Everyone is looking for help in sales, yet so few are willing to give it unselfishly. Richard Harris and Scott Leese have teamed up to bring their best advice from their own life experiences, real-world job experiences, and what they see sales reps and leaders do right and, equally, do wrong so you can be the best at your craft as well. And yeah, there will be the occasional surf story.
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S5E32 - Atul and Sai of Hyperbound Why the better product doesn't always win.
47:30
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The co-founders of Hyperbound joins us on the Surf and Sales podcast to discuss some amazing concepts around the true value of AI in sales including Why SDR AI tools are not sticking. The top of the funnel SDR role, deeper in the funnel uses for AI, and most importantly the strategy component tht AI cannot yet solve. What are you waiting for? Time …
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S5E31 - Adam Smith - The easy parts of keeping humans in the sales process
48:43
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48:43
Adam Smith of Workbounce joins us on the Surf and Sales podcast to discuss why the human is being replaced by AI in the sales process, just yet. Specifically buyers still need help navigating through the messy parts of purchasing. How AI assists the human by analyzing disperate communication channels to provide real insights beyond a sales motion. …
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S5E30 - Alyson Baber - Insights Into Sales Leadership in 2024
43:08
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Alyson's career spans diverse roles from medical sales to software, with experiences at Intuit, SendGrid, Zoom, and Outreach. And sharing his wisdom around Career Path and Company Selection and how to handle a large scale layoff professionally. You will definitely want to paddle out and ride the set of waves. What are you waiting for? Time to reser…
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S5E29 - Katie Chatterton - What is sales enablement in 2024?
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38:53
Enablement is not a babysitting role. If you can't do the function, you gotta pay for the function to be done right and its all the things that don't show up in KPIs. Katie Chatterton joins us on the Surf and Sales podcast to discuss the true value of sales enablement and how they make things better for everyone, not simply the sales organization. …
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S5E28 - Janice B Gordon - The future of sales is downsizing
44:57
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44:57
Janice B Gordon joins us on the Surf and Sales podcast to discuss transforming sales teams to accelerate growth through a customer centric approach. What is driving the change in sales is coming from the customer behaviors not the corporate desires. Janice explains why a better way to sell starts with your customers What are you waiting for? Time t…
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S5E27 - Manuel Hartmann Optimizing $0-$1m, $1m-3m, and $3m-$10m
48:17
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48:17
Manuel Hartmann joins us on the Surf and Sales podcast to discuss so interesting topics including Understanding the value of culture from country to country in your $0-$10m GTM strategy. Founder sales to founder led sales and founder enabled sales. And then we shift to what's going to happening in outbound in 2024 and beyond. What are you waiting f…
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S5E26 - Rhasheeda Hughes - The Queen of Sales
41:23
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41:23
Rasheeda Hughes an amazing sales leader joins us on the podcast and shares so much wisdom including: Technology has drastically changed sales, but building relationships and having conversations remains crucial. AI will be an assistant to successful salespeople, not a replacement - people still want to buy from people. Confidence, finding allies/me…
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S5E25 - Shawn Rhodes - What makes exceptional sales people exceptional
32:30
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32:30
Shawn Rhodes of Bulletproof Selling joins us on the Surf and Sales podcast to discuss The soft side of the metrics that are overlooked. How to manage the fear in the moment. The best ways to get into conversations with the people you want and bypass the gatekeepers. What are you waiting for? Time to reserve your spot at www.surfandsales.com…
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S5E24 - Meshell Baker - the value of vocalizing frustration vs being negative
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33:54
BAM! This episode will leave you craving more of Mesheel Baker! Her wisdom is amazing and she is the master of inspiration. Here's a few nuggets to wet your whistle. Recognizing something that feels impossible and exhilerating at the same time is something to focus on. Chaos is merely an illusion. And your circumstances are external and temorary, y…
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S5E23 - Matt Wolach - Stop blaming the macro economic situation on poor revenue.
