Surf and Sales
Richard Harris
Everyone is looking for help in sales, yet so few are willing to give it unselfishly.
Richard Harris and Scott Leese have teamed up to bring their best advice from their own life experiences, real-world job experiences, and what they see sales reps and leaders do right and, equally, do wrong so you can be the best at your craft as well.
And yeah, there will be the occasional surf story.
Richard Harris and Scott Leese have teamed up to bring their best advice from their own life experiences, real-world job experiences, and what they see sales reps and leaders do right and, equally, do wrong so you can be the best at your craft as well.
And yeah, there will be the occasional surf story.
Episodes
Mentioned books
Dec 28, 2020 • 44min
S1E192 - How to create compounding interest in your career growth with host of Millennial Sales Podcast and new Strategic Account Executive Tom Alaimo of Gong.io
How to get over your own fears in sales How I met more people in 2020 from my apartment in my professional How micro-communities will thrive in 2021 and beyond Which prospecting tactics will die off in 2021 What selling Cutco knives taught me about selling. What it takes to build trust with an SDR Why I am not reliant to hit my SDR to hit my number. The healthy dynamic of an SDR and AE relationship Taking the mentor coach approach whether you are an SDR or AE
Dec 21, 2020 • 51min
S1E190 - How much is too much automation in emails with Will Allred of Lavender
Selling the vision over the minutiae as a technical founder Too many easy buttons is not the same as coaching and feedback Can perfection hurt personalization Understanding fair between founders and VCs
Dec 21, 2020 • 30min
S1E191 - What's it like being in sales in New Zealand with Mike Stokes of Indicator
The strengthening of the sales community The two biggest attributes successful sales rep show What does self-awareness mean in sales What's unique about selling into APAC The mood of the sales leader
Dec 21, 2020 • 47min
S1E189 - What real enterprise sales are like with Tony Marshall of Contentsquare
What does fair compensation look like in enterprise sales? How do you get comfortable asking for 6-figure and then 7-figure deals? Why I chose to commit to Ultra Marathons What it means to not rely on SDRs What makes it advantageous to not hire folks who are "willing" to do their own prospecting. How do you interview your transactional role into an enterprise sales role What is your strategy going through procurement Understanding what it means to move into Latin America
Dec 14, 2020 • 49min
S1E188 - Selling the win and selling the hope with Andrew Sidney of the Detroit Tigers
How to "make time" for training The 7th Inning stretch seller What folks in sports ticket sales is different than Saas. The strategy of selling sponsorships, season tickets, boxes Navigating the competition
Dec 14, 2020 • 47min
S1E187 - Building an environment to help people succeed with Ryan Walsh of RepVue
Just get on the rocketship and hold onThe values of leadership that drive loyaltyAccountability has nothing to do with hitting the numberWhat's wrong with the interview process for salesWhat self-awareness a salesperson should have before taking a roleDefining the CRO roleHow to last longer than the average 18 months as a sales leader How to leave properly after 18 months
Dec 14, 2020 • 40min
S1E186 - Growing up with parents who looked down on the sales profession with Niraj Kapur of Everybody Works in Sales
How to teach people to not be afraid of the phone Navigating seasonality in your business. Understanding rejection early and only. Biggest mistakes salespeople make on LinkedIn Everything they teach you in school is the wrong thing Young people are open to learning except when it comes to picking up the phone. The value of asking, "How much do you want this?"
Dec 14, 2020 • 39min
S1E185 - Balancing a long-term strategy with customer requests with Adam Schoenfeld of Drift
Adam does not describe himself as a salesperson. In fact, he thinks he's not. We think he is, what do you think? Topics include: How to navigate annual long term strategies with short term goals. Playing to win Elon Musk - The Master Plan Focus on who are we best for How does a VP of sales work internally with a strategy team? How to test the values of a company when a merger could happen.
Dec 7, 2020 • 58min
S1E184 - Goal Setting with Kevin Dorsey
How to set goals What is a vision board and how to use it How to use a 3x3 on daily, weekly, and monthly goals What it means to never miss twice with your goals. Define and writing down your "slight edge" The difference between your quota and your goals Why most people over set goals for 1 year, and underestimate in 3 years. Why you NEVER limit your kid's goals
Dec 1, 2020 • 49min
S1E183 - From curiosity to accountability in growth with Hugo Robinson of Weploy
Learning how to be curious in a leadership role How to figure out where to begin on your own knowledge gaps The incongruence between what you think you know, what you really know, what you prospects think they know, and what they really know. Which means you and your product or service is really much lower someone's priority list than you may think. What you need to understand about selling into Australia / New Zealand What makes the process matter more than the tech.
