Surf and Sales Richard Harris and Scott Leese

Humility, Vulnerability, and Curiosity
If you have to tell people how great you are then you aren't that good.
The power of going first as a leader.
It's ok to not know every answer, it's not ok to do nothing about it.
Teaching the TED framework - Tell Explain Describe
Selling only causes resistance, just ask questions

Joined by Chloe Stewart (CRO of Pilot.com), Niraj Kapur (Managing Director of Everybody Works in Sales), Belal Batrawy (Startup Advisor at DeathToFluff) and moderated by Tim Clarke (Senior Director of Marketing at Salesforce) we talk about: 

To SKO or not to SKO? Are they always necessary?
How can we redesign the structure of SKOs
Key component of an SKO? *Hint* engagement. 
Driving engagement virtually or in-person
+ we dive deeper into popular opinions and some not-so-popular opinions on them

Everything looks pretty good up until the middle of the quarter, but then it all evaporates. Deals slip and fail to close. What are the root causes and how do you solve it? Tony J. Hughes joins us in a Surf and Sales Bonfire session to give you all the answers.

The biggest differentiation is based on the experience of your buyer
It's not about closing, its is about opening
3 Reasons A Deal Pushes and Dies
What Leaders Should Manage Specifically
What Leaders Should Coach Their Teams on Better

Jonathon has spent his life and career living in various parts of the world and building businesses that help grow through practical product-led growth. He shares amazing insights and some actionable steps folks can use in growing their ability to do better demos.

A demo is a product story
Demos are an intimate moment
What is wrong with demos today
People will forget the features but remember the narrative.
Compressing the demo
Do you have a demo matrix
How to use Product Led Growth for your demo

Daniel understands how marketing ops and sales have more in common than most people think. He shares his knowledge with us on a variety of topics

How soon should you hire marketing ops in your organization?
Where do I find a marketing ops person?
Key components of defining marketing ops.
Where should the CRO come from, Sales or Marketing?
Does and don'ts giving VP Sales and Marketing Ops
The big don't, "the blame game"
What a good relationship between Marketing Ops and Sales should be

Use sponsor dollars to drive membership costs down not up
Sponsors who flourish think long term not near-term conversions
Why he thinks there's a "little bit of Hollywood in SaaS"
Why he thinks nobody wants to go back to the office full-time
Learning through osmosis is lazy sales leadership