41:29
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41:29
Matt Wolach joins us on the Surf and Sales podcast to discuss why the best products have the worst sales motion. How hating to lose is better than wanting to win. What are you waiting for? Time to reserve your spot at www.surfandsales.comVon scott leese, matt wolach, richard harris
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S5E22 - Archie Hollingsworth of Fyxer.ai - From farming to tech entrepreneur
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44:50
Archie joins us on the Surf and Sales podcast to discuss the mistakes you will make on your start-up ideation journey. He also gives the best advice on how to find the right thing to focus on as you build your start-up idea or side hustle. What are you waiting for? Time to reserve your spot at www.surfandsales.com…
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S5E21 - Lexy Franklin - Deciphering the wisdom from the noise
42:49
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42:49
Lexy Franklin of Sidebar joins us on the Surf and Sales podcast to discuss the next evolution of communities. He goes deep on helping people realize that the problems you solve in life and business of your career are interdisciplinary and cross-functional. What are you waiting for? Time to reserve your spot at www.surfandsales.com…
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S5E20 - Chris Caldwell - Sell As You Are
41:23
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41:23
Chris Caldwell joins us on the Surf and Sales podcast to discuss how you are showing up, why you are showing up and understanding your own internal wobble and how to adjust. And he explains why teachers are the best sales superstars. What are you waiting for? Time to reserve your spot at www.surfandsales.com…
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S5E19 - RyanfromDetroit - How do we prospect into the Fortune 100
44:47
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44:47
Ryan French from Pigment joins us on the Surf and Sales podcast to discuss a multitude of things including the right character and drive to find the full-cycle AE's who know how to prospect into the Fortune 100. And how he had to knock-down the door of tech sales when nobody would give him a shot. What are you waiting for? Time to reserve your spot…
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S5E18 - Vivek Nanda - Attention, Affinity, and Action
43:54
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43:54
Vivek Nanda Chief Growth Officer at SwiftShift joins us and drops some amazing wisdom around sales, marketing, and building an audience that converts to customers. Highlights include his vision that sales and marketing are twin siblings in B2B, working closely together. And how he has grown his newsletter to be much more than just a newsletter incl…
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S5E17 - Haris Halkic of The Sales Daily
33:37
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Haris shares his journey from AE to entrepreneur building The Sales Daily. In less than 6 months he's built one of the most popular and most helpful sales newsletters in the industry. What are you waiting for? Time to reserve your spot at www.surfandsales.com coming in November 2024
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S5E16 - Chris Horton - What's working in outbound in 2024
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40:18
Chris Horton from Bill.com joins us to discuss how and why the old school calling and emails are simply not enough, and what actually works. He even goes deep on what leaders can do to support their team in their real life and how that affects performance. What are you waiting for? Time to reserve your spot at www.surfandsales.com…
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S5E15 - Brian Schwartz - What it takes to become an enterprise sales rep
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44:55
Brian Schwartz joins us and discuss the specific skills necessary to create and move all the parts of a very large enterprise deals. Everything from growing your career into a true enterprise role. What are you waiting for? Time to reserve your spot at www.surfandsales.comVon richard harris, scott leese, brian schwartz
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S5E14 - Candace Taber - Sales Leadership, Enablement, and Management
35:37
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35:37
Candace Taber joins us on the Surf and Sales podcast to discuss how we get better at using our time to make real impact in your role, meetings, and coaching. Understanding the difference between daily stand-ups and 1:1s. What are you waiting for? Time to reserve your spot at www.surfandsales.comVon scott leese, richard harris, candace taber
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S5E13 - Dave Kennett - The Sales Manager's Role is On It's Way Out The Door
35:31
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35:31
Dave Kennett joins us on the Surf and Sales podcast to discuss the future of sales coaching. Where are we now and what is it going to be like in the future. What are you waiting for? Time to reserve your spot at www.surfandsales.comVon scott leese, richard harris, dave kennett
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S5E12 - Will Falkenborg - Cutting Edge SDR Cold Calling and Prospecting
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39:32
Hot Dog Will Falkenborg a master SDR with the most creative approach to lead generation is massively unique and can be easily replicated without burning the process. Want to go to Costa Rica? Come to the next Surf and Sales event! www.surfandsales.com
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S5E11 - Aaron McReynolds - Empowering the Individual Sales Person
40:12
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40:12
The hardest part of sales leadership is figuring out the balance of managing the team and coaching the individual. We go deep with Aaron from Alysio on this topic and many tactics discussed on solving the motivation and management question for sales leadersVon Scott Leese, Richard Harris, Aaron McReynolds
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S5E10 - JR Butler - Transitioning to Sales with Purpose and Identity
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48:51
JR Butler joins us on the Surf and Sales podcast and shares all the challenges someone faces when transitioning to sales. Understanding the transition involves both the internal and external. Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!Von richard harris, scott leese, JR Butler
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S5E9 - Chuck Brotman - Sales Hiring in the 2024 Landscape
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Chuck brings his knowledge about all things hiring for sales. We covered timing for Founder Led Sales transitioning to a revenue organization. When to hire, who to hire, and how to hire. And then we flip it to what should candidates do better in the interview process to standoutVon Richard Harris, Scott Leese, Chuck Brotman
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S5E8 - Paul Caffrey - How to be an Elite Sales Professional
48:25
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48:25
Paul Caffrey shares some amazing insights including the one thing the best sales people do better than everyone else. Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!Von richard harris, scott leese, paul caffrey
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S5E7 - Stephen Hakami of Wiza - All things founder led sales episode
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42:05
Stephen shares his wisdom around founder-led sales, Go To Market, and understanding the difference between spam emails and employee emails. Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!Von richard harris, scott leese, stephen hakami
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S5E6 - Levy Yakubov - The hard part is the execution is getting out of your own way.
