Surf and Sales

Martin is the youngest of 7 kids so he's been conditioned to give quality content from the get-go. This conversation is no different. Listen and learn how he shares insights around: Understanding your customer in terms of content value. 3 Types of Content Prioritizing Revenue Gains Revenue Ops vs. Sales Ops Training Remotely Lessons learned from losing $380,000 as a founder

Matt is one of the smartest people we know in the sales world. He brings his amazing knowledge to the episode and drops all kinds of wisdom!   Check out his thoughts around: The player-coach role The Value of Whimsy Fighting the laziness that can overtake a salesperson Doing The Right Thing is Always the Right Thing How I lost $80,000 at 25 My missed opportunity to create the cloud Why salespeople are so paranoid Combining Trust and Expertise in your sales approach The difference of being trustworthy vs. trusted. Understand your customers' customer Adjusting from in-person to online conversations Puppy Robot and other tools to improve your online engagement

Sarah is a Sr SDR surely on her way to AE soon enough. She also became an overnight brand sensation on LinkedIn when one special post hit 1m views. She found her way into sales after being a Speech & Debate champion, and an attempt at being an actor. No looking back. No stopping her now. You'll hear her talk about: How adjusting quickly allows you to win Talk honestly about budget challenges w/ prospects How her personal branding success has opened more doors than she imagined Why sales was the "lowest barrier to entry"

Amy cut her teeth as an Enterprise Sales rep before starting her our recruiting agency. Her voice in the industry carries a ton of weight, so it was fantastic to connect with her in this unprecedented time. Some of the topics we covered are: How to make stage appropriate hiring decisions Why technical hiring mgrs struggle to hire salespeople Job security vs. Employment security How the resume means more than it has in years in this overcrowded and desperate market and more..

How to use #hastags on LinkedIn,  "The gift for gab" really means knowing when to shut up Why your next sales job will be related to your ability to have a social network on LinkedIn The riches are the niches How to challenge your sales rep in their space to help drive success The future of sales engagement in the SDR and AE Industrial Complex Getting things done is more important than rainbow strategies

Steve has spent a lot of time in his career around sales and sales leadership. In this episode, he shares a ton with us including:   The hard part of being an extrovert during the COVID epidemic Surviving sales in a crisis situation Cutting costs during a pandemic Communication during crisis moments.  Best tip for coaching a sales rep. Which is better, letting go of the bottom 10% or lower salaries by 10% Adjusting from supporting field sales to selling during in a pandemic Time to research new tools.  Forecasting in a pandemic Online Demo Best Practices on Zoom

Nobody teaches anyone about equity in startups until its too late. During this conversation with Collin Cadmus, we dive deep into what equity means. Why its an old antiquated system and what something new should look like. In this episode learn about What it means to exercise your options How much should I care about equity as an SDR or AE Common Stock vs. Preferred Stock What to ask about equity in an interview What to do when the new ICP finds you. It's not always the team, its the leader. Retail sales to Inside Sales What it's like to work your way out of debt What I learned about business while working for CVS Staying true to the core with month to month during a pandemic

Andy's path is fascinating. A love for technology, the ability to write and get paid as a journalist and then move into product ownership. With stints at Skype and Mashery Andy parlayed his experiences into something magical. Its way more than just "the best pitch deck he's ever seen" Listen in and learn about:  Old game vs new game Why your narrative is deeply connected to the sales deck Handling rejection from a VC What does the other side of an acquisition feel like? Moving from computer science to product marketing Understanding what a Strategic Narrative really means

To say Pete loves to geek out on sales and data is an understatement. There's a fire that isn't just in his belly but all the way in his soul. He cares deeply and passionately about his endeavors and he shares that passion with us during this episode. Hear Pete's perspectives on:    How the buyer journey will shift based on a global pandemic Why your calendar is your destiny Investors are just fancy pants outside reps Hiring and training in a remote world The future distributed sales function Virtualizing Communications Enabling reps through Product Marketing Going from Growth Mindset to Survival Mode

Understanding Job Security and Employment Security. So what happens when this is all over? What happens to commercial real estate industries, automotive industries? Will inside sales stay in the office or migrate to WFH? What about your field and outside sales reps? How the buyer journey has had a seismic shift. Accelerating the rate of extension of sales as we know it.