Surf and Sales

Brian Smith Jr. is a man who has overcome more than most. But he is also human and knows what its like to ride the highs and lows of sales. This is a portrait of a salesman who is fighting his way out of a slump, burnout, and rejection. We've all been there - and its an important subject to cover. Brian talks candidly about: Considering quitting sales when the highs were not high enough Why a supportive partner is key to pushing forward The demoralizing effect of b.s. KPI goals Failure tells you what you need to look out for and work on The differences between SDR/AE/Channel/Leadership and why SDR is the toughest role he has ever had Why diversity matters and how he has been affected by it How finding patterns and identifying attributes has helped him get back on the horse

NOT your standard Mark Roberge interview. Mark is not your typical "sales leader". He did not come up through the ranks of sales, Yet, he's become one of the most thought-provoking sales leaders in the business community in the last 20 years. We went deep with Mark on a ton of stuff including: Is the 1-year cliff, 4-year vest a broken model? How to survive past 18 months as a VP of Sales What is your CEO's one Get Out of Jail card? How the current generation is better positioned than any other to tackle world problems. Why larger deals are closing faster during and post COVID How to Baby-Step your tech-minded founder to better understand sales Purebred VP sales must be more analytical, but need to understand Ops Defining sales against to revenue, growth, and goto market

If you ever wanted to know why podcasting is not that hard, then this is the episode for you. James fully admits sales is not his strength and that's why he hired someone else to do it and watched revenue triple.We spend some time with James talking about sales but we also spend a lot of time talking about the right way and wrong way to do a podcast. What to look for in your second sales hire a candidate? Why SDRs should be more like journalists than salespeople How to leverage your podcast content across various platformsWhat you should know when starting a podcast for your business? What should you brand your show around as you build a podcast audience?

Are you being your best you and do you believe it Sales and customer service are exactly the same thing. How I managed my dyslexia to be my superpower Leveraging your self-awareness to find and fill your gaps to be successful Nobody knows what you meant to say, so know your content Building a brand by standing out consistently How to keep your cool when you go to 10 Downing Street What it means to be soft and strong in sales

The person who says "no budget" actually has no control over the budget. How to sell when there's not a line item in the budget for their serviceHow to get your champion to go and have the right budget conversation when you aren't there. What's like being a tech entrepreneur in UK? How to find that trust when seeking a co-founder.

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