Surf and Sales

By Richard Harris and Scott Leese

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-wo... more

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FAQs about Surf and Sales:

How many episodes does Surf and Sales have?

The podcast currently has 482 episodes available.

Surf and Sales episodes:

January 11, 2021 S2E2 - Behind the S.A.D.N.E.S.S. Scene, Corporate Bro (aka Ross Pomerantz)
Corporate goes deep and personal sharing what makes him tick, how hard he works and tons of amazing sales ideas and stories My first deal, sold an apartment to an NBA player Why he thinks SDRs have the toughest job around. The misalignment in sales and marketing. Why you don't need to worry about the money. His best cold email opening line His best break up email
...more
57min
January 11, 2021 S2E1 - Negotiating a higher salary with Sam McKenna
From the moment Sam starts speaking, all you want to do is listen. She is on fire in this episode and shares amazing insights around: Fight for what you're worth Pay Equality and how to negotiate What I love about Sales Even big great companies have rep churn Show me you know me Personalization over LinkedIn People are afraid to shoot your shot
...more
43min
December 30, 2020 S1E200 - Fuck yeah and thank you! Surf and Sales 2020 Year In Review
A fun look back at the 200 episodes we released for Surf and Sales.

We could not have done 200 episodes if it were not for everyone who is willing to listen, our guests who came on and of course to all our sponsors this year Findem, Lead411, Perception Predict, Gong.io, and Vidyard.

Exciting news coming in 2021
...more
38min
December 30, 2020S1E199 - The 5 KPIs VCs look at when choosing to invest with Ray Rike of RevOpsSquared
The data behind encouraging sales, marketing, and customer success alignment

Rule 40

CAC - Payback period and ratio

Retention

Gross Margin

CLTV vs CAC

What is the Magic Number when you are a start-up? Who owns the CRO role, VPSales, CMO, CSO
...more
47min
December 30, 2020S1E198 - Understanding Channel Sales with Ed Porter
One of the best ways to grow your revenue is by implementing a channel program. Ed Porter shares it all.

What are the different types of channel sales models?

What are the 3 things you need to know before starting a channel program?

How do you manage channel conflict?

How long does it take to see revenue from your channel investments.
...more
45min
December 29, 2020S1E197 - I like to swing big with Jackie Hermes
Jackie has an amazing outlook on building a social brand. She shares what she does, how she does and what works including...

Setting the course as an entrepreneur for yourself and your clients

My video social strategy on LinkedIn

How do I make decisions on what to post on LinkedIn?

What to do with the trolls on LinkedIn

Navigating impostor syndrome as you come up with pricing
...more
41min
December 29, 2020 S1E196 - Ramping on a complex product with Miranda Fisher of Aircall
When its a complex product or service ramp time is critical. Miranda, a surf and sales alum joins us to discuss the following

Understanding the right type of demo Proper demo onboarding What did I love about cold calling Why are alumni sales scripts so bad How I've translated sales skills into my personal life Which role is harder SDR or AE Advice on getting promoted from SDR to AE How to manage WFH.
...more
48min
December 29, 2020 S1E195 - How to get promoted to VP of Sales with only BDR/SDR leadership background with Amy Miller of Celonis
Amy is massively competitive by nature. And has taken advantage of her skills to build a career in sales. Listen as she shares about the following topics.
Helping SDRs and BDRs to personalize From being a peer to a leader in career trajectory The added complexity from 4 direct reports to 10. Coaching the money-motivated rep vs the recognition rep Why metrics are huge in the SDR/ BDR world
...more
43min
December 28, 2020 S1E194 - How I know when to go for the close with Phil Neizvestny from Aircall
Which role is harder, SDR to AE? The difference between good and great How to move from SDR to an AE $1.2m goal What tactics are you using in 2020 that is working tactically When and how to bring up the competitor. How to handle a transition into sales leadership above them. What sellers do not do well.
...more
44min
December 28, 2020 S1E193 - Your customer journey is just a series of moments with Nina Butler of Alyce
Always be personal What does over personalization mean What are the dangers of gift-giving. DIfference between lead generation and demand generation What metrics should a demand generation be held to. The department you come out of has nothing to do with you getting a CRO title.
...more
40min

FAQs about Surf and Sales:

How many episodes does Surf and Sales have?

The podcast currently has 482 episodes available.

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