S2E83 - How to hire and coach a full cycle sales rep with Thomas Boccard
Release Date: 12/13/2021
S3E25 - LIVE Bonfire Session - Unique Gifting and Personalization to Inspire Human Connections
Surf and Sales
RevOps leaders are focused on providing their teams with support and outreach strategies to boost engagement with prospects and customers. In our digitally-saturated world, it’s more important than ever to include personalized touchpoints into sales workflows. How do you use your gifting process to keep prospects engaged during a long sales cycle? What percentage of gifts are branded vs. un-branded? And this is what people get wrong about the whole gifting idea.? When gifting goes wrong Should gifting be used in the recruiting stage Using a...
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S3E24 - The Ultimate RevOps Discussion with Feras Abdel of Outreach
Surf and Sales
Feras started in sales and fell in love with revenue operations after carrying a bag for years. He shares amazing insights on Revenue Operations best practices. The value of a sales focus being in RevOps Running rev ops with 20 employees vs 1,000 Understanding the revenue lifecycle Recognizing enterprise risk Tool familiarity cannot be the only hiring criteria The pitfalls of 3rd party full-time contractor Should RevOps have variable compensation What does an advisor even do
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S3E23 - Here to make salespeople happy with Scotland Foss of Scratchpad
Surf and Sales
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
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S3E22 - Picking Scott and Richard's Brain with Zac Scalzi
Surf and Sales
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?
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S3E21 - Do what you shouldn't with Nadja Komnenic
Surf and Sales
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
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S3E20 - What Sales Engagement and Intelligence Means for Your Team
Surf and Sales
A live conversation with Max Altschuler of Outreach.io to discuss everything under the sun related to sales engagement including: The cross-over between Sales execution, sales engagement, sales forecasting, conversational intelligence What people get wrong about sales engagement When scaling, best practices for revamping and who manages sequences Will AI take away the SDR role
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S3E19 - The Skill Up Acceleration of Covid with Alex Meade
Surf and Sales
A fascinating conversation with Alex Meade about coming from a marketing and development perspective to lead business development and sales efforts. When you are in marketing and have to figure out sales. The differences between marketing and sales emails. What do you do when the tasks become too much for one person. Evolving your ICP as your business grows In love with teaching and coaching Maximizing time as a sales team of one.
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S3E18 - The Side Hustle Isn't Always Glamorous with Joel Lalgee
Surf and Sales
The challenges of the side hustle people don't talk about. The challenges of recruiting in 2022What a start-up should know about hiring recruiting There is a shortage of good recruitersWhat are the skillsets of a good recruiter Stop trying to hire the perfect product when you hire people
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S3E17 - Strategically Break the Rules in Sales with Chris Bogue
Surf and Sales
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
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S3E16 - Why Your AEs must do prospecting even with SDR support with Anthony Netoli of Outreach.io
Surf and Sales
The #Sales AEs who prospect their own business are often the most successful. This Live Surf and Sales Bonfire Webinar explores this topic deeply with Anthony Netoli of Outreach.io who lives this every day. He shares his insights, wisdom and takes questions from the audience about optimally performing sales prospecting as an individual contributor while also coaching his SDR and BDR partners.
info_outlineThomas 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