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

Surf and Sales

Release Date: 06/06/2022

S3E42 - What's broken about the sales recruiting model with Kurt Wilkin show art S3E42 - What's broken about the sales recruiting model with Kurt Wilkin

Surf and Sales

Kurt Wilkin has been doing sales and executive recruiting for a very long time. And he shares what's broken and how to fix it.  What's wrong with the recruiting pricing model Retrain your brain on how to leverage the recruiter relationship better Why do most companies not get the recruiter relationship wrong? The blindspots of entrepreneurs when it comes to growing The four questions you should ask about your current team to grow to the next level Does your employee have the experience and skills to get to...

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S3E41 - Just shut and do it, it will be ok. with Keith Daw show art S3E41 - Just shut and do it, it will be ok. with Keith Daw

Surf and Sales

Keith Daw has an amazing story. After spending years working for others, he cut the cord and built his own business. He shares his advice on how to: The mindset founders struggle with. You pay me to tell me what to do, not what you want to do Deciding to bet on yourself and cut the W2 Figuring out your pricing and contracts when starting your consulting business. What about the ROI phrase

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S3E40 - The Velocity of Prospecting with Vlad Karukes show art S3E40 - The Velocity of Prospecting with Vlad Karukes

Surf and Sales

Vlad's first job was selling popcorn on his bike. Now he is an enterprise salesperson selling 6 and 7-figure deals with multi-year sales cycles. He shares amazing insights around the growth mindset and how to achieve your dreams. Understanding your customer before you speak with them Your growth in sales will be based more than on your work experience Working on your confidence in sales The key to success starts with repairing the damage from growing up

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S3E39 - ROI is Dead and More with John Barrows show art S3E39 - ROI is Dead and More with John Barrows

Surf and Sales

It's always fun chatting with our good friend John Barrows.   This is a recording of the live Bonfire Session we did with him on the topic of ROI is dead, and we answered questions from the crowd as well. 

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S3E38 -  Everything is broken — just get comfortable with it, with Todd Busler show art S3E38 - Everything is broken — just get comfortable with it, with Todd Busler

Surf and Sales

Todd brings a unique perspective to sales leadership and being a founder. Going all the way back to his time as a Sales Engineer, the first GTM hires to VP of Sales, and finally a founder. Seeing the problem vs. taking the leap of faith The first step to becoming a founder What the MVP should look like and how not to overbuild What makes the best first GTM salesperson Optimizing growth for people who want to learn Improving the relationship between the...

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S3E37 -  The Buddha of Sales with Denis Champagne show art S3E37 - The Buddha of Sales with Denis Champagne

Surf and Sales

Selling is a spiritual experience. This was just one of the knowledge bombs dropped by our guest Denis Champagne. Denis is one of these folks who have so much wisdom about life, not just life, and a ton about sales including: Winning is about the achievement, not beating the opponentThe discipline to be good Realizing that sales about treasures of the heart It's easier to change plans than not to make them.You can hide the face but not the voice, especially in prospecting.Personal wealth is preceded by...

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S3E36 - Building a Team of Teams with Richard Sgro of Insight Partners show art S3E36 - Building a Team of Teams with Richard Sgro of Insight Partners

Surf and Sales

Richard has a unique and different background in becoming a sales leader. Going from product to solutions engineering to VP of Sales.  Why does a VC have a VP of Sales and Customer Success Coming from product engineering to a sales leaderIs your sales team Wolf of Wall Street or MoneyballIs product management the future of salesWhat founders do not understand what they need in go-to-market strategy,...

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S3E35 - Advice from Richard and Scott with Jordan Freedman show art S3E35 - Advice from Richard and Scott with Jordan Freedman

Surf and Sales

A reverse episode where we let the guest ask all the questions. Here are just a few. How do you know which sales methodology is the right one for you? How do you choose the right type of mentor? What books are you reading? Painting pictures of pain How do you run a discovery call? How do you determine access to authority?

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S3E34 - People are the biggest problem — and the solution with Nick Larson show art S3E34 - People are the biggest problem — and the solution with Nick Larson

Surf and Sales

Nick has always loved chasing revenue and waves. He shares his experiences of each Why chase revenueWhat is the value of performance reviewsGetting your first customerHow to find your first customerDo you have an adaptability question Taking something you are good at and apply to something you are bad at

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S3E33 - 3 Symptoms of Burnout with Emily Johnson show art S3E33 - 3 Symptoms of Burnout with Emily Johnson

Surf and Sales

Through her own experiences, Emily recognized where her passion for success caused her to burn out and turned it into her business. She shares a ton of real-world and practical advice so we can all feel a little less stress. You don't have to meditate to be mindful Resilience and Prevention  The primary differences in how people experience Recognizing the triggers of your burnout When you define your personal worth based on your success Recognizing  Where to start when you are feeling burned out.

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More Episodes

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.