Surf and Sales (Richard Harris)

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	Pub. Date	Title	Duration
	08 Mar 2021	S2E22 - The right hand of the CRO with Jeremy Donovan SVP Sales Strategy, Salesloft	00:48:08
Jeremy is as far away from a sales background as you can get. Which makes his insights all that more valuable. With a BA and MS in electrical engineering and a Masters in economics and statistics he's the perfect person to be heading up sales strategies. He includes incredible insights including: What the best AE's do. The 7 Dimensions of Success The tactical approach to developing sales territories Navigating the "holdovers" of territory changes. Who re-tools the operational infrastructure of the sales team if its not the role of the CRO Hey > Hi Why I decided to move from engineering to sales
	02 Aug 2021	S2E61 - LIVE Bonfire Session - Mistakes to Avoid When Building A Coaching Culture	00:57:08
Ashley, Galem, and Niraj provide great feedback and answer audience questions. Topics include: Effective 1:1s Driving Accountability Creating a safe place to learn How the Sales Stack is Evolving into a coaching stack What to do when you don't have the saas coaching tools
	10 Jul 2023	S4E28 - Getting past your own self-limiting beliefs with Bishoy Tadros	00:45:58
Bishoy Tadros joins us on the Surf and Sales podcast and shares his amazing story. Embracing Discomfort Managing a real job and your side hustle The comeback is bigger than the setback Surviving Luekemia and Brain Surgery 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 Here 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!
	15 Feb 2021	S2E16 - How interrogation skills made this vet a master of hemp sales with Jacob McCandless Vice President of Sales	00:47:25
Everything you wanted to know Understanding the hemp industry Overcoming objections and building rapport for tactical questions How interrogation relates to sales in qualification and discovery
	18 Oct 2021	S2E75 - How to De-Risk Your Pipeline with Tony J. Hughes	00:46:48
Everything looks pretty good up until the middle of the quarter, but then it all evaporates. Deals slip and fail to close. What are the root causes and how do you solve it? Tony J. Hughes joins us in a Surf and Sales Bonfire session to give you all the answers. The biggest differentiation is based on the experience of your buyer The Middle is where deals go to die It's not about closing, its is about opening 3 Reasons A Deal Pushes and Dies What Leaders Should Manage Specifically What Leaders Should Coach Their Teams on Better
	04 Oct 2021	S2E73 - Marketing Ops Supports Sales with Daniel Murray of Service Titan	00:47:23
Daniel understands how marketing ops and sales have more in common than most people think. He shares his knowledge with us on a variety of topics How soon should you hire marketing ops in your organization? Where do I find a marketing ops person? Key components of defining marketing ops. Where should the CRO come from, Sales or Marketing? Does and don'ts giving VP Sales and Marketing Ops The big don't, "the blame game" What a good relationship between Marketing Ops and Sales should be Understanding the purpose of different social media Ppl who aren’t standing out are not branding themselves very well
	03 Feb 2020	S1E23 - Growing into a Sales Manager with Daniel Molas of SolarWinds	00:50:20
Daniel is the Director of Sales at SolarWinds. Before he got to this company he spent a lot of time in start-ups. He found a great leader to learn from and now wants to share what he learned to get there. In this episode we discuss: . 1. What it takes to get promoted from sales to management. 2. What it's like to open a new office in a new city. 3. How to spot a rep who should be given their shot at management. 4. How managers handle "training fatigue". 5. How to integrate teams when your company buys another company.
	13 Dec 2021	S282 - Building the Right Life Mindset with Andrew Mewborn	00:41:24
Understand the emotional LinkedIn post vs the value add post Content will always drive pipeline What's a deep work session of 90 minutes and how to use it. Why it's not easier to sell at a unicorn as it is an early-stage company Why every salesperson will become a content creator Why everyone in sales needs to understand copy writing
	25 Apr 2022	S3E22 - Picking Scott and Richard's Brain with Zac Scalzi	00:43:22
A must-listen episode! An interesting episode where the guest asks all the questions. Zac came prepared and asked some of the best questions everyone thinks about. Where do you invest in sales post-Series A to scale? What are the steps and in what order to best define product-market fit? How do we go from nice-to-have to must-have?
	26 Jun 2023	S4E25 - Will AI Replace RevOps with Craig Jordan	00:44:10
Craig Jordan joins us on the Surf and Sales podcast. Reducing the Bloat with Rev Ops Attaining revenue in a smarter way Convincing leadership rev ops is a must have. The Dream Starting Sales Team AI in Revenue Operations 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 Here 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!
	09 Sep 2024	S5E32 - Atul and Sai of Hyperbound Why the better product doesn't always win.	00:47:30
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 to reserve your spot at www.surfandsales.com
	29 Jul 2024	S5E26 - Rhasheeda Hughes - The Queen of Sales	00:41:23
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/mentors, and being authentic are key for underrepresented groups to succeed in sales and last but not least, sales can be a powerful path for changing one's family's trajectory and building generational wealth #BlackWomenInLeadership #SistasInSales #WomenInSales What are you waiting for? Time to reserve your spot at www.surfandsales.com
	27 Mar 2020	S1E49 - Goal Oriented Communications with Matteo C'de Baca of Renaissance Leadership	00:45:35
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
	31 May 2021	S2E45 - Your difference is your advantage with Mercy Lee Bell	00:49:51
Connecting with someone's deepest emotional memories. Clinging to sales performance when you don't like yourself Disconnecting productivity from yourself Joining in on something but not really living. Understanding your authentic presence What it really means to really live in gratitude Get quiet, listen to stories, and be curious When a leader listens and cares I will work harder.
