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 What's the key component of an SKO? *Hint* engagement.  How to bring engagement virtually or in-person and we dive deeper into popular opinions and some not-so-popular opinions on hosting events like this.

Surf and Sales

S2E76 - LIVE Bonfire Session - Building a Successful SKO for Your Team

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 The Middle is where deals go to die 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

S2E76 - How to De-Risk Your Pipeline with Tony J. Hughes

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 What is the ideal demo length The biggest thing you have to get over is indifference. How to use Product Led Growth for your demo

S2E74 - What's wrong with demos today with Jonathan Friedman

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 Understanding the purpose of different social media Ppl who aren’t standing out are not branding themselves very well

S2E73 - Marketing Ops Supports Sales with Daniel Murray of Service Titan

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

S2E72 - People are the foundation of sales with Bob Perkins, Co-Founder of AA-ISP

Volume is about time reduction 5 Step Sales Process: Fear - Trust - Curiosity - Commitment - Action Why a dial shouldn't be considered a "step" What professional gambling taught him about selling How to combat the relentlessness and loneliness of remote work

S2E71 - "Why do we pay a salesman's wage for CRM data entry?" with Chris Beall, CEO of Connect and Sell

Justin is a sales savant who can explain the complex in simple ways. He shared some amazing insights that all Sales Leaders need to know about building their revenue organization for 2022 When hiring, how do you find grit? What do "good communication skills" really mean? How to win the Recruiting War for 2022 6 levels of genius As a rep, what should I look for in a sales leader? The buyers who buy are the hardest to get to. Talking to someone over digital is not always making progress.

S2E70 - What leaders need to know planning 2022 with Justin Michael of HYPCCCYCL

After a few successful exits, Andy has no desire to slow down. He shares some amazing insights on growing your company from early stage to exit, including: Is it a disadvantage to being a non-technical founder? Best advice to scaling at Series A, B, and onward Don't be afraid to overpay for a new hire in the early stages Guiding the technical founder that's ok to spend money Is pay to play for introductions the new normal Charging for time vs Charging for attention

S2E69 - Scaling is about process replication with CEO Andy Mowat of Gated.com

Steve shares his personal journey through addiction to business leader. He shares amazing insights on all levels including:  Being a non-sucky company is harder than you think The discipline for getting great and not being distracted The key is consistency Growth is not the problem, control is the problem Measuring for curiosity and discipline VPs of Sales need to do more than steer the ship

S2E67 - "Yes, South Dakota has startups" w/ Steven Schmidt

Howard breaks down the concepts of AI in sales in the simplest and easiest conversation to date. We are getting there, but we aren't there yet. Learn about the following from Howard: How AI will augment us, not hurt us What AI in sales won't replace Own your failures will help you grow. Why passion matters more than anything.  Statics. Math and Machine Learning are NOT AI Difference between statistics, math, and AI Prediction models are not AI How to find people who are coachable

S2E66 - Why we haven't truly reached AI in sales yet with Howard Brown of RingDNA

PLG - Product Led Growth. All the rage and not quite all the understanding. In this episode we speak with Breezy Beaumont of Correlated to discuss where and how sales, marketing, and customer success should be aligned. Topics include:   Understanding how Growth differs from CRO. Best collaboration tools. How not to use a collaboration tool. No human thrives with no autonomy.  Freemium, Self-Serve, and a Sales Team How to leverage a brand in a micro-community

S2E65 - Founder $5 million with Breezy Beaumont

Sales=Transactional. BD = Relational based Care more about the personality type than your pedigree Difference between selling to HR than other departments Manage to performance is better to manage tenure No Undergrad degree but I have an MBA Understand the process more than the product The one thing missing in your 30, 60, and 90-day plan

S2E64 - Best sales hires won't come through HR with Brent Gette

Difference between Millennials and GenZ in sales The day that turns your life around The best line for handling the competition EVER Going from being an engineer to a life of sales Technology is accelerating faster than our DNA 5 Things that can kill every deal. No need, no desire, no urgency no budget, no trust The future is already here it's just not evenly distributed Moving from persuasion to co-collaboration Innovation is the crossroads of purpose and passion

S2E63 - Is AI in sales making us lazy with Barry Trailer

What medical device sales are really like.Job Security = Money, work for self, flexibilityYou don't have to always be accessibleOptimizing happiness and moneyRe-starting after taking 2 months off

S2E62- What you work on, works on you with Nigel Green

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. Subscribe, consume, share and comment of course.

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Surf and Sales

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