Surf and Sales

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

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