenders from 2020-07-27T08:00
Nikki leaves it all on the table in this episode. We cover just about anything you can think of in relation to sales and life. Gender, Race, #MeToo, TeenMom, Mental Health, and so much more.
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S1E117 - How to find your sweet spot in sales with Galem Girmay of Flywire from 2020-07-27T07:45
Galem Girmay is one an amazingly smart woman. She's knowledgeable about sales and life to say the least. She shares it all with us including:
S1E116 - Understanding Social Reciprocity with Ethan Beute Chief Evangelist at BombBomb from 2020-07-20T08:00
The essence of the evangelist
If you are innovating you must be evangelizing (5 min)
Innovation is solving a known problem in a new way. Solving a problem people don't know they hav...
S1E115 - Priming your mind for the phones with Marcus Chan of Venli Consulting Group from 2020-07-20T07:30
How you say it is as important as what you say
Teaching and coaching inflection
Priming your mind
M5 System
Coaching on an individual basis
Learning to sell by ...
S1E114 How to be in the moment when we need to be - Jason Gant from 2020-07-20T07:00
How to improve your focus in the difficult moments.
Being in the present moment
How to stop being overwhelmed
Hand...
S1E113 - Why Sales is not a numbers game with David Walter from 2020-07-20T06:30
Understanding your belief system is your key to success
Why the objection "I'm happy with what I have" is a great sales indicator
Claim your qualities
Getting over the fear of ...
S1E112 - Alway s ask for what you want with EVP of Global Marketing Allison MacLeod of Flywire from 2020-07-20T06:00
Is the American Judicial System Rigged? from 2020-07-20T05:18:52
This is an episode of MillennialX Coffee Talk. It's a conversation about the American Judicial System with a public defender of 35+ years experience making sure people get fair trials.
L...
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S1E111- Getting Hired The Unconventional Strategies work Austin Belcak from 2020-07-13T07:00
S1E110 - How to leverage your own impatience in a sales role with Sr. Biz Dev Mgr Josh Roth of WalkMe from 2020-07-13T07:00
How to have a genuine sales conversation that benefits both parties.
What it's like to start a new job and one week later a pandemic occurs.
What it's like being a sales rep for a ...
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S1E109 - How Sales is the most democratic career with Former VP Sales Eventbrite Chloe Stewart from 2020-07-06T06:00
Managing global time zones in a world wide sales organization
What it means to have a Center of Excellence in sales
Why the VP of Sales role can be very lonely
Forced into a ca...
S1E108 - The Secret Birthday Episode with Scott's Mom, Dad, and Brother from 2020-06-29T06:00
Laughter, Tears, and Joy.
Unbeknownst to Scott, I reached out to his family to learn more about him. What built his character? Was he always so competitive? Was he always the magnet he s...
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S1E107 - Understanding Field Sales with Brian Potter SAP/Concur from 2020-06-25T06:30
Navigating the sales cycle during a crisis
What does qualifying for President's Club
The Good and bad of working for a global organization
Do I stay an IC or move into manageme...
S1E106 - Understanding the miss-fits in sales with Larry Long Jr from 2020-06-25T06:00
Why sales is like match-making
How to ask the right questions in the interview
Transitioning from Life After Sports
Ageism in sales
Changing hiring practices
Why no...
S1E105 - The difference between Millennials and Gen Z in sales Dr. Howard Dover, University Texas, Dallas from 2020-06-22T07:00
Dr. Howard Dover has an amazing perspective not just on sales but also on the generational aspects of salespeople. Join us in this episode and you will learn about: Listen
S1E104 - What it means to sell with purpose with Blake Hudson Sales Manager of Victory Lap from 2020-06-22T06:30
Immediately a Top 5 All-Time Surf and Sales Guest. Stop reading this, just listen, and you will agree.
S1E103 - The top performer you have to terminate on your sales team. CEO Kate Lewis of e4enable from 2020-06-22T06:00
Defining what good looks like and how to drive to it.
How do you really instill change in the organization?R
Re...
