Surf and Sales
Richard Harris and Scott Leese
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.
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.
Episodes
Mentioned books
Feb 27, 2023 • 39min
S4E3 - How AI will change the future of the SDR role with Daniel Wiener
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.
Feb 20, 2023 • 42min
S4E2 - Small Wins = Big Wins with Matt Ferguson
What if you were a professional golfer and decided to move into sales and sales leadership coach? Essentially this is the Sales Manager 101 episode even if you've been doing it for 10 years. Welcome to the show Matt Ferguson. Topics include: Are you a pipeline manager or a structure manager? How to ATM your sales team: Awesome, Typical, Mess Small Wins = Big Wins
Feb 20, 2023 • 48min
S4E1 - The key to founder led sales to profitability with Michael Martocci
The key to founder-led sales is to improve the product/services faster, which is revenue growth. The key to transitioning to from founder-led sales to a salesperson is not letting them sell for 90 days. The key to upselling in founder-led sales, ask for feedback - those conversations lead to more extensive discussions about other problems we might be able to solve for them. Michael Martocci joins us and shares his thoughts and insights on this and more.
Dec 26, 2022 • 42min
S3E58 - What about Sales Leadership Sucks with Katy Mcfee
So you climb the ladder of success to EVP of Sales and then decide it's not what you want; what do you do? She had to slow down and learn what lights her up. Stop believing the fear of what you think people think about you.
Dec 19, 2022 • 51min
S3E57 - Surf and Sales Bonfire - If You Don't Invest in Yourself Why Should a Company with Larry Long Jr
Larry brings the fire as always. Here's what you are going to learn. When you invest in yourself others will notice. Controlling what you can control Where to start and how to start E - Entrepreneurial Spirit P - Preparation and Planning I -Internal Drive and Desire C - Communication
Nov 30, 2022 • 43min
S3E56 - How to build a better pipeline for 2023 with Donald Kelly
Pipeline, pipeline, pipeline. Without a pipeline you have no sales. Donald Kelly is a savant when it comes to building pipeline and he shares some of this best practices for 2023 to help you grow your pipeline.
Nov 9, 2022 • 35min
S3E55 - Baby shoe selling with Craig T. Ingram
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
Nov 8, 2022 • 57min
S3E54 - Stock Options Straight Talk with Colin Cadmus
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.
Nov 7, 2022 • 40min
S3E53 - There's one word every founder and salesperson needs to know, with Eldad Postan-Koren
The ultimate founder unicorn. Someone with a sales background and the ability to actually code the product. Eldad from Winn.ai shares amazing insights on combining these two roles together including: How a global pandemic can drive the creation Why does it take 1-2 hrs/ day to update the CRM What you need to get right when moving from beta to scaling the business What tech founders need to understand about moving from founder-led sales Finding the right partner in your first sales hire as a founder Forecasting the first time.
Oct 31, 2022 • 35min
S3E52 - Getting the right pipeline at the right time, with Joe McNeill
As the sales world shifts towards a more revenue focus, it's critical to understand how to effectively measure marketing and sales as with a single alignment. The skillsets needed from marketers and sales needed for 2023 How to create a combined compensation model for sales and marketing All the new revenue titles and what it means How to find out if the new company has What's the number one driver of conversion rates The value of curiosity and problem solvers
