Shows
Surf and SalesS6E29 - Steve Bussey and Matt Bolian - The Surround Bound Sales ModelJoin 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...2025-08-0454 min
Surf and SalesS6E28 - Eldad Postan-Koren - Blunt Truths and Bold MovesJoin 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...2025-08-0440 min
Surf and SalesS6E27 - Nigel Green - How to Hire Elite Salespeople: The Only Sales Leadership Skill That MattersSales 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...2025-07-2847 minSurf and SalesS6E25 - Mike Muhlfelder - What AI f*cking up about sales?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 c...2025-06-2346 min
Cuisineist Travels Hosted By Kate Roberts and Jack MartinCuisineist Travels in Las Vegas at Wineaux with Chef Shawn McClain and MS Nick Hetzel along with Jounalists Elaine and Scott Harris Hosted by Kate Roberts and Jack MartinSend us a textVeteran Journalists Elaine and Scott Harris in Las Vegas explore Wineaux, a newly opened culinary and wine destination in Southwest Las Vegas. Wineaux is co-founded by James Beard Award-winning Chef Shawn McClain, Master Sommelier Nick Hetzel, and restaurateurs Richard and Sarah Camarota. Elaine and Scottcheck out the wine list for both seasoned collectors and new enthusiasts. They also sample the menu designed by Chef McClain that pairs seamlessly with the hand-selected wines. Elaine and Scott mention the space itself as elegant and well-appointed, encouraging various...2025-06-1312 minSurf and SalesS6E23 - Lori Richardson - Bridging the Gap: Preparing the Next Generation of Sales ProfessionalsLori, Scott, and Richard discuss the evolving sales landscape, including the impact of AI and the importance of sales education programs to prepare the next generation. They explore the challenges and concerns around AI's role in sales, as well as the opportunities to enhance the sales profession through technology. The group also highlights Lori's work with the Barb Giamanco scholarship, which provides financial support to women in university sales programs, and the need for more industry involvement in academia.2025-06-0242 minSurf and SalesS6E22 - Cory Terre - The Best Way to Evaluate a Potential UnicornIn 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. 2025-04-2139 minSurf and SalesS6E21 - Cynthia Barnes - From Breaking Point to Breakthroughhis 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 difficult experiences and turned challenges into purpose. This episode offers genuine...2025-04-2143 minSurf and SalesS6E17 - Eric Iannello - Surf's Up, Prospects Down: Riding the Waves of Relationship-Driven SalesIn 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' predictions on the future of outbound...2025-03-3135 minSurf and SalesS6E15 - Anis Bennaceur - Finally, A Founder Who Got it RightIn 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...2025-03-2444 minSurf and SalesS6E14 - Mark Ackers - How to Know Your Sales Leader Doesn't CareScott 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 topics discussed: Why top...2025-03-2444 minSurf and SalesS6E13 - AJ Mahar and Butch Hudson The Science of High-Velocity Transactional Sales: Proven Scripts That Make Money Tomorrow 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...2025-03-1744 minSurf and SalesS6E12 - John Karsant - Being Honest Being Good in SalesIn 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. natural conversation starters How AI...2025-03-1734 minSurf and SalesS6E10 - Thibaut Souyris - Don’t Use AI in SalesJoin Scott Leese and Richard Harris as they dive deep with Thibaut Souyris, founder of Sales Labs, in this exciting episode exploring: The realities of relocating a business to Mexico Authentic content creation strategies in the age of AI LinkedIn growth hacks and newsletter development Staying motivated when sales and content creation feel repetitive Innovative approaches to sales training and personal branding Highlights: Thibaut's unexpected challenges registering as a business in Mexico Strategies for creating engaging LinkedIn and newsletter content The importance of consistency and authenticity in professional content Balancing work motivation during challenging periods ...2025-03-1035 min
Sales PlayersThe Seller's Journey, Psychology Sales & Building a Sales Coaching Bot with Richard HarrisRichard Harris is the Founder of the Harris Consulting Group. He is a 4x Salesforce Sales Leader 5x AAiSP Top Sales Leader. He joins the Sales Players to share insights from his new book, The Seller's Journey.
