Surf and Sales

You can learn a lot from someone who lost $750,000 and declared bankruptcy. Ken shares all of it. How he got there, and how he navigated the downturn, as well as what he would do differently now. Why your fractional VP of Sales Great leadership is related to connecting the How and the Now for your team The difference between confidence vs arrogance Bankruptcy as the ultimate sales slump What to do to avoid bankruptcy Understanding Step costs vs variable costsIs the VP of Sales and CRO role going extinctThe mindset of cold calls and doing a 500 lb deadlift is the same

Nobody teaches this or talks about it in a way for folks to learn. Excited that we were able to join Sam Jacobs and Colin Cadmus. Chatting about what are those options worth? When to monetize for options vs salary? And a ton more

Jeff is one of the rare birds in sales. Once he discovered sales he knew he had a great passion for coaching salespeople and has since built an amazing business. He shares all of this and more. Sales is not an improvisational exercise What gets in the way of sales organizations in achieving success What its like working with Jeffrey Gitomer It's nobody's fault but your own, so fix it. It's never meant to be the answer, its meant to be a boost. How do you know when to walk away What are the biggest mistakes AEs are making Most commonly missed playbook/ process missed by companies right now Why front line sales manager is the hardest job in sales

Vin's knowledge of prospecting and sales is well beyond his experience. He shares tons of great nuggets in this episode You can't scale creative prospecting. Fostering a strong AE/ SDR relationship Learning the value of quality of Defining and understanding multi-threaded sales processes Defining multi-threaded and omni-channel and how to do it. Which role is harder SDR vs AE How he got GaryV to respond to him

Julie went from sales to acting, appearing in 75+ TV shows, and then back to sales. She shares some amazing advice on the transferable skills of both professions. Interpreting "Resting Business Face" Managing the eyes of your audience Finding the parts of yourself to bring to your role. The difference between selling and lying How to talk to the camera Trusting your peripheral vision on zoom calls Navigating your Zoom camera, audience, demo and notes. How to remain authentic in a sales role

Jeremy is as far away from a sales background as you can get. Which makes his insights all that more valuable. With a BA and MS in electrical engineering and a Masters in economics and statistics he's the perfect person to be heading up sales strategies. He includes incredible insights including: What the best AE's do. The 7 Dimensions of Success The tactical approach to developing sales territories Navigating the "holdovers" of territory changes. Who re-tools the operational infrastructure of the sales team if its not the role of the CRO Hey > Hi Why I decided to move from engineering to sales

From the moment the conversations starts with Cherilynn, you know it's going to be great. Cherilynn has spent years in sales and is a black woman and shares what it takes to help people of color and leadership embrace change in a healthy way. How to have a SAFE conversations The difference between challenging people vs criticizing themCollaboration, Analytical, Relationships, Development, Strategic When you start a sentence with the word "I" you are not being empathetic First, Finest, Future, and Failure Leadership means silence is not an option and you must make a stand Be intentional with your hiring

How does a mentor recognize someone who wants to be mentored? 3 things to look for in people: Heart, hunger, and hustle Every day brings you new materialHow beliefs drive behaviors Why the speed of the leader dictates speed of the pack Power of planning - What's written is real

Join us as Jacob shares the need, ideation, and execution of building a community for black sales professionals. From creating a list, building a social community and measuring success. What it takes to build a community How to define "value" in your community How to help your community evolve your value Finding a manager that will help you learn your craft Nobody wants to be the token hire Creating Sales For The Culture The challenges won't be solved by a list Attracting black people to the sales profession

Sales Operations vs. Revenue Operations is the big topic of 2021. Whether you are a start-up or a Fortune 100 organization. The data matters.We were joined by Salesforce, SmartBug Media, and Paycor to help understand how to build this rocket ship while still flying it. Topics Discussed: Difference between Sales Ops and Revenue Ops. Why sales enablement is critical for a strong RevOps function? Which role comes first in a sales ops hire? How do you measure RevOps success/what metrics make up your KPI's? How to design the limit between Operations, Analytics and Data Science?