S1E102 The 3 sentence cold email approach - James Bawden from 2020-06-15T06:30
How to make sales train...
S1E101 - What the best Sales People, BDRs and SDRs do to succeed with Alex Olley from 2020-06-15T06:00
Alex Olley brings an awesome perspective to sales. His background as a lawyer and musician make him very different than anyone else we've ever spoken with. Join us as...
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S1E100 A frank conversation about the world with John Barrows from 2020-06-09T07:00
John is one of the leading voices of sales and leadership in the world. He's open, honest, and direct about everything, and this episode is no different. Listen and Learn:
- Ag... Listen
S1E99 - The Origin of the Surf&Sales Partnership plus Breaking the Salesperson Stigma with Travis King and Kevin Mulrane from 2020-06-08T06:30
During this special episode of Surf and Sales Podcast, your co-hosts, Scott Leese and Richard Harris connect with life-lon...
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S1E98 - Laying the groundwork for selling your company with Elias Rubel of Matter Made from 2020-06-08T06:00
S1E97 Healthy Headspace Selling with Alex Smith of Headspace from 2020-06-04T02:25
S1E96 - Different Approaches to Social Selling with Ian Moyse EMEA Sales Director Natterbox from 2020-06-04T02:15
Why is EMEA/ UK "behind" in Social Selling?
Origins of Social Selling
The Changing Dynamic
Why Marketing should not control your personal LinkedIn brand
Measuring success...
S1E95 - I am not Idle with Amy Quick from 2020-06-01T07:00
What I learned about sale... Listen
S1E94 - Blake Johnston of Outbound View from 2020-06-01T06:30
Blake Johnston has a background in marketing and sales which gives him a unique perspective on being a CEO. In this episode hear his views on:
S1E93 - Sales are much more than just a performance mindset with Joy Hewitt-Carvajal of The Sales Rebellion from 2020-06-01T06:00
S1E92 What it takes to get that 7 figure executive salary with George McGehrin from 2020-05-26T07:00
S1E91 Way Beyond Customer Success with Nick Mehta of Gainsight from 2020-05-26T06:30
S1E90 Your Bounce-back Ability with Jules White of Live It, Love It, Sell It from 2020-05-26T06:00
S1E89 - Everything you wanted to know about sales with Sara Levinson from 2020-05-18T08:30
S1E88 - The Struggle to Breakthrough w/ Brian Smith Jr. from 2020-05-18T08:00
Brian Smith Jr. is a man who has overcome more than most. But he is also human and knows what its like to ride the highs and lows of sales. This is a portrait of a salesman who is fighting his w...
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S1E87 - Making Bolder Decisions with Mark Roberge from 2020-05-18T07:30
S1E86 - Understanding Content-Based Networking with James Carbary Sweetfish Media and B2B Growth Show from 2020-05-18T07:00
If you ever wanted to know why podcasting is not that hard, then this is the episode for you. James fully admits sales is not his strength and...
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S1E85 - The Entrepreneur's Godmother with Alison Edgar from 2020-05-18T06:30
Are you being your best you and do you believe it
Sales and customer service are exactly the same thing.
How I managed my dyslexia to be my superpower
Leveraging your self-awar...
S1E84 - Navigating the "no budget" conversation with Richard Smith Co-Founder Head of Sales of Refract from 2020-05-18T06:00
The person who says "no budget" actually has no control over the budget.
How to sell when there's not a line item in the budget for their service
S1E83 - Resilience in sales through mental health with Jeff Riseley of The Sales Health Alliance from 2020-05-11T08:00
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 num...
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S1E82 - Building World Class Sales Organizations with Steven Norman from 2020-05-11T07:30
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: Listen
S1E81 - Does Brand Trump Acumen w/ Sam Dunning from 2020-05-11T07:00
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 se...
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S1E80 - How and where does Revenue Ops sit in the organization with Kyle Coleman VP Revenue Growth and Enablement at Clari from 2020-05-11T06:30
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 some...
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S1E79 - Why has academia ignored sales, until now? With Dr. Richard Conde, Phd from the University of Houston Downtown from 2020-05-11T06:00
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 ...