SPONSORS:
• Leadfeeder (Turn Page Views into Pipeline) - https://leadfeeder.partnerlinks.io/rsscjriylqgb - SP fans use this link for an extended, 21-day free trial
• Surfe (LinkedIn Prospecting Streamlined) - https://www.surfe.com/?kfl_ln=jesse-woodbury
EPISODE LINKS:
• https://www.linkedin.com/in/rharris415/
• Get Richard's Book, The Seller's Journey: https://www.amazon.com/Sellers...2024-05-3051 minSurf and SalesS5E10 - JR Butler - Transitioning to Sales with Purpose and IdentityJR Butler joins us on the Surf and Sales podcast and shares all the challenges someone faces when transitioning to sales. Understanding the transition involves both the internal and external. Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2024-04-0148 minSurf and SalesS5E7 - Stephen Hakami of Wiza - All things founder led sales episodeStephen shares his wisdom around founder-led sales, Go To Market, and understanding the difference between spam emails and employee emails. Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2024-02-2642 min
The GTMnow PodcastGTM 82: Use These Sales Negotiation Tactics to Win with Richard HarrisHelping founders with GTM Strategies and teaching sales reps how to earn the right to ask questions, which questions to ask, and when is the primary driver for Richard Harris. He brings 20+ years of experience, having done all the roles - SDR, AE, Manager, Director, VP of Sales, and Director of Sales Ops - to the table. His client list includes Zoom, Salesforce, Gainsight and 80+ SaaS start-ups. He is also the Co-Founder of Surf and Sales as well as the host of the Surf and Sales Podcast. What You Will Learn:Key strategies for h...2024-02-2039 minSurf and SalesS5E1 - Caleb Smith - What you don't know about your equityCaleb Smith joins us on the Surf and Sales podcast and discusses topics around revenue, compensation, and equity including the idea of Phantom Stock, the adjustment from a slow sales cycle to a fast cycle, and an interesting concept of choose your own compensation plan. Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2024-01-1550 minSurf and SalesS4E52 - AI will make lazy sellers obsolete with the Sales Doctor - Chet LovegrenShredder! Chet Lovegren joins us on the Surf and Sales podcast to discuss the future of sales. What are the other things in Sales AI helps with? Empathy does not mean lack of accountability. AI will make lazy people lazier, top sellers win Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales even...2024-01-1546 min
Stay Tooned Podcast179 Scott Pilgram Takes OffWe're lokking at this weeks episode Scott Pilgram Takes Off, a new series on Netflix. Take a listen to us and find out how this compairs to the movie, is it before or after the movie? The same time period, who came back to voice the characters in this one? Lets find out2023-11-261h 04Surf and SalesS4E51 - Stopping Negative Self Talk with Joel BeinYou cannot just muscle your way through things. Our challenges are habitual, not natural. Joel Bein of Human Liberation joins us share some amazing advice. Unnecessary over hustling Confusing activity with productivity Learning to trust yourself. Stopping the negative self-talk loops Why are sales people afraid to ask for the close? Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Ri...2023-11-1344 minSurf and SalesS4E50 - Why LinkedIn is NOT for Cold Outreach with Charlotte LloydCharlotte "The charKe" Lloyd joins us on the Surf and Sales podcast. Charlotte has become an amazing influencer on LinkedIn, and she didn't even start until 2021. It's never too late to get started. Navigating the social landscape of posting on multiple platform The difference between being confident and confident in your voice. The mentality it takes to go commission only Being a solopreneur Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on Link...2023-10-3050 minSurf and SalesS4E49 - Don't be the Allen Iverson of Sales with Matt DoyonMatt Doyon joins us on the Surf and Sales podcast to discuss Practice is the key to success in everything Why smaller micro-training is better for everyone. It's time to lean in on the younger generation of sales The sales motion of start-ups vs big organizations The future of sales is not what you think Optimize everything Big props to Hubspot for making us a part of the Hubspot Podcasting Network! Please check them out for great sales content and an awesome CRM. Connect with us on LinkedIn Richard Harris Scott Leese Want t...2023-10-3045 minSurf and SalesS4E48 - How the Best Sales Reps Use Case Studies with Julian Lumpkin Julian Lumpkin joins us on the Surf and Sales podcast and shares some amazing insights. Navigating the side hustle while still a W2 Starting a marketing agency while never working in marketing The huge difference of having one case study versus none A case study should be easy to understand by someone outside your industry. