S5E34 - Mike Lander - How to leverage procurement to your advantage in sales
Release Date: 09/23/2024
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'...
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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!
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S6E15 - Anis Bennaceur - Finally, A Founder Who Got it Right
Surf and Sales
In this episode of Surf and Sales, Richard Harris and Scott Leese interview Anis Bennaceur, CEO and co-founder of Attention.com, a platform revolutionizing sales with AI agents that automate sales conversations. Anis shares his journey from hacking web servers as a kid to working at Tinder in its early days, and then founding his own startups. The most fascinating revelation? He joined forces with his biggest competitor to create Attention.com after years of "waging war" against each other. Key highlights: Why Attention.com's AI was able to identify the exact reason a six-figure deal was...
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S6E14 - Mark Ackers - How to Know Your Sales Leader Doesn't Care
Surf and Sales
Scott Leese and Richard Harris talk with Mark Ackers, founder of My Sales Coach, about the massive disconnect in sales coaching today. Mark reveals shocking stats from his 1,600-person survey showing 38% of reps rarely or never receive coaching, while 90% of leaders claim they coach monthly. Mark also shares his personal journey from mediocre sales rep to successful founder, including the brutal first coaching session that changed everything. The hosts also explore the future of coaching with AI and why human coaches will remain essential for accountability and relationship building. Key...
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S6E12 - John Karsant - Being Honest Being Good in Sales
Surf and Sales
In this episode of the Surf and Sales Podcast, Scott Leese and Richard Harris are joined by John Karsant, Founder and CEO of Level Up Leads, an appointment setting and sales development agency. Key Topics Covered: How Level Up Leads helps companies implement sales campaigns and book more demos Why only 8% of companies report positive experiences with outsourced sales development The importance of setting realistic expectations with clients How to stand out in a commoditized industry Latest effective cold calling tactics that are working in 2025 The debate on permission-based openers vs....
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S6E13 - AJ Mahar and Butch Hudson The Science of High-Velocity Transactional Sales: Proven Scripts That Make Money Tomorrow
Surf and Sales
Are you struggling to close more deals in your transactional sales role? Looking for a scientific approach that actually works in the real world? In this value-packed episode of the Surf and Sales podcast, hosts Scott Leese and Richard Harris welcome AJ Mahar and Butch Hodson, co-authors of "Sales Lab Scripting: The Proven Playbook to Scientifically Crush Your Sales Goals" and sales performance leaders at Sellfire. AJ and Butch have perfected the art and science of transactional sales. They share their journey from discovering the power of a single effective script (which doubled or tripled...
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S6E11 - Melissa Gaglione - Turning Passion into Profits
Surf and Sales
Senior Sales Manager at Warmly and CEO and Founder of AsyncSalesCo joins us on the podcast today. Melissa shares her incredible career transformation from elementary school teacher and news reporter to a successful sales professional and entrepreneur. Key Highlights: Navigating career transitions from education to journalism to sales Strategies for identifying and following market opportunities Insights into signal-based selling and AI-powered demand generation Advice for early-stage sales leaders on prioritizing learning and growth The importance of understanding your industry and...
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S6E10 - Thibaut Souyris - Don’t Use AI in Sales
Surf and Sales
Join Scott Leese and Richard Harris as they dive deep with Thibaut Souyris, founder of Sales Labs, in this exciting episode exploring: The realities of relocating a business to Mexico Authentic content creation strategies in the age of AI LinkedIn growth hacks and newsletter development Staying motivated when sales and content creation feel repetitive Innovative approaches to sales training and personal branding Highlights: Thibaut's unexpected challenges registering as a business in Mexico Strategies for creating engaging LinkedIn and newsletter content The importance of consistency and...
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S6E9 - Adam Jay and Dale Zwizinski - Strategy and Execution are not Mutually Exclusive
Surf and Sales
Revenue Reimagined partners Adam and Dale join us to discuss the future of fractional work and how to choose the right one. How and when to take that leap of faith. Understanding people need to execute on the small tactical things while you are also focusing on the overall strategy. What are you waiting for? Time to reserve your spot at www.surfandsales.com
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S6E8 - Woody Klemetson - AI- The elephant in the room
Surf and Sales
Woody from AskElephant.ai shares some of the best and easiest to understand approaches to AI in sales that we've ever heard including: The future of revenue work. What do the next 12 months vs next 5 years look like in sales? He goes deep on the specifics on the future of prospecting and the jobs that cannot go away in sales. He also provides the best advice for those of us in sales in the next 5-10 years. And he does it all while maintaining a strong belief of understanding the humanity that still needs to be addressed. What are you waiting for? Time to reserve...
info_outlineMike Lander is a former procurement person who has transitioned to training sales people on how to leverage procurement to a mutual advantage. He shares some amazing insights including, uderstanding their role of managing risk is the top priority. How procurement is interested in reducing risk, savings, innovation, quality, reliability, a well governed process. How to talk about risk in a proactive way.
What are you waiting for? Time to reserve your spot at www.surfandsales.com