Surf and Sales

Jeff has been through the ups and downs of sales so much that it gave him panic attacks. He realized that sales was crushing him more than he was crushing the number. Join us as he shares his thoughts on the mental wellbeing in work and sales in a post-Covid era and beyond. The top rep on paper, and panic attacks and downward spirals How to cultivate a sales environment respecting mental health and metrics Stop basing sales success on outcome-based only Focus on Growth, Learning, and Effort What should reps be measured on instead of outputs Treating your teams like corporate athletes, not just a number of leading and lagging indicators Redefining micromanagement in a healthy way. Understanding burnout Using stress and anxiety to your advantage

Steve Norman is all about planning. Planning for now, and planning for the future. Be sure to check out this episode and learn how Steve plans around these ideas: Why changing talent is the best thing to change first when sales are slumping Stop hiring for the next territory every time you want to grow revenue. Your job description should evolve. Proper structure of a sales interview process What makes a great salesperson.  Personality is more important than the customer.  How the buyer journey is still shifting How to sell working from home

Sam is the Co-Owner and Sales Director at WebChoice, and is in his 4th stink at the company. From being a teenager playing video games all day on the couch, to selling cameras in a retail store, to successfully selling around the globe, Sam has worked hard to build the acumen to stand up a brand upon. But has brand become more important than acumen?   Hear his take on this question and others like: Is getting people to spend money right now impossible? Do inbounds still need discovery? [Hint - yes!]  Why does selling cameras suck so badly? Do customers really understand their own budgets? What is a recent mistake he made that he is still learning from? How come some orgs still take too long to respond to inbounds?

Kyle was the middle child and this made him perfect for leadership. Combine that life experience with a degree in psychology and you have the perfect mix for someone to lead a Revenue Operations team How not to create silos Where does the revenue department sit? Defining Success for Marketing The value of a psychology background in business Developing a fluid language between sales and marketing  Should you use emojis in your LinkedIn posts? What does good career pathing look like for SDRs

Dr. Conde was always a bit competitive, was always hustling to get ahead. He's run inside sales teams upward of 400 people for global organizations. Now he's got his Ph.d, literally and helping to grow the profession academically as well as within the overall sales community. In this episode we discuss Why Inside Sales is more complicated than outside sales. What does the future of sales look like? How Industry and Academia can improve the sales community through partnerships What it means to maximize action with information How and why correlation can be better than conversion

Costas has run sales teams in North America, the UK and SE Asia, originally hailing from Greece while now living in the UK. To say he has a good grasp of global selling and recruiting practices would be an understatement. He was also the one who came up with the Transatlantic Takedown idea. He is passionate about coaching, training and developing his team members; and you will hear him drop pearls of wisdom throughout this episode. Some highlights are: The joy in hearing from old colleagues and the impact you've made  Why he asks himself "would I hire this person at HQ?" before every satellite hire How process helps you develop people and why caring for your people matters now more than ever The time he was somebody 1 phone call when they found themselves in some trouble If you want to know who to hire - look for somebody who is Smart, Coachable, Curious and Optimistic.

Lori is the type of saleswoman who learned the power of referrals by having a lemonade stand on a dead end street. As the Founder or both Score More Sales, and Women Sales Pros, she describes not just why we need more diversity in sales, but how we can attain it. She tells us the story of how she learned to stand up for herself, and how direct supervisors often play the most important role in the development of your career. You're sure to love this episode and Lori shares her on thoughts on topics such as: Why sales is still a black hole  Why only 13-18% of revenue leaders are women How everybody needs a "Richard" in their life Imagine not having BIG DREAMS! How awful is that? Why a lack of attention to detail has both won and lost her deals

What does a revenue title really mean?How do we make the content better and engaging?Moving from Adobe to a start-up?What goes in your playbook?How to make sure your playbook is being used?How to onboard a playbook properlyYou hiring too soon if you expect new rep onboarding to e less than 1 weekWhat every VC should be

You're in a fail category until you prove otherwise when it comes to social sellingTCold Sequence is about exploring, not asking for anythingouch 1 - X in your outboundBreak Up Emails that are persistent vs. pain in the assThe Buyers Journey is always the same.Social Selling vs Brand Building

People with charts that go up and to the right get promoted Best questions to a candidate in an interview The best question to ask your rep is "What did you do next?" Can you teach salespeople to be organized? Defining Drive for the reps you seek Need for achievement Competitiveness Optimism  Organized, Coachable Difference between High Velocity vs. Transactional Sales The key to leadership is resisting the urge to be the bottleneck