Surf and Sales

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

Rob describes himself as competitive from birth and a troublemaker who pushed back on everything. He also started selling in HS and kept at it through college. A sales leader who ran a team of ~1000, who is now a CEO/Founder, Rob goes in hard on topics such as: Nobody has to predict future more than a sales leader Why CEOs cut sales leaders forecast by 20%  Why pipeline forecasts built on averages are stupid Advice to CEOs on how to learn trust VPs of Sales 4 levels to look for when hiring a salesperson Why CEOs cant miss a forecast more than once

If you don't know Trish Bertuzzi, where the hell have you been? We were very excited she decided to join us on the Surf and Sales podcast in our first LIVE recording. Check it out and you will hear: What it means to be deliberate your message Why everyone should stop shining the light only on SDRs. Why it's not an SDR problem to solve messaging during a pandemic. What taking care of people really means if you are in sales leadership How to get past the assistant.

Nick Casale really enjoys being an entrepreneur. So much so, he gambled on himself and trusted the founders to be the first sales rep at a startup. Now he's running the team and working through managing a team from home transition. Nick shares all kinds of fun learnings and stories including: The wrong way to adjust to Work From Home How to make a daily Stand Up work when Work From Home What to look for in a founder if you want to be the first sales rep at a start-up How to measure attitude and aptitude in hiring Positivity can be a force multiplier Best advice to follow if you want to be the first sales rep at a start-up What to look for when deciding if you want Adjusting from big energy to work from home? What it means to be the first sales rep at a start-up Hacking your first sales team Learning to manage a sales team

Andy has been through quite a bit in his sales career. Everything from being told he's too analytical to be in sales all the way to recently selling his podcast. Join us as we discuss this and a whole lot more. You will learn about: How to leverage an analytical mind in a sales world Everything is about momentum Bad sales managers too tied to the metrics What it takes to build a podcast Adjusting to a slower pace of activity How to choose an online sales training program

Blanche fell into sales by accident like many of us. She actually turned down Salesloft at first, before joining them as employee #29. Now the 9th most tenured employee in the company,  you'll hear her discuss: What she learned from her mom - the #1 realtor in South Carolina How reverse psychology worked to motivate her Why a progression from CS --> SDR --> SDR Mgr --> AE --> Commercial AE made sense Why making plans and proactively seeking help are her superpowers The challenges associated w/ working remotely while being a self-professed "Extreme Extrovert"