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S1E78 - "You're in the people business" w/ Costas Perkas from 2020-05-04T07:30
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 s...
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S1E77 - Why it "Doesn't hurt to have a chip on your shoulder" w/ Lori Richardson from 2020-05-04T07:00
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 Wo...
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S1E76 - What must be in your sales playbook with VP Revenue Jake Reni of Tiled from 2020-05-04T06:30
What does a revenue title really mean?
How do we make the content better and ...
S1E75 - Outbounding Best Practices with Belal El Batrawy of Bravado from 2020-05-04T06:00
You're in a fail category until you prove otherwise when it comes to social selling
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S1E74 - Can you teach salespeople to be organized with SVP Sales of Kevin Gaither of Zip Recruiter from 2020-04-28T07:30
- People with charts that go up and to the right get promoted
- Best questions to a candidate in an interview Listen
S1E73 - The most important types of sales content with Martin Roth VP of Revenue at LevelSet from 2020-04-28T07:00
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:
Under...
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S1E72 - Social Capital in an appropriate way with Matt Cameron of SasSy Sales Management from 2020-04-28T06:30
S1E71 - "Adjust Quickly to Win" w/ Sarah Brazier of Gong.io from 2020-04-28T06:00
S1E70 - Your resume is your Super Bowl ad with Amy Volas of Avenue Talent Partners from 2020-04-20T09:30
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 unprece...
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S1E69 - The future of sales engagement in the SDR and AE Industrial Complex with Justin Michael from 2020-04-20T09:00
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...
S1E68 - You cannot "Top-Down" Lead During a Crisis with Steve Benson of Badger Maps from 2020-04-20T08:30
S1E67 - Understanding equity in startups with Collin Cadmus of Aircall from 2020-04-20T08:00
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 som...
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S1E66 - How Zoom beat Skype on a simple story with Andy Raskin of Self-Employed from 2020-04-20T07:30
S1E65 - Taking advantage of a forced actualization with Pete Kazanjy of Atrium and Modern Sales Pros from 2020-04-20T07:00
S1E64 - When Scott and Richard disagree from 2020-04-20T06:30
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...
S1E63 - The way you do anything is the way you do everything with Olga Penchenko of Revenue Hire from 2020-04-20T06:00
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...
S1E62 - Running Sales Ops Under Quarantine w/ a Toddler While Pregnant - JM Wilke is doing it all. from 2020-04-13T09:30
S1E61 - The most important part of the sales process, sales coaching with Dave Kennet of Replayz from 2020-04-13T09:00
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...
S1E60 - Team USA vs Team UK Sales Showdown from 2020-04-13T08:30
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 t...
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S1E59 - Why its Good to be Selling Services During a Recession - from $3m Quota Carrying F500 Sales Legend Scott Ingrim from 2020-04-13T08:00
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...
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S1E58 - Why Executives w/o Sales Experience Struggle w/ Forecasting, w/ Rob Jeppsen from 2020-04-13T07:30
Rob describes himself as competitive from birth and a troublemaker who pushed back on everything. He also started selling in HS and kept at it through college. A sales leader who ran a team of ~...
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S1E57 - #BeTheBounce with Trish Bertuzzi from 2020-04-13T07:00
S1E56 - What with it means to be the first sales rep at a start-up with Nick Casale Director of Sales at Sendoso from 2020-04-13T06:00
Nick Casale really enjoys being an entrepreneur. So much so, he gambled on himself and trusted the founders to be the first sales rep at a startup. Now he's running the team and working through ...
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S1E49 - Goal Oriented Communications with Matteo C'de Baca of Renaissance Leadership from 2020-03-27T06:00
S1E50 - I'm coin-operated with Max Altschuler of Outreach.io from 2020-03-27T06:00
Max has been a lot of places, seen a lot of things, and experienced life. We discussed everything from traveling through 80 countries, what it takes to onboard in a remote environment, and why h...
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S1E55 - Life is fleeting, fickle, and fast with Steven Broudy of Bevy from 2020-03-27T06:00
Steven Broudy has spent his life in the service of others. You learn this by hearing the way he talks, not just what he says. He's given more than just about anyone we know, having become a Snip...