	18 May 2020	S1E88 - The Struggle to Breakthrough w/ Brian Smith Jr.	00:38:41
Brian Smith Jr. is a man who has overcome more than most. But he is also human and knows what its like to ride the highs and lows of sales. This is a portrait of a salesman who is fighting his way out of a slump, burnout, and rejection. We've all been there - and its an important subject to cover. Brian talks candidly about: Considering quitting sales when the highs were not high enough Why a supportive partner is key to pushing forward The demoralizing effect of b.s. KPI goals Failure tells you what you need to look out for and work on The differences between SDR/AE/Channel/Leadership and why SDR is the toughest role he has ever had Why diversity matters and how he has been affected by it How finding patterns and identifying attributes has helped him get back on the horse
	13 Feb 2020	S1E34 - How I captured the Wolf of Wallstreet with Brandon Bornancin of Seamless.ai	00:49:47
Brandon was born to be in sales. He's worked his butt off his entire life. Made big money, and lost big money and he holds nothing back as he shares his successes and failures and how that has led him to be a better friend, husband, business leader, and salesperson.
	17 Mar 2025	S6E13 - AJ Mahar and Butch Hudson The Science of High-Velocity Transactional Sales: Proven Scripts That Make Money Tomorrow	00:44:07
Are you struggling to close more deals in your transactional sales role? Looking for a scientific approach that actually works in the real world? In this value-packed episode of the Surf and Sales podcast, hosts Scott Leese and Richard Harris welcome AJ Mahar and Butch Hodson, co-authors of "Sales Lab Scripting: The Proven Playbook to Scientifically Crush Your Sales Goals" and sales performance leaders at Sellfire. AJ and Butch have perfected the art and science of transactional sales. They share their journey from discovering the power of a single effective script (which doubled or tripled sales in just 30 days) to developing a comprehensive methodology that has helped countless sales teams scale successfully. This episode cuts through the theory to deliver practical insights you can apply immediately to improve your sales results. Learn exactly what makes transactional sales different from enterprise sales, and why many sales professionals thrive in this fast-paced environment. The guests break down the critical sales skills needed for high-velocity success, including active listening techniques, handling rejection, maintaining a growth mindset, and making strong first impressions in seconds rather than months. For sales leaders and founders, discover how to build scalable processes that create predictable revenue, and learn about Sellfire's unique approach to combining CRM technology with hands-on coaching. If you're tired of sales tools that don't help you hit your numbers, you'll want to hear how this team approaches sales tech differently. Whether you're an SDR looking to improve your prospecting, an AE wanting to close more deals, or a sales leader building out your team, this episode delivers the tactical, word-for-word guidance you need to succeed in transactional sales environments. Don't miss the valuable book marketing advice shared at the end - perfect for anyone considering writing their own book or looking to increase their authority in the sales space. Listen now to learn how to scientifically approach your sales process and start crushing your goals tomorrow. #SalesTraining #Prospecting #TransactionalSales #SalesScripting #SalesTips #HighVelocitySales #SalesProcess #SalesAutomation #SalesCRM #AIinSales Please be sure to check out their book The Playbook to Crush Your Sales Goals at sellfire.com/saleslabscripting
	14 Dec 2020	S1E186 - Growing up with parents who looked down on the sales profession with Niraj Kapur of Everybody Works in Sales	00:40:02
How to teach people to not be afraid of the phone Navigating seasonality in your business. Understanding rejection early and only. Biggest mistakes salespeople make on LinkedIn Everything they teach you in school is the wrong thing Young people are open to learning except when it comes to picking up the phone. The value of asking, "How much do you want this?"
	03 May 2021	S2E41 - Getting real on revenue with Amy Hrehovcik	00:43:20
Like many, Amy didn't plan to go into sales. She wanted to be in politics, lobbying, etc. Then after one of her first engagements with a political campaign, that all changed. From politics to sales There are two types of workers, processors, and producers What it's like having a mentor in your first year. Understanding Speed, Status, and Experience Bad news does get better with time, so lean in. Be aware of the internal win rate based on inbound/ outbound. How managing SDRs to the moment is crushing their soul.
