Surf and Sales

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

Knowing your audience is key in sales. Amarpreet has been working to solve this problem so that we don't have to spend hours researching. He shares his wisdom on solving the issue as well as taking an idea to product and the product market fit.  The struggles of early-stage product market fit. Finding the right balance of product market fit between growth and your roadmapPersonalization / Relevance - No…Buyer Intelligence is what's next More than teaching reps how to use information Understanding why to do something comes before teaching how.

Kurt Wilkin has been doing sales and executive recruiting for a very long time. And he shares what's broken and how to fix it.  What's wrong with the recruiting pricing model Retrain your brain on how to leverage the recruiter relationship better Why do most companies not get the recruiter relationship wrong? The blindspots of entrepreneurs when it comes to growing The four questions you should ask about your current team to grow to the next level Does your employee have the experience and skills to get to the next level? 

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

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

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

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

Selling is a spiritual experience. This was just one of the knowledge bombs dropped by our guest Denis Champagne. Denis is one of these folks who have so much wisdom about life, not just life, and a ton about sales including: Winning is about the achievement, not beating the opponentThe discipline to be good Realizing that sales about treasures of the heart It's easier to change plans than not to make them.You can hide the face but not the voice, especially in prospecting.Personal wealth is preceded by personal growth Target,  Execution, Account for Activity, Measure, Manage, Success

Richard has a unique and different background in becoming a sales leader. Going from product to solutions engineering to VP of Sales.  Why does a VC have a VP of Sales and Customer Success Coming from product engineering to a sales leaderIs your sales team Wolf of Wall Street or MoneyballIs product management the future of salesWhat founders do not understand what they need in go-to-market strategy, hires, and companiesWhat's the difference between a VP of Sales at $1m, $5m-$10mWhat has this person done vs what have they been a part ofIt's ok to hire the #2 or #3 rep on the sales team

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