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S1E53 - Sometimes the path forward is not a straight line with Victoria Abeling of SailPoint from 2020-03-27T06:00
Scott loves to call Victoria the best kept sales secret in Austin, Texas. Once you listen to her speak you will understand why.
In this insightful episod...
S1E55 - We sell to people not personas with Andy Paul from 2020-03-27T06:00
Andy has been through quite a bit in his sales career. Everything from being told he's too analytical to be in sales all the way to recently selling his podcast. Join us as we discuss this and a...
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S1E52 - How an Extreme Extrovert Learned to Sell Remotely w/ Blanche Reese of Salesloft from 2020-03-27T06:00
- Blanche fell into sales by accident like many of us. She actually turned down Salesloft at first, before joining them as employee #29. Now the 9th most te... Listen
S1E48 - The Wives Edition from 2020-03-21T20:55:33
Meet Cathy and Janet, the two people who put up with our shenanigans and "sellers' mind" on a daily basis.
We've been threatening to do this for a while now.
Hear what its like to ...
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S1E47 - How Halo gaming made me good at sales with Morgan J Ingram from 2020-03-16T06:10
S1E46 - Why people don't believe in themself enough with Evan Carmichael from 2020-03-16T06:05
There have been a few "cult classic" episodes of the Surf and Sales Podcast. This one is bound to end up there as well. Evan Carmichael shares some of his secrets for success. What it takes and ...
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S1E45 - Demand Gen for Sales People with Gaetano DiNardi from 2020-03-16T06:00
Demand Generation is one of those words that sales and marketing love to use but often don't really understand. Gaetano takes time away from working on his tan in Mia...
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S1E44 - Busting the myth that sales cannot be a remote workforce with Nicolas Vandenberghe of Chili Piper from 2020-03-09T15:10
S1E43 - I am a unicorn! I always wanted to been in sales! Ben Simms VP of Commercial Client Services of Market Source from 2020-03-09T15:05
Ben grew up knowing he wanted to be in sales. So much so his mom even said he didn't need to go to college. Ben now oversees 30 different sales teams. Be sure to listen in and hear the following...
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S1E42 - Software Developer to Printer Sales to CMO with Darryl Praill, CMO of Vanilla Soft from 2020-03-09T15:00
What do you get when you add a software developer with an SDR with an AE with a sales manager with a product marketer, VP of sales and VP of marketing? You get Darry...
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S1E41 - Overcoming FOMO and Impostor Syndrome with Jack Wilson from 2020-02-28T07:00
S1E40 - An insubordinate Al Bundy with unique ability with Tenbound CEO David Dulany from 2020-02-27T07:00
S1E39 - #1 on the Leaderboard doesn't mean Shit with Sahil Mansuri of Bravado from 2020-02-26T07:00
Sahil was supposed to be a doctor or a lawyer. He was never meant to be a salesperson. At least that's what his parents kept telling him. And they were almost right. Sahil freely admits he was T...
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S1E38 - Bringing Humanity Back into Sales with Tim Clarke of Salesforce from 2020-02-25T07:00
Tim Clarke has lived many lives inside and outside of the sales arena. Like the rest of us, he's had ups and downs personally and professionally, and he's willing to "go there" with us on this e...
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S1E37 - I hate seeing my name in Red with Lindsay Boggs of Citrix from 2020-02-24T07:00
Lindsay Boggs is a force of nature when it comes to sales. She figured out Social Selling before most of us, and she's a true leader and pioneer in the SDR landscape.
But as you lis...
S1E33 - The Socrates of Sales with Alex Boyd from 2020-02-13T07:00
So you are a little shy, got a liberal arts degree in philosophy and the prose repair shoppe was not accepting applications. So what do you? You launch a sales career of course! Be sure and ch...
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S1E34 - How I captured the Wolf of Wallstreet with Brandon Bornancin of Seamless.ai from 2020-02-13T07:00
Brandon was born to be in sales. He's worked his butt off his entire life. Made big money, and lost big money and he holds nothing back as he shares his successes and failures and how that has l...
