Surf and Sales

Whether you're a founder, work for a founder or want to be a start-up founder: this episode is a must. Wayne's passion is building start-up sales teams. He loved it so much he decided to quit being a VP of Sales and start helping organizations build their sales team and he shares his knowledge with us. Going from product/market fit to scale What steps do founders skip when scaling When should a founder stop selling and give to the sales team Founders do not know how to transition from founder-led sales to a sales team The grunt work most founders avoid in sales When should a founder bring in ahead of sales What good inbound really means Can this product effect your share price

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

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

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

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

Brooke started in sales and worked her way up to enablement. She's now running enablement for over 100 reps, both inbound and outbound. She shares amazing and tactical thoughts on enablement at scale, enablement in the remote world, and more including: Building a hybrid training model that works in a remote/ hybrid world Inbound and Outbound Comp How many SDRs are needed to justify an inbound team? Proper Manager to SDR Ratio  Why it's important to teach your team real business acumen. How long should an SDR be in the role before going to the next role The difference between a Manager, Team Lead and a Jr. Team Lead What does the first Enablement leader focus on at an early stage company?

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

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

Understand the emotional LinkedIn post vs the value add post Content will always drive pipeline What's a deep work session of 90 minutes and how to use it. Why it's not easier to sell at a unicorn as it is an early-stage company Why every salesperson will become a content creator Why everyone in sales needs to understand copy writing

Zoe started in a traditional SDR role and rather than take the normal path to AE, she shifted into what is now the hottest part of the sales community. She's a community builder. This goes way deeper than "Channel Sales" it engages the human element. We are lucky enough she shares her wisdom with us.   Where do you start when building a community. Community differences between retention and acquisition. How to be a good partner as a community with your sponsors. The best way to engage the community. No more pitch-slapping in social selling Understanding how to find your true value