Surf and Sales

Kris went straight from AE to co-founder and has raised over $50m. He shares a ton of sales, leadership, and fundraising insights including: How corporate gifting evolved When does it go from cool idea  Going after venture money is just a sales process The term sheet is just an MSA What it means to "be prepared" when raising money How to leverage your early stage investors How to determine the right VC right for you The founder experience is what VC's should focus on The mistakes to avoid when using gifting Creativity is the new secret weapon As a sales leader how to resist taking over the sale

Michael has been through the wringer, literally. As he did the hard work to become sober he eventually realized the similarities he saw in the business and leadership world. He shares actionable insights into leadership and accountability with us during the episode Stop telling people what to stop doing.Rigorous Authenticity of Who You Are Surrender the Outcome, not trying to control them Doing Uncomfortable Work The 3 mistakes leaders over and over again Mask addiction in the leadership world 3 types of uncomfortable conversations we all have How your weaknesses get you promoted The empowerment of saying 'no'. 

Today, we're celebrating our favorite man and resident Surf & Sales co-host: Scott Leese. In honor of his birthday, we wanted to bring on some of his closest Thursday Night Sales friends like Amy Volas, Mike Hook, Kelsey Calabro, and more.  We know how much he loves attention on his birthday, so what better way than a podcast to talk about all of the reasons we love Scott, our favorite memories with him, some of his most common expressions, and what we wish for him in the future.   

David's had one of those jobs many of us dream about. Combining business and sales skills with professional sports teams and leagues. He shares some fun stories and insights including   Chief Commercial Officer vs CRO Sports Ops vs Business Ops in Professional Sports The more money you make the more risk-averse you may become What you take when leaving one successful company to another Starting with a founding principle of how much money  Trading money for commitment in a real partnership

One of the most interesting topics we all know but never discuss. Navigating a personal relationship with a co-worker. Not the whole episode, but definitely something that is rarely discussed.  We did discuss it and a whole bunch more.    The value of telling a story for your career growth. Vertical Specific SaaS Sales Managing headcount growth in a smaller market The 4 questions to ask when you take a leadership role What it means to show up and be present in a new leadership role

Negotiating with procurement is often one of the dark holes in the abyss at the bottom of the deepest ocean of the sales process. We brought the former SVP/General Manager, Global Business Development at American Express and former VP of Global Sales at Eventbrite to share real-world strategies to help you see them as an asset, not a hindrance.  What does procurement actually mean Understanding what risk mitigation means How to hold onto price and premium What is procurement's goal  

RevOps is the NKTOB and its influence for improving revenue growth cannot be ignored. Robb from Heyday shares his insights on what it really means to build a successful machine. 3 Keys to RevOps Systems / Process / Data The next evolution of Revenue Operations What's a proper spend per rep on the sales stack What to know when in RevOps Why RevOps and Sales Ops need to be early in a start-up The gold standard of RevOps Cleaning up the mess when a RevOps piece did not exist "the 'hidden' cost of adoption" Managing the anxiety of change management More formalization less tribal knowledge Simplifying the sales reps world

A long-time friend and first-time guest on the Surf and Sales podcast. He's gone from VP of Sales to CRO and shares his insights. Figuring it out how to scale The biggest mistakes new CRO's make when coming in How to build cross-functional relationships in your CRO role How to learn marketing when you have a sales background How do you give a CMO a revenue number. Where marketing can help later in the funnel Yes, transactional salespeople can close 7 figure deals.

Francois was side hustling before it was ever such a thing. Check out his insights on these topics and more Should you double down on career or start side hustle Don't confuse inbound interest with purchasing intent Should inbound and outbound be compensated differently Who handles inbound, experienced or new reps Building your brand and why it's important

What if a product marketer actually started their career in sales, and was good at sales?  That's who Brandon Redlinger is and he shares a wealth of information about what good product marketers do to help their sales teams succeed The 5 Key Pillars of Product Marketing Defining your value metric What is your value metric and how does it help with building prices How do you know when to increase price Navigating the pricing objection How do you know when your product is ready to be sold How often should sales and product marketing be talking? What goes into determining price