Surf and Sales

In this episode of the Surf and Sales Podcast, Scott Leese and Richard Harris are joined by John Karsant, Founder and CEO of Level Up Leads, an appointment setting and sales development agency. Key Topics Covered: How Level Up Leads helps companies implement sales campaigns and book more demos Why only 8% of companies report positive experiences with outsourced sales development The importance of setting realistic expectations with clients How to stand out in a commoditized industry Latest effective cold calling tactics that are working in 2025 The debate on permission-based openers vs. natural conversation starters How AI tools are transforming SDR training and coaching John's journey from tennis coach to entrepreneur The power of authenticity and honesty in sales conversations Why tone and pace matter more than the actual script What are you waiting for?  Time to reserve your spot at www.surfandsales.com   John Karsant is the Founder and CEO of Level Up Leads, a sales development agency that has been helping companies book more demos since 2021. Find him on LinkedIn or Twitter, or visit levelupleads.io. Sponsored by Winn.AI - Always be winning. Close more deals by making your phone faster, smarter, and smoother.  

Are you struggling to close more deals in your transactional sales role? Looking for a scientific approach that actually works in the real world? In this value-packed episode of the Surf and Sales podcast, hosts Scott Leese and Richard Harris welcome AJ Mahar and Butch Hodson, co-authors of "Sales Lab Scripting: The Proven Playbook to Scientifically Crush Your Sales Goals" and sales performance leaders at Sellfire. AJ and Butch have perfected the art and science of transactional sales. They share their journey from discovering the power of a single effective script (which doubled or tripled sales in just 30 days) to developing a comprehensive methodology that has helped countless sales teams scale successfully. This episode cuts through the theory to deliver practical insights you can apply immediately to improve your sales results. Learn exactly what makes transactional sales different from enterprise sales, and why many sales professionals thrive in this fast-paced environment. The guests break down the critical sales skills needed for high-velocity success, including active listening techniques, handling rejection, maintaining a growth mindset, and making strong first impressions in seconds rather than months. For sales leaders and founders, discover how to build scalable processes that create predictable revenue, and learn about Sellfire's unique approach to combining CRM technology with hands-on coaching. If you're tired of sales tools that don't help you hit your numbers, you'll want to hear how this team approaches sales tech differently. Whether you're an SDR looking to improve your prospecting, an AE wanting to close more deals, or a sales leader building out your team, this episode delivers the tactical, word-for-word guidance you need to succeed in transactional sales environments. Don't miss the valuable book marketing advice shared at the end - perfect for anyone considering writing their own book or looking to increase their authority in the sales space. Listen now to learn how to scientifically approach your sales process and start crushing your goals tomorrow. #SalesTraining #Prospecting #TransactionalSales #SalesScripting #SalesTips #HighVelocitySales #SalesProcess #SalesAutomation #SalesCRM #AIinSales   Please be sure to check out their book The Playbook to Crush Your Sales Goals at  sellfire.com/saleslabscripting

Senior Sales Manager at Warmly and CEO and Founder of AsyncSalesCo joins us on the podcast today.  Melissa shares her incredible career transformation from elementary school teacher and news reporter to a successful sales professional and entrepreneur. Key Highlights: Navigating career transitions from education to journalism to sales Strategies for identifying and following market opportunities Insights into signal-based selling and AI-powered demand generation Advice for early-stage sales leaders on prioritizing learning and growth The importance of understanding your industry and product before scaling What are you waiting for?  Time to reserve your spot at www.surfandsales.com  

Join Scott Leese and Richard Harris as they dive deep with Thibaut Souyris, founder of Sales Labs, in this exciting episode exploring: The realities of relocating a business to Mexico Authentic content creation strategies in the age of AI LinkedIn growth hacks and newsletter development Staying motivated when sales and content creation feel repetitive Innovative approaches to sales training and personal branding Highlights: Thibaut's unexpected challenges registering as a business in Mexico Strategies for creating engaging LinkedIn and newsletter content The importance of consistency and authenticity in professional content Balancing work motivation during challenging periods What are you waiting for?  Time to reserve your spot at www.surfandsales.com  

Revenue Reimagined partners Adam and Dale join us to discuss the future of fractional work and how to choose the right one. How and when to take that leap of faith. Understanding people need to execute on the small tactical things while you are also focusing on the overall strategy. What are you waiting for?  Time to reserve your spot at www.surfandsales.com  

Woody Klemetson, Founder and CEO of AskElephant.ai, is an AI expert focused on sales transformation. In this discussion, he dives into the future of revenue work and the evolving landscape of prospecting over the next decade. He highlights the essential roles in sales that will remain irreplaceable and offers invaluable advice for adapting to a rapidly changing environment. Emphasizing the importance of storytelling and authentic human connections, Woody showcases how AI can enhance efficiency while preserving our humanity in sales.

Mark Fleming, an entrepreneur with a rich background in tech, real estate, and banking, shares his transformative journey from notary to founder of Signature Closers. He discusses innovating traditional industries with technology and the surprising growth that followed. Fleming dives deep into the emotional complexities of selling a business and the identity crisis that ensues, highlighting the quest for motivation post-exit. Finally, he emphasizes the delicate balance between passion and overcommitment, stressing the importance of collaboration in entrepreneurship.

Partners in Excellence and author of "The Sales Managers Survival Guide", Dave Brock joins the podcast and shares some of the most amazing stories about life, sales, and business growth. And more importantly how they are all intertwined. At the core, it's about finding your purpose and building that into your whole being. You will never full potential otherwise    

Profits are better than wages. If there's a problem to be solved, there's a business to be built. It only takes massive action in 30 days to determine if your business idea is worth your time.  These are the topics our guest, Tobi Oluwole CEO and founder of Magnate shares with us on the latest episode of the Surf and Sales podcast. What are you waiting for?  Time to reserve your spot at www.surfandsales.com  

Joel Graber of Modern Outbound and Modern Inbound joins us on the Surf and Sales podcast to discuss why only 8% of outsourced sales team succeed. Understanding the difference between the modern approach to outbound in 2025 vs something old school. For example being driven by people on your team and then build the process before before building the process and then adding the people     What are you waiting for?  Time to reserve your spot at www.surfandsales.com