Surf and Sales

This episode is like a Marvel movie with a secret scene.  When an engineer builds a sales tool Recruiting is a sales job, and what makes a good communicator How should Heads of Sales work with a CTO There is only so much you can do to save an employee The pressure of results on sales from an outside point of view. Are sales targets misaligned to customer happiness? Salespeople get paid for immediate results, engineers get paid for future performance Compensation reflective of ownership How to get more stuff done when sales and engineering communicate well.

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

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

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

Irit was at the forefront of the Customer Success revolution that started with Gainsight. She has since built her on customer success organization helping companies of all sizes build, re-build, and grow the customer success function. She shares a ton of knowledge with us. Understanding what customers want beyond the scope of the project Fundamental KPIs for the first implementation of Customer Success The NRR - Net Retention Rate The number one mistake when setting up Customer Success The right leading indicators necessary to get Customer Success right Behavioral KPIs to track in Customer Success What makes a good CSM What makes a good weekly CSM One on One What consultants should be doing for their own Customer Success score

We all have our goals in life, and often create plans. Derek explores why you are closer to your 5-year goal than you really think you are along with his journey from pastry chef to sales leader The best advice for AEs need to hear about prospecting Why you should hire a person with no sales experience and nowhere else to go for the sales role From Pastry Chef to Sales The difference between internal and external fear and how they motivate you When it makes sense for SDRs to report to marketing The state of SDR compensation What does being part of a merger feels like

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

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

Managing and growing the skill set of your leaders and managers and managers is an important topic, but rarely discussed. Until now. Andrew Newcomb has years of experience as a senior sales leader and shares his wisdom with us. Creating better rigor with your sales leaders What do people get wrong about coaching sales coaches The skillset you're you should be coaching your managers. Are you HSP - Highly Sensitive Personality The difference in selling over a chat. How to transfer the conversation from a chat.Best advice for new sales leaders.

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