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S1E35 - Learning to Say No with Paul "Wick" Kline from 2020-02-13T07:00
Saying no to upper management
How to prioritize your day for yourself and your team
Why your inbox will be the death of your management
Vagueness is the killer of productivity<...
S1E36 - My Dad was Dwight from Dunder Mifflin - The Sales Rebellion with Dale Dupree from 2020-02-13T07:00
This episode is sure to be an instant classic. Dale is an amazing storyteller. He opens up about his struggles, his love for his father, and the passion and compassion his father taught him by b...
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S1E32 - Perfecting Sales/Marketing Relationship w/ CMO Sydney Sloan of SalesLoft from 2020-02-10T10:00
Sydney Sloan offers an amazing perspective of Sales and Marketing. She's worked at Fortune brand companies like Nestle and Adobe and brings t...
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S1E31 - How Men Can Be Less "Clumsy" in the "Me Too" Era with Paige Drews from 2020-02-03T17:47:41
Farmer? Check! Assistant Heart Surgeon on Pigs? Check. VP Sales w/ an exit? Check! Family member an original suffragette? Check! Make a cold call during the intervi...
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S1E30 - Cowboys, Librarians and Snipers with Steve Richard of ExecVision from 2020-02-03T11:00
Steve Richard is a legend in sales leadership, training, and coaching. But it didn't always start out that way. Long before ExecVision, Vorsight and Corporate Executive Board there was the big d...
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S1E29 - The Individual Contributor Mindset with Taylor Lobdell of RollWorks from 2020-02-03T10:30
Taylor is a legitimate sales person and surfer. He doesn't remember the first time he was on a board, but he remembers the first time he bought one at Play it Again Sports. He's been a surf ins...
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S1E28 - From Rock Bottom to Rocketship with Scott Barker of Outreach.io from 2020-02-03T10:00
Scott Barker shares his experiences of his meteoric rise to sales success, his crash, and his rebirth to being a 7-figure selling and marketing machine. Things you will hear about:
...
S1E27 - Red Wagon Selling with James Buckley of JBarrows Sales Training from 2020-02-03T09:30
What do a red wagon and ferret, and sales have in common? Tune into this episode of Surf and Sales as we speak with Mr. "Say What Sales" James Buckley. In this episode y...
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S1E26 - Product + Marketing + Sales with Chris Orlob of Gong from 2020-02-03T09:00
S1E25 - Good VCs vs. Bad VCs with Doug Landis of Emergence Capital from 2020-02-03T08:30
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S1E23 - Growing into a Sales Manager with Daniel Molas of SolarWinds from 2020-02-03T08:00
Daniel is the Director of Sales at SolarWinds. Before he got to this company he spent a lot of time in start-ups. He found a great leader to learn from and now wants ...
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S1E22 - Sales Development at a Global Level with Julie Mann of Optimizely from 2020-02-03T07:30
Julie Mann, the Sr. Director of Global Sales Development has been steadily working her way through sales even though she swore she would never be a salesperson, EVER! The...
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S1E21 - How sales memes built a business with Daniel Disney from 2020-02-03T07:00
It started as an idea, and it grew into a business. The irony of this story, is well, all the irony. Join us as we speak with Daniel Disney of the Daily Sales. Learn about how he became enamored...
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S1E24 - #24 Legacy, Kobe, Federer, What's yours? from 2020-01-28T18:41:35
When fate intervenes... This episode came about because a guest needing to reschedule at the last minute.
We decided we should use the time wise to speak about what's happened t...
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S1E20 - How a Control Freak Can Learn to Scale Sales with Justin Welsh from 2020-01-15T06:48:40
Scaling a sales team takes a certain level of trust. Not just in others, but in yourself as well. As you hear Justin's origin story you will learn he came from a ...
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S1E19 - An Introduction to "Brand Archetypes" and Video w/ Ryan O'Hara from 2020-01-15T06:44:34
Ryan O'Hara is the VP of Growth and Marketing at LeadIQ. He was also one of the earliest folks on LinkedIn ...