	15 Jan 2020	S1E17 - Remote Selling with Jason McElhone	00:50:45
Jason? So he's seen a lot and done a lot. He's now figured out how to build, coach, and maintain remote sales organizations. He's now figured out how to build, coach, and maintain remote sales organizations. On this episode learn: How having a remote team increases customer satisfaction and profits How to start letting your teamwork remotely as an experiment. And a whole bunch more! ----- To listen to more episodes from the Surf & Sales Podcast, use the following links to subscribe in your favorite podcast player: Apple Podcasts Spotify Google Podcasts ----- Are you tired of going to sales conferences in the same old cities, in huge hotels full of thousands of vendors selling you when you’d rather be honing your own skills, building real relationships, and investing in personal and professional growth? We are too, so we changed the game with Surf & Sales 2020 in Playa Grande, Costa Rica. If you're looking for deeper learning, meaningful relationships, and an experience that will transform you and your career or business, head on over to Surf & Sales Playa Grande 2020 to learn more.
	18 May 2020	S1E87 - Making Bolder Decisions with Mark Roberge	00:41:08
NOT your standard Mark Roberge interview. Mark is not your typical "sales leader". He did not come up through the ranks of sales, Yet, he's become one of the most thought-provoking sales leaders in the business community in the last 20 years. We went deep with Mark on a ton of stuff including: Is the 1-year cliff, 4-year vest a broken model? How to survive past 18 months as a VP of Sales What is your CEO's one Get Out of Jail card? How the current generation is better positioned than any other to tackle world problems. Why larger deals are closing faster during and post COVID How to Baby-Step your tech-minded founder to better understand sales Purebred VP sales must be more analytical, but need to understand Ops Defining sales against to revenue, growth, and goto market
	23 Sep 2024	S5E34 - Mike Lander - How to leverage procurement to your advantage in sales	00:50:04
Mike Lander is a former procurement person who has transitioned to training sales people on how to leverage procurement to a mutual advantage. He shares some amazing insights including, uderstanding their role of managing risk is the top priority. How procurement is interested in reducing risk, savings, innovation, quality, reliability, a well governed process. How to talk about risk in a proactive way. What are you waiting for? Time to reserve your spot at www.surfandsales.com
	31 Jul 2023	S4E31 - The entrepreneurial journey after being laid off with Nick Bennett	00:41:22
Nick joins us on the Surf and Sales podcast. He's going Why make money for others when you can make it for yourself The entrepreneurial journey after being laid off. How marketing is viewing the value of AI 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 Here 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!
	28 Mar 2022	S3E17 - Strategically Break the Rules in Sales with Chris Bogue	00:52:59
Sometimes we get so process-oriented, we lose sight of the creativity in sales. Chris Bogue is on a mission to change that. Check out his insights on all of these topics. Video and comedy is perfect for selling to the elite Play to the top of your intelligence Speak from the hear is key to comedy and sales. Permission mindset is the same in comedy and sales Content that educates, informs and entertains
	26 Nov 2019	S1E3 - Origin Story - Richard Harris	00:34:51
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.
	29 Dec 2020	S1E196 - Ramping on a complex product with Miranda Fisher of Aircall	00:47:36
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.
	06 Apr 2021	S2E35 - What growth doesn't want you to hear with Keith Daw	00:43:21
The self-proclaimed VP of Get Shit Done has joined the podcast and drops serious knowledge on humanity in sales and the per-fessional growth Leveraging your intellectual collateral for career growth The value of vulnerability in leadership How to develop self-awareness in yourself and your team How to check your ego at the door. The difference between a fresh perspective and a real perspective
	29 May 2023	S4E16 - How to stop wage theft in your comp plan.	00:40:28
Gnarly! Dan Goodman joins us on the Surf and Sales podcast to discuss What is my recourse if my company screws me on comp? Complex comp plans Standing up for your commissions and yourself Big props to Hubspot for making us a part of the Hubspot Podcasting Network! Check out Hubspot and its free sales resources here. 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!
	14 Dec 2020	S1E188 - Selling the win and selling the hope with Andrew Sidney of the Detroit Tigers	00:49:07
How to "make time" for training The 7th Inning stretch seller What folks in sports ticket sales is different than Saas. The strategy of selling sponsorships, season tickets, boxes Navigating the competition
	25 Feb 2020	S1E38 - Bringing Humanity Back into Sales with Tim Clarke of Salesforce	00:42:15
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.
	25 May 2021	S2E44 - LIVE Bonfire Session - Strategies for Mental Health Resilience in Sales in 2021	00:59:10
Sales professionals are experiencing more pressure than ever right now. In one of the most competitive, fast-moving, and high-pressure jobs, sales have been hit especially hard by COVID. So what are the most successful salespeople doing to stay mentally resilient and engaged during these challenging times?
