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S3E16 - Why Your AEs must do prospecting even with SDR support with Anthony Netoli of Outreach.io

Surf and Sales

Release Date: 03/28/2022

S3E31 - It's not all about S3E31 - It's not all about "A" players with Mark Smith

Surf and Sales

Mark Smith tells it how it is. A VP of Sales multiple times over, he has dabbled in politics, consulting, advising and investing. So why leave everything behind and take a sabbatical? We sit down with Mark to discuss how his definition of success has evolved over the years, and the lessons he hopes to impart upon the next generation of sellers and leaders.

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S3E30 - Why a No-Commission Sales Team is Right for You show art S3E30 - Why a No-Commission Sales Team is Right for You

Surf and Sales

What if you could prove that a higher based salesperson with no commission would be happier, perform better, and reduce your retention?  That's exactly what we discuss in this live Bonfire Session. Topics include:   Why do commissions even exist. What is recruiting like for a no-commission sales organization? How does this affect your customer's experience? How do you set goals? How do you have the conversation with underperformers?

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S3E29 - When Mom Says S3E29 - When Mom Says "I Don't Think You'd Be Good in Sales" with Molly Grossman

Surf and Sales

Recognition that shows value more than the promotion itself. Managing a team of North American SDRs from the UK Learning how to let go lets you have more control What could you do to position yourself for the next role as an SDR Accelerate out of your current role.

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S3E28 - Ask Scott and Richard Anything, Straight from The Crow's Nest with Travis Matthews of Docusign show art S3E28 - Ask Scott and Richard Anything, Straight from The Crow's Nest with Travis Matthews of Docusign

Surf and Sales

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.

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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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More Episodes
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.