Surf and Sales

We had the pleasure of the one and only Morgan J Ingram join us on the podcast for this episode. We talk about a ton of things, we go deep on personal connections, accelerating your career path, and more. In this episode you will hear about: What it means to have "deal insurance" Selling pokemon cards at school What it was like to go from SDR to closer How to seek and implement feedback right away. How to stop being over-analytical How to own your career path

There have been a few "cult classic" episodes of the Surf and Sales Podcast. This one is bound to end up there as well. Evan Carmichael shares some of his secrets for success. What it takes and how we need to adjust our mindset. Definitely not just for salespeople that's for sure! Learn all about: The Dorito Effect That your biggest fear is not external. How he shows himself, love, by doing difficult things What to do when you are afraid That most people are afraid of are other peoples' judgment Your purpose comes from your pain. How to make big decisions

Demand Generation is one of those words that sales and marketing love to use but often don't really understand. Gaetano takes time away from working on his tan in Miami and joins us in the surf and sales studio and breaks it all down for us. He also gives us amazing feedback of what it means to be a remote leader and how to communicate effectively with remote employees In this episode you will hear about: Conversion Rate Optimization How outbound sales and demand generation can work together Perfecting the feedback loop in a remote working environment The value of over-communicating in written form

So you keep hearing about remote workforces. You think its good for departments like engineering, marketing, etc, but NEVER for sales. In this episode of the Surf and Sales Podcast, we blow that myth wide open with one of the most successful entrepreneurs in the tech industry. He shares his secrets to this and all the things he's learned over the years about building, scaling, and surviving in the Silicon Valley tech world. How to make decisions with a remote workforce Write a decision memo Making complex decisions Running a remote sales organization Surviving the .bomb of 2000

Ben grew up knowing he wanted to be in sales. So much so his mom even said he didn't need to go to college. Ben now oversees 30 different sales teams. Be sure to listen in and hear the following: How do you know when to leave? How a library vacation changed my life. Why having a list of people you admire matters How Sales Methodologies are Management Methodologies Interviewing during the trough of the day Top Core Competencies for all salespeople - Active Listening, Results-Oriented, Energy, Work Ethic, Coachable

What do you get when you add a software developer with an SDR with an AE with a sales manager with a product marketer, VP of sales and VP of marketing? You get Darryll Praill of Vanilla Soft. One of the most interesting backgrounds when you think about the sales and marketing relationship. Check it out and learn: What does good content mean at an industry event? What's more important at a show, content or experience? What does poor content look like at an event? How do you pitch ROI? The Sales Engineer to AE relationship

Jack Wilson follows, coaches and teaches the principles of Ikigai which helped him achieve the right balance in his life and career. In this episode you will hear about: Using Ikigai Principle What's the best approach to motivation Making people comfortable with disruption. Running from failure. When will the general public accept sales as a noble profession?

Fired from his first sales job selling shoes for insubordination, David has weaved himself into the very fabric of SaaS sales and founded one of the most influential sales conferences dedicated to Sales Development. In this episode with David, we cover a lot of ground and it's full of hilarious anecdotes and stories from how exactly he got fired as a shoe salesman to why he isn't "very good at working with Methheads." Looking for substance instead of humor? Don't worry. In this episode you will learn from David: 1. What is the pipeline to target ratio he believes SDR teams should aim for. 2. What ACV is required for SDR teams to become essential to a sales orgs success. 3. Why doubling down on what you're good at is step one to proper delegation. 4. A new phrase - "Uniqueability" - what it is and how to reveal it. 5. Why he started the Tenbound conference despite being advised not to.

Sahil was supposed to be a doctor or a lawyer. He was never meant to be a salesperson. At least that's what his parents kept telling him. And they were almost right. Sahil freely admits he was TERRIBLE when he started in sales. An entertaining episode of life, parents expectations, and success. In this episode: 1) What his parents said when they saw his first 6-figure commission check. 2) Why sales is the best fucking job in the world! 3) The real reason your number one salesperson leaves. It's not what you think!

Tim Clarke has lived many lives inside and outside of the sales arena. Like the rest of us, he's had ups and downs personally and professionally, and he's willing to "go there" with us on this episode. He's worked tirelessly to make sure we take care of sales people at the human level. In this episode: 1) What metrics are bullshit in marketing 2) How Sales is Marketing and Marketing is Sales 3) Why Sales People are at the Breaking Point Emotionally 4) Tips for supporting your sales team's mental health.