	07 Sep 2020	S1E140 - The hidden talk track of top performers with Lisa McCleod	00:45:52
10 years ago, 2010, Lisa faced one of her biggest hurdles in life based on the Great Recession. She shares a ton of wisdom and knowledge on sales, life, maturity, family, and so much more. Being a service bigger than ourselves, is the meaning of life. Moving your relationship beyond transaction with your employees. You can be competitive and compassionate as a sales person You don't have to have passion for the product or service you sell to be successful What does it mean to sell with a noble purpose. Identifying the top performers differentiation. Mental talk track of top performers
	02 Nov 2020	S1E166 - Determination to twist the tools with Ernest Owusu of 6Sense	00:40:21
The 3 D's of the NFL - Debt, Divorce, Dead The next step only takes a bit more effort The difference from good to great to excellence Love to win more than it hating to lose The best way to lead as a manager The culture of FAMILY The Sales Brotherhood and Sisterhood Having a tribe of mentors My favorite social channel approaches for SDRs
	27 Feb 2023	S4E4 - How to close $1m with an abundance mindset in MidMarket with JC Pollard	00:44:29
JC Pollard joins the show and explains how he closed $1m in 2022 with 40+ deals. And most are outbound
	16 Mar 2020	S1E47 - How Halo gaming made me good at sales with Morgan J Ingram	00:39:24
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
	29 Aug 2022	S3E38 - Everything is broken — just get comfortable with it, with Todd Busler	00:37:33
Todd brings a unique perspective to sales leadership and being a founder. Going all the way back to his time as a Sales Engineer, the first GTM hires to VP of Sales, and finally a founder. Seeing the problem vs. taking the leap of faith The first step to becoming a founder What the MVP should look like and how not to overbuild What makes the best first GTM salesperson Optimizing growth for people who want to learn Improving the relationship between the AE and Sales Engineer
	14 Jun 2021	S2E53 - What it takes to go from VP of Sales to CRO with Tyler Barron	00:44:32
A long-time friend and first-time guest on the Surf and Sales podcast. He's gone from VP of Sales to CRO and shares his insights. Figuring it out how to scale The biggest mistakes new CRO's make when coming in How to build cross-functional relationships in your CRO role How to learn marketing when you have a sales background How do you give a CMO a revenue number. Where marketing can help later in the funnel Yes, transactional salespeople can close 7 figure deals.
	21 Aug 2023	S4E36 - Selling in a Tumultuous Economy with Kaylee Chappelow	00:32:38
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. Click Here 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!
	06 Jun 2022	S3E28 - Ask Scott and Richard Anything, Straight from The Crow's Nest with Travis Matthews of Docusign	00:53:12
The Crow's Nest is a special place in Costa Rica where sincere and intimate conversations happen with attendees. We want to create the same moments away from Costa Rica and this is one of those episodes What to do when transitioning your role Navigating the interview process Recruiters are the gatekeeper Shrinking the delta between idea and action Why you don't need to SEO Amazon when you write a book.
	15 Jan 2024	S5E1 - Caleb Smith - What you don't know about your equity	00:50:33
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? Come to the next Surf and Sales event! Register Here!
	10 Feb 2025	S6E5 - Tobi Oluwole - Only data or dollars will tell you if you're right.	00:41:57
Profits are better than wages. If there's a problem to be solved, there's a business to be built. It only takes massive action in 30 days to determine if your business idea is worth your time. These are the topics our guest, Tobi Oluwole CEO and founder of Magnate shares with us on the latest episode of the Surf and Sales podcast. What are you waiting for? Time to reserve your spot at www.surfandsales.com
	07 Jun 2021	S2E50 - From SDR to AE: how to prepare with Ashley Zagst, Chili Piper	00:40:08
Ashley moved from marketing to sales so much she took a part-time SDR role to prepare for the interview. This isn't the first time she's prepped for something this way and she shares her best practices for always achieving your goals. How to position yourself to become an AE from the SDR role How to prepare for your next role Selling the meeting not the product as an SDR Translate marketing message to sales messaging What's fun about sales.
	24 Aug 2020	S1E135 - Why marketing should be running your demos Olivier L'Abbé of MetaData	00:43:59
Olivier has spent time at some of the best and brightest startups. Glassdoor, G2, and others. He now he's the President of Metadata.io and has solved the sales vs. marketing dynamic. Join us as we discuss: How do you measure the start of the sales cycle Using FOMO to drive business How the recruiting process is changing in sales The value of having a sales background when running a company The only difference between traditional sales and fund raising sales cycles is mindset.
	19 Aug 2024	S5E29 - Katie Chatterton - What is sales enablement in 2024?	00:38:53
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. I've been breaking rules consciously since I was 4 years old. What are you waiting for? Time to reserve your spot at www.surfandsales.com
	28 Aug 2023	S4E40 - Navigating Change Management When Converting AE's to Outbound	00:47:14
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 sales and marketing team. Click Here 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!
	28 Sep 2020	S1E152 - The SDR role is not transactional with Evan Carlton Director of Development and Founder The Sales Development Coach	00:38:22
Evan is a Sales Development savant. His experience and expertise on leveraging the sales development community is second to none. Join us as we discuss: Leveraging Sales Development from an expansion effort How AEs can leverage SDR for Airsupport on long sales cycles The lack of alignment between SDR and Senior Management The proper data to use in comp plans for SDR The glass ceiling of SDR leadership
	19 Dec 2022	S3E57 - Surf and Sales Bonfire - If You Don’t Invest in Yourself Why Should a Company with Larry Long Jr	00:50:42
Larry brings the fire as always. Here's what you are going to learn. When you invest in yourself others will notice. Controlling what you can control Where to start and how to start E - Entrepreneurial Spirit P - Preparation and Planning I -Internal Drive and Desire C - Communication
	17 Aug 2020	S1E134 Understanding Scale with Paul Salamanca with Security Scorecard.	00:49:42
Which types of VPs of Sales gain the most respect and promotions. How do you build a forecast when scale is desired but hasn't happened yet. Why should a sales leader have a podcast? Best ways to help someone find a job, move from SDR to AE How to ask for a raise during a pandemic
	26 Sep 2022	S3E42 - What's broken about the sales recruiting model with Kurt Wilkin	00:44:34
Kurt Wilkin has been doing sales and executive recruiting for a very long time. And he shares what's broken and how to fix it. What's wrong with the recruiting pricing model Retrain your brain on how to leverage the recruiter relationship better Why do most companies not get the recruiter relationship wrong? The blindspots of entrepreneurs when it comes to growing The four questions you should ask about your current team to grow to the next level Does your employee have the experience and skills to get to the next level?