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go...2023-10-2339 minSurf and SalesS4E47 - “Weird Al the SDR” w/ Jordan Abbott of VidyardJordan Abbot from Vidyard joins us on the Surf and Sales podcast and shares amazing insights around the latest best practices in the SDR world. The optimal length of videos Being your whole self to work and the power of social in sales How to bring your sales script and talk tracks to life. Understanding Story Selling Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese W...2023-10-2347 minSurf and SalesS4E46 - I love you sales, but you don't love me.Monica Stewart joins us on the Surf and Sales podcast and shares his wisdom including Why did she leave sales and come back two times? Has the system made founders lie about product/market fit? The milestones from $1m to $2m+? Why Net Revenue Retention is the sole metric for determining product market fit. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Cos...2023-10-1643 minSurf and SalesS4E45 - The VALUE Acid Trip of Sales EpisodeCarlos Nouche joins us on the Surf and Sales podcast to discuss. And for the record, nobody was doing any drugs. More generations in sales now than any other time in history. What it really means when people say "sales has changed". Understanding how geography relates to sales. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! Please check them out for great sales content and an awesome CRM Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Su...2023-10-0938 minSurf and SalesS4E44 - Sales people are no longer motivated by money.Alex Kremer joins us on the Surf and Sales podcast and shares his wisdom The value of community. The skill of choosing the right rocket ships and start-ups. What is replacing the money in sales people no longer want. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-10-0244 minSurf and SalesS4E43 - One Thing That Indicates When Its Time For Your First Sales HireMichelle Pietsch joins us on the Surf and Sales podcast. Your first value prop is probably not a value prop. Sales 101 is never outdated The first 10 and last 5 minutes of the call is the best part to coach. The mistakes of founder led sales Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sal...2023-10-0240 minSurf and SalesS4E42 - Everything is easy when you have been to hell and back with Justin Jay JohnsonJustin Jay Johnson joins us on the Surf and Sales podcast and shares his learnings about cutting the W2 chord, how life's tragedy became his biggest blessing, and why he likes helping people so much. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-09-1142 minSurf and SalesS4E41 - The challenge of a start up that sells globally with Milo MilosevicMilo Milosevic joins us on the Surf and Sales podcast and shares his thoughts on the following: Should the founder be the first seller? How to develop product market fit for something you will never sell in your own country. Getting late adopters to move more quickly with technology. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to...2023-09-0437 minSurf and SalesS4E40 - Navigating Change Management When Converting AE's to OutboundThe awesome Jason Bay joins us on the Surf and Sales podcast and we discuss some amazing insights including the mutual responsibility for success for reps and management. And how to manage the change of getting your AEs go outbound. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!...2023-08-2847 minSurf and SalesS4E39 - When you know how to sell everything falls into placeCasey Cavell has done it all from a professional athlete to professional gambling, to entrepreneur. He shares amazing insights and stories including: How he took a $50 poker entry fee and turned into is foundation for making a million dollars. It's all a mindset mentality. The 70/30 Rule to Recognize Burnout Hire people to buy your time back. 70% of your time should be spent on time on things you love to do and 30% on the stuff you hate. How to determine what you're good at, what you like to do, what you can do, and what you hate to do. A...2023-08-2839 minSurf and SalesS4E38 - How to leverage your network to grow your revenue with Joel RodriguezJoel is a sales and revenue visionary and joins us to discuss the easiest ways to leverage your own network. We get into the details around adjusting the mindset of "feeling dirty" to ask for a referral, what does the right process look like, and what does the right message sound like. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! Please check them out for great sales content and an awesome CRM Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica...2023-08-2139 minSurf and SalesS4E37 - Revenue Enablement, the fixer of problems and people with Roderick JeffersonRoderick Jefferson joins us and we go deep on some amazing topics. .Understanding and navigating corporate politics Stop doing presentations and start having conversations. Who owns expansion and upsell revenue? How to adjust the CSM mindset to handle upsell/ cross-selling Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!...2023-08-2150 minSurf and SalesS4E36 - Selling in a Tumultuous Economy with Kaylee ChappelowMid-market sales rep Kaylee Chappelow about selling in the summer 2023 economy. Navigating a tumultuous upbringing and career. When your drive becomes your habit. Creative Discounting and Budget conversations Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-08-2132 minSurf and SalesS4E35 - How much vulnerability is too much when building your brand with Luke ShalomLuke Shalom joins us on the Surf and Sales podcast and discusses what it takes to build a brand. Topics include vulnerability, finding balance of the vulnerable story with negativity and stop trying to prove to yourself how important you are. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here...2023-08-1444 minSurf and SalesS4E34 - Making Bolder Decisions with Mark RobergeThe one and only Mark Roberge joins us on the Surf and Sales podcast. NOT your standard Mark Roberge interview. Mark is not your typical "sales leader". He did not come up through the ranks of sales, Yet, he's become one of the most thought-provoking sales leaders in the business community in the last 20 years. We went deep with Mark on a ton of stuff including: Is the 1-year cliff, 4-year vest a broken model? How to survive past 18 months as a VP of Sales What is your CEO's one Get Out of Jail card? Big pr...2023-08-0743 minSurf and SalesS4E33 - It's not all about A-Players with Mark A SmithMark Smith tells it how it is. A VP of Sales multiple times over, he has dabbled in politics, consulting, advising and investing. So why leave everything behind and take a sabbatical? We sit down with Mark to discuss how his definition of success has evolved over the years, and the lessons he hopes to impart upon the next generation of sellers and leaders. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on...2023-08-0753 minSurf and SalesS4E32 - Stock Options Straight TalkColin Cadmus joins a live Surf and Sales Bonfire session to discuss how stock options really work. When do they matter? When do I have to pay taxes on them? Should I optimize for income or options? Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-08-0759 minSurf and SalesS4E31 - The entrepreneurial journey after being laid off with Nick BennettNick joins us on the Surf and Sales podcast. He's going Why make money for others when you can make it for yourself The entrepreneurial journey after being laid off. How marketing is viewing the value of AI Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-07-3141 minSurf and SalesS4E30 - These Are Not the Sales KPIs You're Looking For with Todd BuslerTodd Busler of Champify joins us on the Surf and Sales podcast and discusses the following: The Challenge of Traditional Sales Models The Right KPIs for Sales in 2023 Getting and Monetizing Beta Customers Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-07-2448 minSurf and SalesS4E29 - Problem-i-zation is the Future of Personalization in Sales with Andy MewbornAndrew Mewborn joins us on the Surf and Sales podcast. What prospects really want. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!2023-07-1747 minSurf and SalesS4E28 - Getting past your own self-limiting beliefs with Bishoy TadrosBishoy Tadros joins us on the Surf and Sales podcast and shares his amazing story. Embracing Discomfort Managing a real job and your side hustle The comeback is bigger than the setback Surviving Luekemia and Brain Surgery Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-07-1045 minSurf and SalesS4E27 - Going from Individual Contributor to Leader with Austen SchaeferAusten Schaefer from Clozd joins us on the Surf and Sales podcast. What mistakes to avoid What it means to take that next step What you can do to take that next step. