Surf and Sales

In this episode, we speak with Tami McQueen of 31 South, formerly of SalesLoft and one of the original Surf and Sales I attendees! We discuss: Should marketing carry a number? How do you determine the right numbers for marketing be driving other than MQLs? Can sales make you a better marketer or does marketing make one better at sales? What's up with ABM in 2020? Why micro-conferences are better than the big ones Be sure to download this episode, give it a listen, and then give us some feedback on what you liked and didn't like. Richard and Scott

The conflict between Sales and Sales Ops is real and needs to be addressed. Yet some of the biggest improvements in sales performance happen as a result of a strong partnership with Sales Operations. In this episode of the Surf and Sales Podcast, Scott Leese and Richard Harris sit down with Claire Morris, VP Operations at Homeward, to discuss how sales and sales ops can work together as partners. What makes this episode so special is that Claire and Scott worked together 2x in their career. We dive into specifics including: How to get Executive support for bringing in Sales Ops early" How does a VP of Sales realize they've found the right sales ops partner? How do two strong leaders who care about revenue get along when disagreements do happen? How does a sales ops leader push back appropriately with a strong-willed sales leader? How does a sales leader learn to "dial it back" and let someone else help them? We discuss all this and more. Download and listen now!

So often we hear from the veterans on podcasts. This time we flip it a bit and take time to learn from someone who's career is just getting started. Enter, Sarah Drake. Sarah is a Sr. SDR as of the recording date in December 2019. She has a degree in marketing but considers herself heavily aligned with SDRs and Inside Sales and Field Sales. She drops massive knowledge on her story. How waiting tables taught her to sell, cross-sell, upsell, and how to listen and lead her customers through the journey. No matter your experience level in sales, you will enjoy this episode for sure.

Ever wondered why all these executives who get fired get some kind of severance? Ever wondered if it could apply to you? Well, it does, and yes you can. Join Richard Harris and Scott Leese as they discuss how to negotiate EVERYTHING into your salary including: Base Salary Commissions PTO Work From Home Education Student Loan Repayment and yes, even your Severance Pay This session covers all the things you "wished someone would tell you" but hasn't yet.

Everyone has a story. Every. Single. Person. In this episode, Scott gets Richard to share his origin story into sales. How and why he chose the profession. What mistakes he's made and learned from, and how his own childhood directly affected his desire to be in sales.

Scott Leese and Richard Harris bust all the interviewing myths wide open on this episode of the Surf and Sales Podcast. Some of the myths we cover: 1. The company isn't interviewing you, you are interviewing the company! And how to handle this. 2. What's the best question to ask during your interview? This one will literally land you the job! 3. You're a manager/ leader, and you want to know how to interview better and increase your retention rate? Whether you are in inside sales, field sales, sales management, sales leadership or just want to be better at interviewing from either side of the desk, join us for this massive mind shift. You will be glad you did!

As sales enablement continues to grow, the roles often overlap between Sales Ops, Revenue Ops, Sales Management and Sales Enablement leaders. Who owns which part? Is there an easy way to define the roles? This podcast with Richard Harris and Scott Leese discusses all of it and more!