	29 Dec 2020	S1E195 - How to get promoted to VP of Sales with only BDR/SDR leadership background with Amy Miller of Celonis	00:42:57
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
	31 Jan 2022	S3E5 - The Value of Dedicating Time To Think About It with Derek Jankowski	00:47:17
Derek has an amazing perspective and was fortunate enough to work with two amazing leaders, Justin Welsh and Kevin Dorsey. He shares a ton of advice including: It's not the advice that matters, it is how you work through it with your hypothesis No matter how much experience you have, you will still make mistakes. There is nothing you can do to take away the feelings others experience. The temperament of a great leader and a rep are very different The primary variables to increase the average sales price
	27 Feb 2023	S4E3 - How AI will change the future of the SDR role with Daniel Wiener	00:38:39
The average salesperson will be replaced soon, and Daniel explains why. We then dig deeper into what it's like being a co-founder with a close friend.
	01 Aug 2022	S3E33 - 3 Symptoms of Burnout with Emily Johnson	00:41:42
Through her own experiences, Emily recognized where her passion for success caused her to burn out and turned it into her business. She shares a ton of real-world and practical advice so we can all feel a little less stress. You don't have to meditate to be mindful Resilience and Prevention The primary differences in how people experience Recognizing the triggers of your burnout When you define your personal worth based on your success Recognizing Where to start when you are feeling burned out.
	11 Jan 2021	S2E1 - Negotiating a higher salary with Sam McKenna	00:42:40
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
	28 Apr 2020	S1E71 - "Adjust Quickly to Win" w/ Sarah Brazier of Gong.io	00:46:43
Sarah is a Sr SDR surely on her way to AE soon enough. She also became an overnight brand sensation on LinkedIn when one special post hit 1m views. She found her way into sales after being a Speech & Debate champion, and an attempt at being an actor. No looking back. No stopping her now. You'll hear her talk about: How adjusting quickly allows you to win Talk honestly about budget challenges w/ prospects How her personal branding success has opened more doors than she imagined Why sales was the "lowest barrier to entry"
	02 Sep 2024	S5E31 - Adam Smith - The easy parts of keeping humans in the sales process	00:48:43
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. And how the human connection is still required. What are you waiting for? Time to reserve your spot at www.surfandsales.com
	15 Jan 2024	S4E52 - AI will make lazy sellers obsolete with the Sales Doctor - Chet Lovegren	00:46:46
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 help your sales and marketing team. Click Here 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!
	30 Sep 2024	S5E35 - Appy Choudhary - How far your xDR should qualify first meetings.	00:36:47
Appy joins us and discuss building a sales development to IPO. Understanding the lock-up periods post IPO. What a multi-channel approach really means in 2024. What are you waiting for? Time to reserve your spot at www.surfandsales.com
	27 Feb 2020	S1E40 - An insubordinate Al Bundy with unique ability with Tenbound CEO David Dulany	00:49:38
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.
	25 Apr 2022	S3E23 - Here to make salespeople happy with Scotland Foss of Scratchpad	00:49:36
Rare is the first head of sales making it past 18 months at a startup. Scotland is in rarified air and shares his experiences with us including: Go to market workspace First 18 months as head of sales at 16 months The priorities of a new head of sales for the first 16 months Build a capacity plan vs forecasting plan Don't overly process in the early stages 3 Types of early-stage revenue operators Recapturing the momentum after a miss Pricing integrity
	18 Apr 2022	S3E21 - Do what you shouldn't with Nadja Komnenic	00:48:29
It's never about personalization at scale, its about relevancy at scale and Nadja shares these best practices as well as others What its like to turn down $30m and stay bootstrapped Building a community from the ground up Why LinkedIn is a requirement for all employees Leading a team through the Ukrainian crisis Personalization at scale is misaligned Proper monetization of your community
	08 Jul 2024	S5E24 - Meshell Baker - the value of vocalizing frustration vs being negative	00:33:54
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, your confidence is internal and unlimited.
