S6E30 - David Knight - How to Bring Back the Fun in Sales Coaching
Release Date: 08/11/2025
S6E30 - David Knight - How to Bring Back the Fun in Sales Coaching
Surf and Sales
With AI Sales Coaching tools being all the rage these days it's hard to understand where the differentiation truly exists. How do you do this at the founder and early stage level for start-ups? Where do avatars, holograms, and leaderboards fit in? How do you innovate in an AI market where things literally change by the day? We tackle these questions and a ton more with our guest, Founder of Avarra.ai, David Knight. And a special guest appearance by Brandon Redlinger as well. Sales podcast Sales strategies Sales tactics Sales tools Sales leadership Sales team...
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S6E31 - Dan O'Sullivan - Treat outbound sales messaging like a haiku
Surf and Sales
In this episode, we sit down with Dan O'Sullivan, a sales veteran who spent 26 years building a $1.2 billion sales organization at TransPerfect. Dan shares his unique insights on the art of outbound sales, particularly when targeting enterprise customers. He discusses the importance of understanding a client's strategic priorities, crafting concise yet impactful outreach, and the value of hiring and training local sales talent when expanding globally. Dan also talks about his work with the non-profit "Provide the Slide," which collects and distributes surfboards to underserved...
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S6E28 - Eldad Postan-Koren - Blunt Truths and Bold Moves
Surf and Sales
Join Richard Harris, Scott Leese, and special guest Eldad Postan-Koren, CEO of WINN.AI, as they dive into the unique challenges and opportunities facing international startups breaking into the U.S. market. Hear their candid perspectives on the evolving sales landscape, the power of bold marketing moves, and the importance of complementary skill sets on a founding team. This episode is packed with insights on topics like the "chutzpah" of Israeli entrepreneurs, the pros and cons of direct communication styles, and the future of sales prospecting. Whether you're an aspiring founder or a sales...
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S6E29 - Steve Bussey and Matt Bolian - The Surround Bound Sales Model
Surf and Sales
Join Richard, Scott, Matt, and Steve as they dive deep into the challenges and opportunities facing sales teams in the age of AI. Discover how Supered, a unique sales enablement platform, is empowering revenue teams to adapt and thrive in the ever-changing landscape. In this episode, the team explores the concept of "surround bound" - a novel go-to-market strategy that leverages the power of social media and collaborative selling. Learn how Supered is helping sales professionals break free from traditional models and embrace a more holistic, customer-centric approach. Hear insights on building...
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S6E27 - Nigel Green - How to Hire Elite Salespeople: The Only Sales Leadership Skill That Matters
Surf and Sales
Sales leader and author Nigel Green joins Scott Leese and Richard Harris on the Surf and Sales podcast and discuss the critical skill of hiring elite salespeople. Nigel shares his expertise on why this is the single most important sales leadership skill, and how to effectively identify, attract, and integrate top talent onto your team. The conversation covers a range of valuable topics, including: Why elite salespeople don't apply to job postings, and how to proactively recruit them Techniques for uncovering the non-obvious behaviors that separate top performers from the rest Strategies for...
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S6E26 - St. John Craner - You have to sell slow to sell fast.
Surf and Sales
St. John raner dive into the fascinating world of agricultural sales and the rapid technological advancements transforming the industry. Sinjin is a sales training expert focused on the agricultural sector, shares insights on how farmers are embracing cutting-edge technologies like AI, precision farming, and data analytics to drive efficiency and productivity. The conversation explores the unique challenges and relationship-driven nature of selling to farmers, as well as the generational shift towards younger, tech-savvy farm owners driving innovation.
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S6E25 - Mike Muhlfelder - What AI f*cking up about sales?
Surf and Sales
Acandid conversations between sales leaders Scott Leese, Richard Harris, and Mike Muhlfelder In this episode, they chat with Mike Muhlfelder, founder of CalmOcean Sales, about the current state of B2B sales. Mike shares his insights on the "epidemic" of not having enough pipeline, and how proper qualification is key to solving this issue. He explains his "four Ws" approach - focusing on what happened, why it needs to be solved now, who owns the project, and when it needs to be live. We also discuss what AI is f'ing up in sales, with Mike cautioning that while AI can be helpful, it can't...
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S6E24 - Riley Blaisdell - Last Chance for Redemption
Surf and Sales
Riley shares his fascinating journey, from being a high school dropout to building a successful sales career. Key Takeaways: Riley's early entrepreneurial spirit, selling candy and snacks as a kid to buy ice cream His struggles with getting into trouble as a young adult, and how a mentor's disappointment in him was a turning point The importance of surrounding yourself with the right people and mentors to help you grow Riley's impressive sales accomplishments, including turning a $500 deal into a $4.5 million account The value of patience, persistence, and developing business acumen in sales ...
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S6E23 - Lori Richardson - Bridging the Gap: Preparing the Next Generation of Sales Professionals
Surf and Sales
Lori, Scott, and Richard discuss the evolving sales landscape, including the impact of AI and the importance of sales education programs to prepare the next generation. They explore the challenges and concerns around AI's role in sales, as well as the opportunities to enhance the sales profession through technology. The group also highlights Lori's work with the Barb Giamanco scholarship, which provides financial support to women in university sales programs, and the need for more industry involvement in academia.
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S6E22 - Cory Terre - The Best Way to Evaluate a Potential Unicorn
Surf and Sales
In this episode of the Surf and Sales Podcast, hosts Scott Leese and Richard Harris sit down with Cory Terre, a sales performance coach at Cellfire. Cory breaks down the 3 key factors he looks for when evaluating new job opportunities - people, product, and potential. Cory shares wild stories from his early days working at Main Street Hub alongside Scott, including the time Scott gave him a brutal wake-up call that changed the trajectory of his sales career. Scott and Richard share their thoughts on the latest AI and automation tools impacting the sales world. This episode is packed with...
info_outlineWith AI Sales Coaching tools being all the rage these days it's hard to understand where the differentiation truly exists.
How do you do this at the founder and early stage level for start-ups?
Where do avatars, holograms, and leaderboards fit in?
How do you innovate in an AI market where things literally change by the day?
We tackle these questions and a ton more with our guest, Founder of Avarra.ai, David Knight. And a special guest appearance by Brandon Redlinger as well.
- Sales podcast
- Sales strategies
- Sales tactics
- Sales tools
- Sales leadership
- Sales team building
- Quota attainment
- Sales success