Surf and Sales

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

Ashley moved from marketing to sales so much she took a part-time SDR role to prepare for the interview. This isn't the first time she's prepped for something this way and she shares her best practices for always achieving your goals. How to position yourself to become an AE from the SDR role How to prepare for your next role Selling the meeting not the product as an SDR Translate marketing message to sales messaging What's fun about sales.

Aaron has been doing sales enablement since before the term even existed. He shares his insights on: How Sales Enablement becomes the center of the organizationThe true evolution of sales enablement Quantifying the value of sales enablement to the CEO and CFO People only build processes for the current state and why that is wrong. What motivates sales enablement is being a change agent What to look for in hiring someone for sales enablement How to compensate someone from sales enablement Build your enablement process first before you buy your enablement stack Scaling sales enablement

In this episode, we get to talk to James Ski, Founder of Sales Confidence + Partnerships expert with Drift. He speaks openly about mental health and what it takes to ride the highs and lows of the sales profession and we're fortunate to have him on this week Keeping attention on moving with the times USA vs the UK selling energy When you are joining a company you are really joining the leadership The best question to ask in an interview to understand the culture of an organization The secret sauce of the LinkedIn algorithm How sponsorships and shared values go hand-in-hand Leveraging positive attention vs. negative association