Surf and Sales

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

Matteo is someone every sales leader should want to know. Working hard to place executives in leadership roles his entire career, he is full of tips and tricks on how to land these roles, and keep them. You'll hear him talk about: When ability to think and execute becomes like breathing, you are ready to lead Why CEOs need to get better at "Stage Appropriate Hiring" How he pushed into conversations, then sat back and listened and learned Why a "Personal Board of Directors" is more important than ever

Max has been a lot of places, seen a lot of things, and experienced life. We discussed everything from traveling through 80 countries, what it takes to onboard in a remote environment, and why he switched from Architecture to Sales. On top of all of that, you will hear some other amazing stories including: How to make your sales stack hyper logical What jelly-beans have to do with a sales stack Favorite tools these days: Confluence, Showpad, Highspot, Krisp.ai, bombora for intent data, 6-sense, Open Sense, Signature Tracking, Drift, intercom, Grammarly, Slack, loom, Vidyard The most interesting place I've been out of visiting 80 countries Which is better doing it right or doing it fast Why the 1-year cliff and 4-year vest is completely wrong for heads of sales.

Scott loves to call Victoria the best kept sales secret in Austin, Texas. Once you listen to her speak you will understand why. In this insightful episode you will hear about: 1. Why you need to stop saying, "Basically..." 2. Finding the right "truck stop" in your .career 3. How to know if your SDR/BDR should move into sales or another department. 4. How to determine if someone has "grit and resilience" for sales. 5. What it means to be a working parent. 6. Practical and tactical advice for being a working parent. 7. How to support women in sales 8. Sales management in a pandemic

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"

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

Steven Broudy has spent his life in the service of others. You learn this by hearing the way he talks, not just what he says. He's given more than just about anyone we know, having become a Sniper for the United States of America. He has moved on from there and become a massively successful sales leader. In this episode, hear his thoughts around: Life is fickle, fleeting, and fast. How being in the military helped me prepare to shift a field team to a WFH team What I do each day to make sure we add accountability to the WFH team. What's the best #1 first hire for your sales team Defining an A+ player based on their upside, not just their relevant experience. How to hire and not hire a veteran Your goal as a sales leader is to make yourself obsolete How being a level 4 fry technician at In&Out Burger made him great at sales.

Meet Cathy and Janet, the two people who put up with our shenanigans and "sellers' mind" on a daily basis. We've been threatening to do this for a while now. Hear what its like to be married to someone who tries to "therapy" you, or "sell you". Is it helpful, annoying, funny? How about all of the above. Stay safe and healthy everyone!