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S2E86 - Why your customers need a better demo experience with Adam Jay of Reprise

Surf and Sales

Release Date: 12/27/2021

S3E24 - The Ultimate RevOps Discussion with Feras Abdel of Outreach show art 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 show art 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 show art 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 show art 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 show art 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 show art 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 show art 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 show art 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 show art 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.

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S3E15 - My Rap Career was Shorter Than a VP of Sales Ding Zheng show art S3E15 - My Rap Career was Shorter Than a VP of Sales Ding Zheng

Surf and Sales

One of the most creative salespeople in the game. Ding has turned the sales thought leadership world upside down. Enter the Sales Evangelist. The creator economy The Sales Evangelist Co-Selling where the reference is coming from matters Thought Leader vs. Evangelist If most people are saying yes to your prices, you are not charging enough

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More Episodes

The demo environment and demo experience are broken. And so is the interview and job hiring process. Adam Jay shares amazing insights on both of these and other topics including:

What makes a bad a demo?
Why you should only offer a POC
Why you shouldn't pay for a POC
Recruiting requirements for VP of Sales
What are the questions candidates should ask a VP of Sales
The value of "Tell me more"