	03 Aug 2020	S1E126 - The first line of communication for IBM Sales with Rahki Voria	00:42:56
In 1st and 2nd grade Rahki put her lemonade stand on her red wagon and realized the best place for her stand was to roam around. She found a construction site, figured they'd be thirsty, and the rest is history. Join us as Rahki shares amazing stories and insights including: Relationships are the true currency Why women should consider a career in sales How to hire 2000 people in 3 years Best sales hire come from non sales backgrounds What does digital transformation mean Women of IBM Co-Chair
	02 Nov 2020	S1E165 - Being obsessed with the outcome with CEO James Mackey Secure Vision	00:40:53
Recruiting Ops, the overlooked part of your hiring process Determining what the right team looks like in your organization Knowing your point of impact in hiring for sales people How to define culture in your sales organization Can you teach someone to make decisions faster. Where is the thing that can kill the deal. If you don't know it means you don't know, not that it's not there.
	07 Dec 2020	S1E184 - Goal Setting with Kevin Dorsey	00:57:56
How to set goals What is a vision board and how to use it How to use a 3x3 on daily, weekly, and monthly goals What it means to never miss twice with your goals. Define and writing down your "slight edge" The difference between your quota and your goals Why most people over set goals for 1 year, and underestimate in 3 years. Why you NEVER limit your kid's goals
	23 Oct 2023	S4E48 - How the Best Sales Reps Use Case Studies with Julian Lumpkin	00:39:46
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 making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here 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!
	13 Oct 2020	S1E156 - Navigating through the fear of sales with Alex Goldfayn	00:43:47
Alex has a different path to business leadership and coaching. He was a syndicated journalist before his current role. He's learned some amazing lessons along the way and shares them with us. Driving accountability within a sales organization Unlearning behavior around cash spiffs. What a bad pitch looks like from a marketing perspective. What tech founders miss when creating a product pitch What's working in selling in Covid Building perseverance as a child by watching your parents struggle How to coach people through the fear that stops them. Knowing things doesn't do shit, doing things does.
	03 Feb 2020	S1E22 - Sales Development at a Global Level with Julie Mann of Optimizely	00:58:17
Julie Mann, the Sr. Director of Global Sales Development has been steadily working her way through sales even though she swore she would never be a salesperson, EVER! The content in this is so tactical it should be copyrighted and trademarked! Join us in this eye-opening and fun conversation as we talk about the following: 1. How to be relevant in a remote office 2. How to train a globally dispersed sales team 3. What to look for in talent 4. What to look for promoting sales reps into management roles 5. Gender disparity
	13 Apr 2020	S1E58 - Why Executives w/o Sales Experience Struggle w/ Forecasting, w/ Rob Jeppsen	00:43:58
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
	13 Dec 2021	S2E83 - How to hire and coach a full cycle sales rep with Thomas Boccard	00:46:03
Thomas is an active SVP of Sales. He stays in the trenches and has built amazing sales teams and he believes in the full cycle rep. Check out his advice on this episode What it takes to be a full-cycle sales rep. What prospecting "smarter" really means. Even execs have to stay in the trenches Achieve Your Goals by Helping others achieve theirs Why you are better at your job when you have a side hustle Why it matters to have internal and external training What makes branding and social so important the higher your title
	26 Feb 2024	S5E7 - Stephen Hakami of Wiza - All things founder led sales episode	00:42:05
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!
	03 Mar 2025	S6E9 - Adam Jay and Dale Zwizinski - Strategy and Execution are not Mutually Exclusive	00:46:58
Revenue Reimagined partners Adam and Dale join us to discuss the future of fractional work and how to choose the right one. How and when to take that leap of faith. Understanding people need to execute on the small tactical things while you are also focusing on the overall strategy. What are you waiting for? Time to reserve your spot at www.surfandsales.com
	22 Apr 2024	S5E12 - Will Falkenborg - Cutting Edge SDR Cold Calling and Prospecting	00:39:32
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
	26 Jul 2021	S2E59 - Great Leaders Do What Drug Addicts Do with Michael Brody-Waite	00:42:27
Michael has been through the wringer, literally. As he did the hard work to become sober he eventually realized the similarities he saw in the business and leadership world. He shares actionable insights into leadership and accountability with us during the episode Stop telling people what to stop doing. Rigorous Authenticity of Who You Are Surrender the Outcome, not trying to control them Doing Uncomfortable Work The 3 mistakes leaders over and over again Mask addiction in the leadership world 3 types of uncomfortable conversations we all have How your weaknesses get you promoted The empowerment of saying 'no'.
	29 Mar 2021	S2E33 - Selling is about making a positive impact with Tony Hughes	00:48:24
The problem behind sales success is a sales management Most sellers do enough to not feel guilty, not be successful Sales is meant to be a profession, act accordingly The problem with the sales stack The biggest constraint in sales is lack of time, not lack of market. More reps does not equal more revenue. The mistakes I made as a sales leader Stop holding onto the wrong people for too long Find the driver personality You're never gonna make a turkey an eagle Take the people who are good become great. Lift the middle don't try to resurrect the bottom Whoever wins the emotional conversation wins the deal How to make the excuse the reason.
