エピソード

  • S6E30 - David Knight - How to Bring Back the Fun in Sales Coaching

    S6E30 - David Knight - How to Bring Back the Fun in Sales Coaching
    2025/08/11
    With AI Sales Coaching tools being all the rage these days it's hard to understand where the differentiation truly exists. How do you do this at the founder and early stage level for start-ups? Where do avatars, holograms, and leaderboards fit in? How do you innovate in an AI market where things literally change by the day? We tackle these questions and a ton more with our guest, Founder of Avarra.ai, David Knight. And a special guest appearance by Brandon Redlinger as well. Sales podcast Sales strategies Sales tactics Sales tools Sales leadership Sales team building Quota attainment Sales success
    続きを読む 一部表示
    45 分
  • S6E31 - Dan O'Sullivan - Treat outbound sales messaging like a haiku

    S6E31 - Dan O'Sullivan - Treat outbound sales messaging like a haiku
    2025/08/11
    In this episode, we sit down with Dan O'Sullivan, a sales veteran who spent 26 years building a $1.2 billion sales organization at TransPerfect. Dan shares his unique insights on the art of outbound sales, particularly when targeting enterprise customers. He discusses the importance of understanding a client's strategic priorities, crafting concise yet impactful outreach, and the value of hiring and training local sales talent when expanding globally. Dan also talks about his work with the non-profit "Provide the Slide," which collects and distributes surfboards to underserved communities in West Africa. This conversation is a must-listen for any sales professional looking to hone their skills and gain a new perspective on effective outbound strategies. https://providetheslide.com/
    続きを読む 一部表示
    52 分
  • S6E28 - Eldad Postan-Koren - Blunt Truths and Bold Moves

    S6E28 - Eldad Postan-Koren - Blunt Truths and Bold Moves
    2025/08/04
    Join Richard Harris, Scott Leese, and special guest Eldad Postan-Koren, CEO of WINN.AI, as they dive into the unique challenges and opportunities facing international startups breaking into the U.S. market. Hear their candid perspectives on the evolving sales landscape, the power of bold marketing moves, and the importance of complementary skill sets on a founding team. This episode is packed with insights on topics like the "chutzpah" of Israeli entrepreneurs, the pros and cons of direct communication styles, and the future of sales prospecting. Whether you're an aspiring founder or a sales leader looking to stay ahead of the curve, this podcast has something for you. Get ready for a refreshingly honest and entertaining discussion on the "vibe" of modern sales.
    続きを読む 一部表示
    40 分
  • S6E29 - Steve Bussey and Matt Bolian - The Surround Bound Sales Model

    S6E29 - Steve Bussey and Matt Bolian - The Surround Bound Sales Model
    2025/08/04
    Join Richard, Scott, Matt, and Steve as they dive deep into the challenges and opportunities facing sales teams in the age of AI. Discover how Supered, a unique sales enablement platform, is empowering revenue teams to adapt and thrive in the ever-changing landscape. In this episode, the team explores the concept of "surround bound" - a novel go-to-market strategy that leverages the power of social media and collaborative selling. Learn how Supered is helping sales professionals break free from traditional models and embrace a more holistic, customer-centric approach. Hear insights on building high-performing sales teams, navigating the shift from SDR-AE models to full-cycle selling, and leveraging technology to enhance human-to-human interactions. Whether you're a seasoned sales leader or a rising star, this episode is packed with actionable strategies and thought-provoking perspectives that will inspire you to rethink your sales approach. Tune in and discover how Supered is redefining the future of sales. This is a must-listen for anyone looking to stay ahead of the curve and drive sustainable growth in their organization. #sales #salestactics #salestips #GotoMarketStrategies
    続きを読む 一部表示
    54 分
  • S6E27 - Nigel Green - How to Hire Elite Salespeople: The Only Sales Leadership Skill That Matters

    S6E27 - Nigel Green - How to Hire Elite Salespeople: The Only Sales Leadership Skill That Matters
    2025/07/28
    Sales leader and author Nigel Green joins Scott Leese and Richard Harris on the Surf and Sales podcast and discuss the critical skill of hiring elite salespeople. Nigel shares his expertise on why this is the single most important sales leadership skill, and how to effectively identify, attract, and integrate top talent onto your team. The conversation covers a range of valuable topics, including: Why elite salespeople don't apply to job postings, and how to proactively recruit them Techniques for uncovering the non-obvious behaviors that separate top performers from the rest Strategies for aligning your executive team and compensation plans to land elite talent The dangers of promoting your best salesperson into a leadership role Why small teams of elite reps can outperform larger average teams
    続きを読む 一部表示
    47 分
  • S6E26 - St. John Craner - You have to sell slow to sell fast.

    S6E26 - St. John Craner - You have to sell slow to sell fast.
    2025/07/28
    St. John raner dive into the fascinating world of agricultural sales and the rapid technological advancements transforming the industry. Sinjin is a sales training expert focused on the agricultural sector, shares insights on how farmers are embracing cutting-edge technologies like AI, precision farming, and data analytics to drive efficiency and productivity. The conversation explores the unique challenges and relationship-driven nature of selling to farmers, as well as the generational shift towards younger, tech-savvy farm owners driving innovation.
    続きを読む 一部表示
    40 分
  • S6E25 - Mike Muhlfelder - What AI f*cking up about sales?

    S6E25 - Mike Muhlfelder - What AI f*cking up about sales?
    2025/06/23
    Acandid conversations between sales leaders Scott Leese, Richard Harris, and Mike Muhlfelder In this episode, they chat with Mike Muhlfelder, founder of CalmOcean Sales, about the current state of B2B sales. Mike shares his insights on the "epidemic" of not having enough pipeline, and how proper qualification is key to solving this issue. He explains his "four Ws" approach - focusing on what happened, why it needs to be solved now, who owns the project, and when it needs to be live. We also discuss what AI is f'ing up in sales, with Mike cautioning that while AI can be helpful, it can't yet predict human behavior and decision-making. Scott and Richard share their perspectives on the future of sales jobs and the potential impact of automation. You will come away with actionable strategies as well as thought-provoking perspectives on the evolving sales landscape. Need more info? Find us here.
    続きを読む 一部表示
    47 分
  • S6E24 - Riley Blaisdell - Last Chance for Redemption

    S6E24 - Riley Blaisdell - Last Chance for Redemption
    2025/06/02
    Riley shares his fascinating journey, from being a high school dropout to building a successful sales career. Key Takeaways: Riley's early entrepreneurial spirit, selling candy and snacks as a kid to buy ice cream His struggles with getting into trouble as a young adult, and how a mentor's disappointment in him was a turning point The importance of surrounding yourself with the right people and mentors to help you grow Riley's impressive sales accomplishments, including turning a $500 deal into a $4.5 million account The value of patience, persistence, and developing business acumen in sales
    続きを読む 一部表示
    38 分