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33:14
Levy Yakubov comes to the Making a career hard pivot Scaling from a neighborhood to multi-neighborhoods, to massive scaling Pivoting within the pivot. Your attitude and approach are your competitive advantage Knowing what good looks like Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!…
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S5E5 - Hannah Aikawo The Ambitious Learner
43:41
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43:41
Hannah Ajikawo joins us on the Surf and Sales podcast to discuss Understanding and value of referral selling The biggest gaps many consultants lack Why being a student of sales always matters. How to evaluate "good" when hiring a consultant You can't be a consultant you have to have survived the down turns. Come to the next Surf and Sales event! Re…
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S5E4 - Richard White How Engineering and Sales Partner
43:25
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43:25
What happens when an Engineer runs sales and then becomes a founder? When to adjust from freemium to paid. Adjusting from being first in the market to a competitive landscape Focusing on usage before monetization has its advantages. Meetings are for conversation not content presentation Want to go to Costa Rica? Come to the next Surf and Sales even…
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S5E3 - Alex McNaughton How to leverage AI to coach your middle managers
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39:43
A fascinating conversation about where and how AI is affecting the sales coaching and leadership roles. How falling in love with sales started as an addiction to challenge. Alex McNaughten of https://www.grw.ai/ joins us and shares amazing knowledge about sales, leadership and revenue growth. Want to go to Costa Rica? Come to the next Surf and Sale…
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S5E2 - Stephanie Z - A Chat with a Home Shopping Network Sales Person
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38:52
You've got 3 seconds to capture someone's attention. What do you do? Stephanie Zielinski answers all the questions you wanted to know. She's also an event specialist too and shares the best practices between in person and virtual events. Oh, and she was also a teacher in the public school world and provides the best transferable skills from a teach…
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S5E1 - Caleb Smith - What you don't know about your equity
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50:33
Caleb Smith joins us on the Surf and Sales podcast and discusses topics around revenue, compensation, and equity including the idea of Phantom Stock, the adjustment from a slow sales cycle to a fast cycle, and an interesting concept of choose your own compensation plan. Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica…
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S4E52 - AI will make lazy sellers obsolete with the Sales Doctor - Chet Lovegren
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46:46
Shredder! Chet Lovegren joins us on the Surf and Sales podcast to discuss the future of sales. What are the other things in Sales AI helps with? Empathy does not mean lack of accountability. AI will make lazy people lazier, top sellers win Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to hel…
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S4E51 - Stopping Negative Self Talk with Joel Bein
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44:50
You cannot just muscle your way through things. Our challenges are habitual, not natural. Joel Bein of Human Liberation joins us share some amazing advice. Unnecessary over hustling Confusing activity with productivity Learning to trust yourself. Stopping the negative self-talk loops Why are sales people afraid to ask for the close? Big props to Hu…
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S4E50 - Why LinkedIn is NOT for Cold Outreach with Charlotte Lloyd
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50:50
Charlotte "The charKe" Lloyd joins us on the Surf and Sales podcast. Charlotte has become an amazing influencer on LinkedIn, and she didn't even start until 2021. It's never too late to get started. Navigating the social landscape of posting on multiple platform The difference between being confident and confident in your voice. The mentality it ta…
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S4E49 - Don't be the Allen Iverson of Sales with Matt Doyon
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45:30
Matt Doyon joins us on the Surf and Sales podcast to discuss Practice is the key to success in everything Why smaller micro-training is better for everyone. It's time to lean in on the younger generation of sales The sales motion of start-ups vs big organizations The future of sales is not what you think Optimize everything Big props to Hubspot for…
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S4E48 - How the Best Sales Reps Use Case Studies with Julian Lumpkin
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39:46
Julian Lumpkin joins us on the Surf and Sales podcast and shares some amazing insights. Navigating the side hustle while still a W2 Starting a marketing agency while never working in marketing The huge difference of having one case study versus none A case study should be easy to understand by someone outside your industry. Big props to Hubspot for…
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S4E47 - “Weird Al the SDR” w/ Jordan Abbott of Vidyard
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47:51
Jordan Abbot from Vidyard joins us on the Surf and Sales podcast and shares amazing insights around the latest best practices in the SDR world. The optimal length of videos Being your whole self to work and the power of social in sales How to bring your sales script and talk tracks to life. Understanding Story Selling Big props to Hubspot for makin…
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S4E46 - I love you sales, but you don't love me.
