Surf and Sales

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.

Doing the opposite in recruiting is the best practice Making the rep sell to you. What to listen for when interviewing a candidate. Finding the balance in applying to roles in a quantity or quality way? Managing your relationship with a recruiter. What breaks my heart in the sales recruiting process What makes a good impression with your recruiter as a candidate. What it's like to be selling at 6 years old What it means to be a businesswoman in Russia and the USA Internship to sales. Execution is what makes everyone fail. How I use mediation for better focus throughout the day.

JM is a successful saleswoman, sales mgr, SDR mgr and Head of Sales Ops in Austin. From selling girl scout cookies in Sacramento as a child to planning her days and weeks in advance to optimize her days as a working mother, she covers a lot of ground and gets tactical. Right up until the moment that "life" intervenes. It's a Surf and Sales first! You'll have to listen to find out what happens. Topics include: Challenges of being a working mother under quarantine How planning in advance helps her get things done How her parents hated selling - while she hated girl scouts - but they both got what they wanted The value of having a "trusting leader" The top 3 things a new Head of Sales Ops should get done Why vendor relationships matter

Dave Kennet has been working to improve the ability of sales reps, sales leaders, and sales managers around the most important part of the sales process coaching. In this episode we discuss: The most effective way to coach sales reps How to be strategic with coaching Maintaining optimism through a sales slump, downturn, or pandemic Coaching towards ROI and Economic Impact conversations

Team USA v. Team UK. USA has a larger follower count. But the UK claims to have better engagement from their followers. A Sales Showdown discussing crowdsourced topics that are relevant to you, right now. So who do you think will win? We're proud to be part of Team USA along with Kevin "KD" Dorsey, Dale Dupree, Rob Jeppsen, Morgan J Ingram, Richard Harris and Scott Leese. The other guys are putting up Costas Perkas, Daniel Disney, Richard Smith, Sam Dunning, and Alex Olley. The event is moderated by Canadian Darryl Praill and you - the audience - are the judges.

Scott Ingrim is an "Intentional Individual Contributor" who has found a multitude of ways to be a leader in the sales community. From his sales summit to his podcasts to his books and live virtual events, he works tirelessly to elevate the profession of sales. How does he do it all? He seeks connections and learning opportunities Focuses on value of events - Content and Connection You can never have too many conversations Our job is to challenge old thinking and share knowledge Why leading from the field was the right choice for him And a special moment where he gets on his Soapbox with a powerful message to companies across the world