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

Surf and Sales

Release Date: 08/29/2022

S3E54 - Stock Options Straight Talk with Colin Cadmus show art S3E54 - Stock Options Straight Talk with Colin Cadmus

Surf and Sales

Listen in and learn all the things you need to know about how stock options work in the start-up world. Nobody ever teaches you this, until now. 

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S3E53 - There's one word every founder and salesperson needs to know, with Eldad Postan-Koren show art S3E53 - There's one word every founder and salesperson needs to know, with Eldad Postan-Koren

Surf and Sales

The ultimate founder unicorn.  Someone with a sales background and the ability to actually code the product. Eldad from Winn.ai shares amazing insights on combining these two roles together including:  How a global pandemic can drive the creation Why does it take 1-2 hrs/ day to update the CRM What you need to get right when moving from beta to scaling the business What tech founders need to understand about moving from founder-led sales Finding the right partner in your first sales hire as a founder Forecasting...

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S3E52 - Getting the right pipeline at the right time, with Joe McNeill show art S3E52 - Getting the right pipeline at the right time, with Joe McNeill

Surf and Sales

As the sales world shifts towards a more revenue focus, it's critical to understand how to effectively measure marketing and sales as with a single alignment. The skillsets needed from marketers and sales needed for 2023 How to create a combined compensation model for sales and marketing All the new revenue titles and what it means How to find out if the new company has  What's the number one driver of conversion rates The value of curiosity and problem solvers

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S3E51 - Be prepared for change, with Amy Leigh Looper show art S3E51 - Be prepared for change, with Amy Leigh Looper

Surf and Sales

After 18 years in corporate sales in big tech, it was time to leap into her starting her own business. Oh, and along the way, she had some of the biggest personal challenges, particularly as a mom. What it means to fail forward Fear of success can be as powerful as fear of failure. Why farming is entrepreneurial The wrong image of postpartum depression Finding the balance as a mom and a career woman. Why culture starts bottom up with front line leadership than top down. The...

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S3E50 - The Sales Innovation Paradox with Dr. Howard Dover show art S3E50 - The Sales Innovation Paradox with Dr. Howard Dover

Surf and Sales

When does the capacity of technology start hurting the experience? Many tools in the sales stack are built with intent, not purpose. We create tools because the VC market wants to make money. Technology is changing the buyer's behavior but will it stop the spam or keep making it worse? What do we do when the customer is in a constant state of shift? We have to be constantly agile, says Dr. Dover. Scaling culture does not mean replicating the 0 to 10 team member culture. Culture through contagion, not just...

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S3E49 - Scary Good Sales Stories show art S3E49 - Scary Good Sales Stories

Surf and Sales

Did you hear the one about...  When you're taught to lie to your customers at your first sales job. When your leadership tells you to lie to your customers The time the mob said meet me outside in my black Cadillac When the customer pulled the baseball bat during the walking-in cold call Why betting on yourself will always get you through the scariest moments.

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S3E48 - Is Warm Calling the New Cold Calling with Peter Skidmore show art S3E48 - Is Warm Calling the New Cold Calling with Peter Skidmore

Surf and Sales

The skills you learn early in your sales career never go away as you grow your career, even when you become a founder.  What it means to slow down to speed up Navigating the founder mindset to focus on the "one thing." Two keys to successful leadership. The difference between rejection as a founder and sales.  The value of time is driving decisions Chasing time is more valuable than chasing money. Why the sales interview process is still broken

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S3E47 - You are not born excellent at anything with Mona Akmal show art S3E47 - You are not born excellent at anything with Mona Akmal

Surf and Sales

ROI is the biggest behind Crypto Understanding how the economic downturn helps your company. The insights economic downturns teach founders. Brute force to first $1m-$2m will not get $100m Finding thought partners with your first customers is the most important thing.  Founders must show their early customers they care, not pitch "the baby" How to get your first customer to be a big customer. Enlightened self-interest is greater than humility. Time is more scarce than money.

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S3E46 - What's the worst that could happen? with Monique Mills show art S3E46 - What's the worst that could happen? with Monique Mills

Surf and Sales

What if you were a founder with an engineering degree and an MBA? Well, Monique Mills is that person. This episode will let you bridge the gap between being a revenue individual and a technical founder.  Dealing with a Technical Founder as a Sales LeaderThe origin story from engineering to sales and leadership Connecting the dots be Providing value to someone willing to  Everything must have value to someone else, not just you. How does a founder know when to let go? I give people the things I wish I had

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S3E45 - Go from being a 6 to 7 Figure AE *Live Bonfire Session* show art S3E45 - Go from being a 6 to 7 Figure AE *Live Bonfire Session*

Surf and Sales

There is only one way to describe this episode. Pure Fire. So much wisdom dropped. What are your 5 Dream Lives7 figures are the NEW 6 figures You cannot make your identity based on your money The 12-Week Year We all need running mates, mentors, and mentees Sometimes we have to embrace the suck

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More Episodes
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 Salesand 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 AE and Sales Engineer