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43:49
Monica Stewart joins us on the Surf and Sales podcast and shares his wisdom including Why did she leave sales and come back two times? Has the system made founders lie about product/market fit? The milestones from $1m to $2m+? Why Net Revenue Retention is the sole metric for determining product market fit. Big props to Hubspot for making us a part …
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S4E45 - The VALUE Acid Trip of Sales Episode
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38:26
Carlos Nouche joins us on the Surf and Sales podcast to discuss. And for the record, nobody was doing any drugs. More generations in sales now than any other time in history. What it really means when people say "sales has changed". Understanding how geography relates to sales. Big props to Hubspot for making us a part of the Hubspot Podcasting Net…
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S4E44 - Sales people are no longer motivated by money.
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44:40
Alex Kremer joins us on the Surf and Sales podcast and shares his wisdom The value of community. The skill of choosing the right rocket ships and start-ups. What is replacing the money in sales people no longer want. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and market…
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S4E43 - One Thing That Indicates When Its Time For Your First Sales Hire
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40:43
Michelle Pietsch joins us on the Surf and Sales podcast. Your first value prop is probably not a value prop. Sales 101 is never outdated The first 10 and last 5 minutes of the call is the best part to coach. The mistakes of founder led sales Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to h…
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S4E42 - Everything is easy when you have been to hell and back with Justin Jay Johnson
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42:21
Justin Jay Johnson joins us on the Surf and Sales podcast and shares his learnings about cutting the W2 chord, how life's tragedy became his biggest blessing, and why he likes helping people so much. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click H…
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S4E41 - The challenge of a start up that sells globally with Milo Milosevic
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37:56
Milo Milosevic joins us on the Surf and Sales podcast and shares his thoughts on the following: Should the founder be the first seller? How to develop product market fit for something you will never sell in your own country. Getting late adopters to move more quickly with technology. Big props to Hubspot for making us a part of the Hubspot Podcasti…
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S4E40 - Navigating Change Management When Converting AE's to Outbound
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47:14
The awesome Jason Bay joins us on the Surf and Sales podcast and we discuss some amazing insights including the mutual responsibility for success for reps and management. And how to manage the change of getting your AEs go outbound. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your …
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S4E39 - When you know how to sell everything falls into place
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39:15
Casey Cavell has done it all from a professional athlete to professional gambling, to entrepreneur. He shares amazing insights and stories including: How he took a $50 poker entry fee and turned into is foundation for making a million dollars. It's all a mindset mentality. The 70/30 Rule to Recognize Burnout Hire people to buy your time back. 70% o…
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S4E38 - How to leverage your network to grow your revenue with Joel Rodriguez
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39:18
Joel is a sales and revenue visionary and joins us to discuss the easiest ways to leverage your own network. We get into the details around adjusting the mindset of "feeling dirty" to ask for a referral, what does the right process look like, and what does the right message sound like. Big props to Hubspot for making us a part of the Hubspot Podcas…
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S4E37 - Revenue Enablement, the fixer of problems and people with Roderick Jefferson
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50:00
Roderick Jefferson joins us and we go deep on some amazing topics. .Understanding and navigating corporate politics Stop doing presentations and start having conversations. Who owns expansion and upsell revenue? How to adjust the CSM mindset to handle upsell/ cross-selling Big props to Hubspot for making us a part of the Hubspot Podcasting Network!…
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S4E36 - Selling in a Tumultuous Economy with Kaylee Chappelow
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32:38
Mid-market sales rep Kaylee Chappelow about selling in the summer 2023 economy. Navigating a tumultuous upbringing and career. When your drive becomes your habit. Creative Discounting and Budget conversations Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team…
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S4E35 - How much vulnerability is too much when building your brand with Luke Shalom
44:42
44:42
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44:42
Luke Shalom joins us on the Surf and Sales podcast and discusses what it takes to build a brand. Topics include vulnerability, finding balance of the vulnerable story with negativity and stop trying to prove to yourself how important you are. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to …
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