Surf and Sales

Don't let your ego get in the way of your learning process How do you manage the What do you do when you are emotionally stuck. Navigating predictable chaos  Real tips for forecasting 2021

What is the one thing that comes first on your LinkedIn profile under jobs? What are the really good questions to ask your future boss in an interview? I changed jobs, and then the pandemic hit. How do know if you are really in love with your job? A simple exercise to determine if you are really happy.

The specifics you need follow for a good video Zoom meeting How do you replace the handshake with a smile? Interpreting the visual cues in a Zoom call How to respond appropriately to the visual cues your customers give you in Zoom. Sales is a craft, a behavior, and a   A different mirroring technique People remember the first part of the meeting and the last part of the meeting Understanding your own dictionary The best strategy for not discounting The best thing to do with the deals that you simply cannot close at the end of the month. Why you need to understand compound questions in your discovery.

What you will learn in this episode: Combating the feeling of research vs. execution The difference between an entry-level, enterprise, and strategic BDRs Navigating the resistance at different levels of gravity in an SDR role The best channel for strategic prospecting When is the right time to ask for the move from SDR to AE? The biggest barrier to entry to building your LI network

Its always about the rapport and the relationship Adjusting the sales process during 2020 What it means to have your house in order when hiring salespeople What do you need to be doing now better than before when working with a recruiter? What due diligence means when being a job  Your resume is not the most important part of the job search process.

What it meant to redefine during a pandemic Self-improvement to thrive moving forward Teaching people to have the courage to take the risk Your prospect really does want to say yes, it's your job to help them get out of their own way. The skills behind the skills Five critical skill sets that rise above the rest What is the top attribute needed in sales moving into the future? 

The 3 D's of the NFL - Debt, Divorce, Dead The next step only takes a bit more effort The difference from good to great to excellence Love to win more than it hating to lose The best way to lead as a manager The culture of FAMILY The Sales Brotherhood and Sisterhood Having a tribe of mentors My favorite social channel approaches for SDRs

Recruiting Ops, the overlooked part of your hiring process Determining what the right team looks like in your organization Knowing your point of impact in hiring for sales people How to define culture in your sales organization Can you teach someone to make decisions faster.  Where is the thing that can kill the deal. If you don't know it means you don't know, not that it's not there.

How to connect your LinkedIn message to your next phone call. How to properly prepare for outbound sales calls How I learned from my own mistakes What are sales organizations doing wrong to make turnover so bad How I've made my blindness my superpower in sales.

Robert "hated" salespeople. Didn't like them, didn't want to talk to them, and now he loves them. He loves them because he understands the struggles and pains they have in providing proper guidance. And with 2021 looking like nothing else we've ever seen, he's diving in deep to share some very simple solutions: How he learned to love sales Why 87% of sales spreadsheets have errors Building in seasonality, attrition, delayed product releases, product lines, and market fluctuations The simple mistake that will kill your career as VP of Sales in your spreadsheet Your capacity planning is junk science based on simple excel errors