	03 Feb 2020	S1E29 - The Individual Contributor Mindset with Taylor Lobdell of RollWorks	00:44:49
Taylor is a legitimate sales person and surfer. He doesn't remember the first time he was on a board, but he remembers the first time he bought one at Play it Again Sports. He's been a surf instructor, sales leader, and is now back in an IC role and loving it. In this episode hear about: 1. Vetting if someone really is the Decision Maker 2. Getting out of a sales slump 3. Giving back with the City Surf Project in San Francisco
	25 Jul 2022	S3E32 - Your level of income will never exceed your level of self-worth, with Elyse Archer	00:56:41
Elyse took her annual 6-figure income to 7-figures in 6 weeks, literally. She shares her growth and is over the hump of the fear. Getting unstuck from the $150 OTE is more than about the money Sales are not just about the hustle Difference between masculine and feminine energy Feminine is about play, fun, relationships, the journey Masculine energy, the destination, structure, where you are going Leaning into your intuition in your sales process The difference between 6-figure and 7-figure income people
	17 Jan 2022	S3E2 - The new role: Sales Evangelist with Will Aitken	00:41:00
Evolve or die. That is the lesson in this episode. There is no need to be an influencer, be a sales evangelist. Join us as Will Aitken jumps in and shares his journey from salesperson to sales evangelist. We dive into: The new role in sales is a sales evangelist Using TikTok to leverage The transition from full-time sales to an evangelist "You don't have to wait for the promotion"
	13 Apr 2020	S1E59 - Why its Good to be Selling Services During a Recession - from $3m Quota Carrying F500 Sales Legend Scott Ingrim	00:46:43
Scott Ingrim is an "Intentional Individual Contributor" who has found a multitude of ways to be a leader in the sales community. From his sales summit to his podcasts to his books and live virtual events, he works tirelessly to elevate the profession of sales. How does he do it all? He seeks connections and learning opportunities Focuses on value of events - Content and Connection You can never have too many conversations Our job is to challenge old thinking and share knowledge Why leading from the field was the right choice for him And a special moment where he gets on his Soapbox with a powerful message to companies across the world
	01 Jun 2020	S1E93 - Sales are much more than just a performance mindset with Joy Hewitt-Carvajal of The Sales Rebellion	00:36:18
Joy sold dirt at 8 years old, and that's when she knew she'd be in sales. Join us in this conversation as we discuss this and a bunch of other amazing thoughts from the Sales Rebellion including: How to get more out of virtual training I run at life, not from it. Sales are much more than just a performance mindset Understanding intention and performance It's not about what happened, its how you respond to them The need for collaboration in sales Using the power of suggestion in sales I went camping because I washed cars My first sales job was selling compost door to door at 8 years old
	27 Mar 2020	S1E53 - Sometimes the path forward is not a straight line with Victoria Abeling of SailPoint	00:50:45
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
	18 May 2020	S1E84 - Navigating the "no budget" conversation with Richard Smith Co-Founder Head of Sales of Refract	00:55:08
The person who says "no budget" actually has no control over the budget. How to sell when there's not a line item in the budget for their service How to get your champion to go and have the right budget conversation when you aren't there. What's like being a tech entrepreneur in UK? How to find that trust when seeking a co-founder.
	08 Jun 2020	S1E98 - Laying the groundwork for selling your company with Elias Rubel of Matter Made	00:42:25
Elias Rubel is the leprechaun of start-ups. After listening to this episode you will understand why. He's got a fantastic success story and shares practical tips to helping you grow your job, role, career, company and having a good exit strategy. How to learn that perfect doesn't matter. What it takes to sell the business The nightmares between sales and marketing and how to move forward MQLs are the scourage of the earth in business metrics and compensation The challenges of non-marketing founders It's not just a transaction How interviewing Holocaust survivors prepared me to be an entrepreneurial
	01 Apr 2024	S5E10 - JR Butler - Transitioning to Sales with Purpose and Identity	00:48:51
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!
	26 Oct 2020	S1E162 - Building a Unicorn with Manny Medina of Outreach.io	01:00:43
Do you ever NOT take the advice of your VCs and what happened When do you lose a VC in the conversation 5 Fundraising tips nobody tells you Strategies VPs of Sales need to have a better relationship with the CEO What's in the Box of Secrets about going IPO that people don't know The best and worst parts of a public rivalry What's a BS question a VC asks you
	06 Dec 2021	S2E80 - Welcome to the SaaSholes	00:56:20
Definitely one of our favorite episodes. Our friends over on The SaaSholes podcast had us on as their guests. And they were kind enough to let us drop to our listeners too. Give it a listen, check them out, and let us know what you think.
	23 Nov 2020	S1E178 - The DNA to entrepreneurship Kyle York	00:54:46
What tells you they are a good technologist as a founder You work for what you get. The challenge tech founders must face to really be successful Avoiding conflict between departments is the biggest challenge companies may face Advice for building a Revenue Operations team Founder CEOs vs CEOs Lead constrained vs. Feed Constrained The biggest mistakes an early-stage founder makes in the pitch meeting.
	18 Apr 2021	S2E37 - How to take video to the next level with Nick Capozzi	00:39:17
Honestly, who has more energy and passion than Nick Capozzi? Certainly not us. Here Nick's answer to who would make a better "duty free salesman - Scott or Richard" and hear about his journey from cruise ships to a rocketship. Becoming a first-time tech VP of Sales What selling on a cruise ship What are the resources you will use to skill up in your new role Choosing the right community to you. Where are we getting wrong and right in video Creating interaction with your prospects from different cultures.