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S1E18 - Turning Customer Success into a Revenue Machine with Randy Sparks from 2020-01-15T06:42:02
Randy has helped build a team that includes 75 individuals in the customer success arena. Lots of different ...
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S1E17 - Remote Selling with Jason McElhone from 2020-01-15T06:38:10
Jason? So he's seen a lot and done a lot.
He's now figure...
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S1E16 - What does Little League Baseball have to do with Sales Leadership? w/ Brandon Calley from 2020-01-15T06:34:50
Brandon Calley is an established sales leader in Austin who has been a part of many successful tech comp...
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S1E15 - What's it like being "The Only" w/ Kevin Dorsey from 2020-01-15T06:31:47
Kevin Dorsey is a captivating sales leader, with a big heart who cares deeply about his team and personal gr...
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S1E14 - CEO. Working mother. Superwoman. w/ Paige Robinson from 2020-01-15T06:27:17
Paige Robinson is the founder of Will Reed, a recruiting firm that partners with innovative tech companies. She is also a mother of two with one on the way. What ...
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S1E13 - Current lead scoring is completely wrong with Becc Holland from 2020-01-15T06:18:18
She brings a fresh approac... Listen
S1E12 - Learning to be comfortable with uncomfortable with Henry Frazier from 2020-01-15T06:13:18
S1E11 - A Clear Path to Winning with Cory Bray from 2020-01-09T07:00
Were you overly competitive in first grade? Did someone's mom call your mom about it?
Well, that's exactly what happened to our friend and most recent guest, Listen
S1E10 - Recruiting Advice for Leadership and Candidates with Carolyn Betts from 2020-01-08T07:00
In January 2010, Carolyn Betts decided to go out on her own and created Betts Recruiting. Joi...
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S1E10 - with CRO Troops.ai Roque Versace from 2020-01-08T07:00
Roque's (Rock) path to CRO is not necessarily the traditional one. Roque is a veteran of the US Armed Serv...
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S1E8 - Solving the Marketing and Sales Dynamic with Jack Kosakowski from 2020-01-08T07:00
Jack's first "sales job"? He was 16 and his grandfather took him on a sales run to ...
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S1E7 - Marketing Should Have Real Quotas too! with Tami McQueen from 2019-12-16T06:00:18
In this episode, we speak with Tami McQueen of 31 South, formerly of SalesLoft and one of the original Surf and Sales I attendees!
We discuss:
- Should marketing carry a number... Listen
S1E6 Can't Sales And Operations Just Get Along? With Claire Morris from 2019-12-15T01:50:33
The conflict between Sales and Sales Ops is real and needs to be addressed. Yet some of the biggest improvements in sales performance happen as a result of a strong partnership with Sales Operat...
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S1E5 with Sarah Drake from 2019-12-10T03:52:16
So often we hear from the veterans on podcasts. This time we flip it a bit and take time to learn from someone who's career is just getting started. Enter, Sarah Drake.
Sarah is a Sr. S...
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S1E4 - Negotiating Salary from 2019-11-26T22:38:58
Ever wondered why all these executives who get fired get some kind of severance?
Ever wondered if it could apply to you?
Well, it does, and yes you can.
Join Richard Harris...
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S1E3 - Origin Story - Richard Harris from 2019-11-26T01:08:05
Everyone has a story. Every. Single. Person.
In this episode, Scott gets Richard to share his origin story into sales. How and why he chose the profession. What mistakes he's made and lea...
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S1E2 - Interviewing Skills for EVERYONE! from 2019-11-26T00:58:41
Scott Leese and Richard Harris bust all the interviewing myths wide open on this episode of the Surf and Sales Podcast.
Some of the myths we cover:
1. The company isn't interviewin...
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S1E1 - Mastering Sales Enablement from 2019-11-26T00:52:34
As sales enablement continues to grow, the roles often overlap between Sales Ops, Revenue Ops, Sales Management and Sales Enablement leaders.
Who owns which part? Is there an easy way to...
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