Surf and Sales
Richard Harris and Scott Leese
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 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.
Dec 1, 2020 • 45min
S1E182 - The power of winning through a team with Mario Martinez of Vengresso
Understanding A-Syncrhonus digital communications What are the right digital communications? Getting the process out of your head onto paper. How long it take your sales career to obtain a true enterprise sales role How to do enterprise selling to the Fortune companies The skills you need to move into Fortune enterprise sales Selling internally at your org is just as important as selling externally to your prospect.
Dec 1, 2020 • 50min
S1E181 - The only way to move forward as a leader with Director of Revenue Performance with Michael Tuso of Chili Piper
How to discover if the objections you hear are real. How much time should be spent on tonality and delivery in sales training How to coach on tonality and delivery in sales training How to build a sales scripting culture What are the skills required for an SDR in 2021 How do you teach reps to be better at writing copy The only way to move forward The metrics to follow as it relates to training and coaching
Dec 1, 2020 • 50min
S1E180 - Progress isn't always about moving forward every time. with DeJuan Brown of Seismic
We can't be human together if you aren't willing to sit in my pain with me. Stop making your decisions based on what you think others want. Getting to the place where you don't give a fuck about other people's opinions. Whistling Vivaldi How a leader helps you build and support your brand. What makes a good community Accepting the mind-shift of 1 step back to 2 steps forward. The gift of gab in sales Leaving and coming back to a company you love The struggle of changing careers and industries
Nov 23, 2020 • 38min
S1E179 - Everything you wanted to know about selling into Europe with Thibaut Souyris of SalesLabs
From QA Analyst to Sales How knowing another language helps in business. How to sell into Germany from the US How to sell into France from the US Why the sales cycle takes longer in Europe How to drive urgency in Europe deals
Nov 23, 2020 • 55min
S1E178 - The DNA to entrepreneurship Kyle York
What tells you they are a good technologist as a founder You work for what you get. The challenge tech founders must face to really be successful Avoiding conflict between departments is the biggest challenge companies may face Advice for building a Revenue Operations team Founder CEOs vs CEOs Lead constrained vs. Feed Constrained The biggest mistakes an early-stage founder makes in the pitch meeting.
