In sales, everyone is looking for help, yet so few are willing to give it unselfishly.
Scott and Richard teamed up to bring their best advice from their own life experiences, real-world job experiences, and what they see sales reps and leaders do right, and equally important do wrong so you don't have to.
And yeah, there will be the occasional surf story as well.
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S2E77 - Humility, Vulnerability, and Curiosity in Sales - Casey Jacox
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
S2E76 - LIVE Bonfire Session - Building a Successful SKO for Your Team
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
S2E75 - How to De-Risk Your Pipeline with Tony J. Hughes
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
S2E74 - What's wrong with demos today with Jonathan Friedman
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
S2E73 - Marketing Ops Supports Sales with Daniel Murray of Service Titan
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
S2E72 - People are the foundation of sales with Bob Perkins, Co-Founder of AA-ISP
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
One of the best!
One of the best sales podcasts out there — informal, even tangent-y (in the best way), a mix of solid tactics and advice from pros with inspiring humanity and below-the-surface realness.
I don’t surf or sale, but this was fun
Listened to S2E3 and well, I’m ready to “set a goal and go on a mission.” - Tony J. Hughes
More mentionable quotes by Tony J. Hughes:
“You get good in the doing not in the theorizing.”
”Success in life is about getting out of your own way.”
Reminded today, it’s all ‘bout that mindset, ‘bout that mindset, ‘bout that mindset (mindset, mindset, mindset, mindset).
Fun, interesting content. Thanks for bringing a meaty episode to the table. If the rest of the episodes are this far out, you’ve found yourself a new subscriber.
Funny, Different and Deep
Richard and Scott do an amazing job of mixing humor with hard hitting questions to get to the root of the best practices for each and every guest. Off the charts work!