Surf and Sales

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?

Ian shares two amazing stories with us. One centered around career growth at a large company. The other, he's a recovering addict and wants to share his journey with us. How to share your struggles with your boss. Personal belief and infinite possibilities Your sense of worth has nothing to do with your W2 Building a land and expand model Learning to speak a different language What it takes to learn your role at a company. Setting real goals, visualization. 

Everything you wanted to know  Understanding the hemp industry Overcoming objections and building rapport for tactical questions How interrogation relates to sales in qualification and discovery

Elizabeth has always been stubborn. She knows it, and she shares her ability to use it as a tool and something she is working on. Join us as she shares more about:  The honesty that exists in a start-up world vs. the corporate world. The allure of a new challenge Battling your own stubbornness  Maintaining balance  How to take days off intensely Who do I want people to know me as is my motivation The little words that can throw someone off their game. The best and worst advice I've gotten 

When data is a rearview mirror What it means to truly be "customer-oriented" How to recognize when the ego takes over. Building culture, through a-synchronous communications in a remote world. Going remote for good. Being a role model as an organization, not just a person. I never saw anyone else who looked like me. The difference between diversity and equitable Culture - the sum of the people at that time in the group Values - Actions promote and applaud and won't tolerate. The minute you are not willing to live the value your culture Ritual - It's not about the meeting. Its about the support and collaboration because of those meetings.

On this episode we bring on Jeff Kirchick: author + VP of Enterprise Sales at Next Call. We discuss:  Loving the complex sale Balancing productivity on a per head basisWhy my fear of failure What to look for in a first sales hire  Automation is not Authenticity Having problems can give you meaning