S3E46 - What's the worst that could happen? with Monique Mills
Release Date: 10/31/2022
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...
info_outline
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 ...
info_outline
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.
info_outline
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_outline
S6E21 - Cynthia Barnes - From Breaking Point to Breakthrough
Surf and Sales
his powerful episode of the Surf and Sales podcast features Cynthia Barnes in a candid conversation with hosts Richard Harris and Scott Leese. Cynthia shares her journey from a toxic marriage to becoming a successful entrepreneur, executive coach, and founder of the "Thank You It's True" movement. The conversation covers critical topics including AI's impact on critical thinking, the power of small curated communities vs. massive networking events, and the importance of recognizing your self-worth in both personal and professional settings. Cynthia reveals how she built resilience through...
info_outline
S6E20 - Chris Cicconi - Freelance Hustle: Navigating all the Ups and Downs
Surf and Sales
Chris Cicconi joins the Surf and Sales Podcast to discuss what it was like to officially cut the W2 cord and go out on his own. Topics include... Importance of focusing on revenue-generating activities vs. getting bogged down in branding/marketing tasks when starting a consulting business Strategies for building a sustainable client base through networking, partnerships, and leveraging your personal brand Challenges of scaling a consulting business too quickly and the risks of over-hiring/overhead Benefits of maintaining multiple income streams and not being overly reliant on a single client...
info_outline
S6E19 - Sean Tepper Navigating Sales and Investing in Turbulent Times
Surf and Sales
In this episode of the Surface Sales Podcast, we sit down with Sean Tepper, the founder of Tykr, a SaaS platform that helps investors make informed decisions in the stock market. Sean shares his expertise on building a successful SaaS business, as well as his insights on the current state of the market and how investors can navigate the turbulence. Key Takeaways: Sean discusses the importance of focusing on product-market fit and churn rates as key metrics for SaaS growth. He shares his strategies for building partnerships and leveraging channel sales to scale a SaaS business. Sean provides...
info_outline
S6E18 - Shawn Sease Fixing Cold Calling in the SDR Industrial Complex
Surf and Sales
The Professor of Prospecting reveals why cold calling isn't dead but your approach might be killing you. The founder of INeverAnswer.com, Sean Sease, shares his deep expertise on effective outbound prospecting and why the traditional cold calling approach fails for most companies. Key topics covered: Why there's no "secret sauce" in prospecting—it's about doing the work properly The surprising data on follow-up calls generating 2-12x more meetings than first-time connects How to rethink your first-call objectives to build a pipeline of follow-ups Sean's innovative "Round Table"...
info_outline
S6E17 - Eric Iannello - Surf's Up, Prospects Down: Riding the Waves of Relationship-Driven Sales
Surf and Sales
In this episode of the Surf and Sales podcast, hosts Richard, Scott, and special guest Eric Iannello, Head of Sales at Commsor, dive deep into the evolving landscape of sales outreach. The discussion covers a range of topics, including: Eric's journey from experiencing consecutive layoffs to embracing a network-driven sales approach, and how that shaped his perspective on the value of relationships. The pros and cons of leveraging AI and automation in the sales process, particularly when it comes to managing warm introductions and preserving the human element of prospecting. The panelists'...
info_outline
S6E16 - Kevin Hopp - How AI Will Destroy Sales Reps (But Make Them Superheroes)
Surf and Sales
Richard and Kevin go head-to-head in an epic battle of sales tactics, AI hype, and generational warfare. Discover the secret to booking meetings on Discord and why email will never die (no matter how hard we try). And how the future of the top of funnel will begin in Reddit more than Google This episode has it all - don't miss out!
info_outline
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