	07 Sep 2020	S1E141 - Stop saying the right things to the wrong person with Ryan Staley of Whale Boss	00:48:26
Ryan has spent his career learning the right approach to building and executing enterprise sales. Join us in this episode as we discuss the following: The definition of grit in sales. Solving the revenue by focusing on system execution and process How to cross pollinate in the deal cycle with Enterprise sales Working through the legal redlining in the deal cycle Managing the sabatiour of your deal? How do you structure comp on 7 and 8 figure deals. What it takes to keep someone engaged in training. Building the ramp of year long sales cycle
	15 Jun 2020	S1E101 - What the best Sales People, BDRs and SDRs do to succeed with Alex Olley	00:42:56
Alex Olley brings an awesome perspective to sales. His background as a lawyer and musician make him very different than anyone else we've ever spoken with. Join us as we discuss: The biggest mistakes of corporate gifting What it means to be a Founder and BDR beyond empathy Its way more than leading with empathy. Other prospecting channels beyond phone, email, and LinkedIn Using direct mail the right way to get attention. Using a sequence to tell a story. Moving from the athlete sales person to different background
	16 Aug 2021	S2E62- What you work on, works on you with Nigel Green	00:47:48
What medical device sales are really like. Job Security = Money, work for self, flexibility You don't have to always be accessible Optimizing happiness and money Re-starting after taking 2 months off
	04 Nov 2024	S5E38 - Chris Karger - Most Underrated Skill in Sales.	00:42:27
Chris Karger joins us on the Surf and Sales podcast to discuss. Referrals no longer a nice to have and how to get them. As well as understanding cultural differences often means communication differences. The differences between scaling in the US than the EU. What are you waiting for? Time to reserve your spot at www.surfandsales.com
	11 Nov 2024	S5E40 - Kathleen Booth - The People Are the Product	00:47:35
Kathleen Booth SVP of Marketing from Pavillion joins us to share her insights on everything from community versus conference, The best events are not held by vendors, you can't run the industry playbook and expect the same results of others, leveraging pattern interupts, understanding the problem is more important than the solution, and first team thinking. joins us on the Surf and Sales podcast to discuss What are you waiting for? Time to reserve your spot at www.surfandsales.com
	03 Aug 2020	S1E124 - My hell yes or heck no. with Liz Wending	00:44:25
Stop being self-serving in your sales messaging My first big deal was in kindergarten I fell in love with sales when I started teaching others. Too much of a Changing the words coming out of your mouth Listening to your head, your heart, and your gut. You must have a "you focused" part of your life to be successful People don't want to be served, they want to be aligned.
	01 Dec 2020	S1E181 - The only way to move forward as a leader with Director of Revenue Performance with Michael Tuso of Chili Piper	00:49:30
How to discover if the objections you hear are real. How much time should be spent on tonality and delivery in sales training How to coach on tonality and delivery in sales training How to build a sales scripting culture What are the skills required for an SDR in 2021 How do you teach reps to be better at writing copy The only way to move forward The metrics to follow as it relates to training and coaching
	07 Jun 2021	S2E49 - Why Sales Enablement should NOT report to the CRO w. Aaron Evans	00:42:43
Aaron has been doing sales enablement since before the term even existed. He shares his insights on: How Sales Enablement becomes the center of the organization The true evolution of sales enablement Quantifying the value of sales enablement to the CEO and CFO People only build processes for the current state and why that is wrong. What motivates sales enablement is being a change agent What to look for in hiring someone for sales enablement How to compensate someone from sales enablement Build your enablement process first before you buy your enablement stack Scaling sales enablement
	04 May 2020	S1E75 - Outbounding Best Practices with Belal El Batrawy of Bravado	00:40:09
You're in a fail category until you prove otherwise when it comes to social selling TCold Sequence is about exploring, not asking for anything ouch 1 - X in your outbound Break Up Emails that are persistent vs. pain in the ass The Buyers Journey is always the same. Social Selling vs Brand Building
	22 Jun 2020	S1E104 - What it means to sell with purpose with Blake Hudson Sales Manager of Victory Lap	00:40:46
Immediately a Top 5 All-Time Surf and Sales Guest. Stop reading this, just listen, and you will agree. How to set the vision as a sales team of one. Understanding your Gratitude Gap What running for state senate at 24 taught me about sales. Democratize the sales profession A strong sense of mission 5 Love Languages You are an expert on you. Grab 2 and Go Equality vs Opportunity
	26 Aug 2024	S5E30 - Alyson Baber - Insights Into Sales Leadership in 2024	00:43:08
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 reserve your spot at www.surfandsales.com
	27 May 2022	S3E26 15 minutes Tyler Bennet Asks Richard Questions	00:16:04
An impromptu podcast episode. Decided to let the guest interview the host. Tyler asked some awesome questions and the answers will surprise you. 1. How does your newsletter play into your overall strategy? 2. How do you measure yourself when you aren't held accountable to a number as a solo-preneur

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