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S3E1 - Confessions from the first revenue person with Lori Dunn

Surf and Sales

Release Date: 01/10/2022

S3E27 - How to Support Mental Health With Your Sales Team show art S3E27 - How to Support Mental Health With Your Sales Team

Surf and Sales

A special episode with our friends from Salesforce supporting your team around the topic of mental health.  Amazing insights are shared by Niraj Kapur, Lindsey Boggs, Elyese Archer, Richard Harris and Marcus Chan

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S3E26 15 minutes Tyler Bennet Asks Richard Questions show art S3E26 15 minutes Tyler Bennet Asks Richard Questions

Surf and Sales

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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S3E25 - LIVE Bonfire Session - Unique Gifting and Personalization to Inspire Human Connections show art 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 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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More Episodes

An amazing conversation to start of Season 3 with Lori Dunn. So good we let her take over to ask us more questions. 

Overcoming the "We are ok right now"
Messaging the old tech to sell new tech
The hardest part of building from scratch in sales
Pricing in the early stages
The right questions to ask your CEO at a start-up
Shifting from Founder-led sales
Identifying the metrics in the early stage