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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

Release Date: 03/17/2025

S6E22 - Cory Terre - The Best Way to Evaluate a Potential Unicorn show art 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...

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S6E21 - Cynthia Barnes - From Breaking Point to Breakthrough show art 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...

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S6E20 - Chris Cicconi - Freelance Hustle: Navigating all the Ups and Downs show art 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...

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S6E19 - Sean Tepper Navigating Sales and Investing in Turbulent Times show art 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...

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S6E18 - Shawn Sease Fixing Cold Calling in the SDR Industrial Complex show art 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"...

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S6E17 - Eric Iannello - Surf's Up, Prospects Down: Riding the Waves of Relationship-Driven Sales show art 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) show art 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 show art 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 show art 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 show art 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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More Episodes

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 sales in just 30 days) to developing a comprehensive methodology that has helped countless sales teams scale successfully.

This episode cuts through the theory to deliver practical insights you can apply immediately to improve your sales results. Learn exactly what makes transactional sales different from enterprise sales, and why many sales professionals thrive in this fast-paced environment. The guests break down the critical sales skills needed for high-velocity success, including active listening techniques, handling rejection, maintaining a growth mindset, and making strong first impressions in seconds rather than months.

For sales leaders and founders, discover how to build scalable processes that create predictable revenue, and learn about Sellfire's unique approach to combining CRM technology with hands-on coaching. If you're tired of sales tools that don't help you hit your numbers, you'll want to hear how this team approaches sales tech differently.

Whether you're an SDR looking to improve your prospecting, an AE wanting to close more deals, or a sales leader building out your team, this episode delivers the tactical, word-for-word guidance you need to succeed in transactional sales environments.

Don't miss the valuable book marketing advice shared at the end - perfect for anyone considering writing their own book or looking to increase their authority in the sales space.

Listen now to learn how to scientifically approach your sales process and start crushing your goals tomorrow.

#SalesTraining #Prospecting #TransactionalSales #SalesScripting #SalesTips #HighVelocitySales #SalesProcess #SalesAutomation #SalesCRM #AIinSales

 

Please be sure to check out their book The Playbook to Crush Your Sales Goals at  sellfire.com/saleslabscripting