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-07-0348 minSurf and SalesS4E25 - Will AI Replace RevOps with Craig JordanCraig Jordan joins us on the Surf and Sales podcast. Reducing the Bloat with Rev Ops Attaining revenue in a smarter way Convincing leadership rev ops is a must have. The Dream Starting Sales Team AI in Revenue Operations Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-06-2644 minSurf and SalesS4 Bonus Episode Little Scotty's Birthday SpecialThis was the top-secret episode. The one where Richard decided to interview Scott's parents and brother about what Little Scotty was all about. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-06-2342 minSurf and SalesS4 Bonus Episode Richard's Origin Story and Hating SocksThis is from the WayBack Time Machine. Season 1 Episode 3. Richard shares his origin story. How he became a consultant Why he used to hate wearing socks His focus on Mental Health Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-06-2337 minSurf and SalesS4E24 - Your laziness is what's holding you backPoint Break! Matt Wolff from Ticket Time Machine joins us on the Surf and Sales podcast. The red flags when choosing partners Selling technologies to non-tech-minded customers Why full cycle is the right way to go. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-06-1944 min
Making Fun of MarketingSales and Marketing… Why Can’t You Just Be Friends? — Richard Harris, The Harris Consulting GroupIt’s almost impossible for sales and marketing to get along.Almost.But why is that?Well, just like any healthy relationship, both sides just need to take the time and listen to each other. A “How do you feel about it?” or “What do you know that I don’t that you think I should?” never hurt anybody. But it’s never as wholesome as that, is it?Fortunately, Richard Harris joins Scott to sort out the relationship between the tw...2023-06-1634 min
Mile 40 PodcastEp 34 - Always Be Selling: Featuring Richard Harris & Scott LeeseEpisode Sponsor: CAMA
Use Code: Mile40 at www.camafit.com for 15% off a one-time purchase
Richard Harris and Scott Leese are the co-hosts of The Surf & Sales Podcast and on this episode of Mile 40 we dive into the ups and downs of their respective journeys as thought leaders within the sales world. Individually they have both distinguished themselves and together they are a force highlighting the raw aspects of humanity within the industry. The pursuit of a professional career as an athlete, the redirection of course due to a medical diagnosis, and the reprioritization of me...2023-06-1259 minSurf and SalesS4E23 - The Ultimate Why Episode of SalesPoint Break! Adam Goyette joins us on the Surf and Sales podcast. He shares some amazing insights. How to get through the noise with your message Why should they care? Why should they care about you? How a marketer ran a 40-person sales team. When a marketer runs a 40-person sales team. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Co...2023-06-1248 minSurf and SalesS4E22 - AI will NOT displace the Sales Team with Tito BohrtShredder! Tito Bohrt joins us on the Surf and Sales podcast. Is AI annoying yet? Motivating your team through scary times of the economy and AI Be careful of the articulated AI lie Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-06-1250 min
Surf and SalesS4E21 -S.A.D.N.E.S.S. - Sales are Dope with Ben Gould and Ross PomerantzPoint Break! Corporate Bro Ross Pomerantz and Ben Gould joined us today to discuss. Sales Are Dope on YouTube Don't call him an influencer Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!2023-06-0554 min
Surf and SalesS4E20 - From picking your brain to charging for your time with Anthony NatoliPoint Break! Anthony Natoli joins us on the Surf and Sales podcast to discuss Getting off the sidelines and engaging in building your brand The right mindset for starting to build your brand. Is having an addictive personality help or hinder your sales career? Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sal...2023-06-0551 min
Surf and SalesS4E19 - Re-release S1E2 - The 2nd ever Surf and Sales Podcast EspisdeShredder! Season 1 Episode 2 is re-released for your amusement. This episode is all about interviewing, and all these years later, the advice stays pretty solid. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-05-3147 minSurf and SalesS4E18 - Re-release Surf and Sales Season 1 Episode 1Point Break! We've decided to re-release the very first episode of Surf and Sales where we simply, well, sound exactly how you would expect us to sound. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-05-3137 minSurf and SalesS4E17 - No Degree RequiredShredder! Jonaed Iqbal joins us on the Surf and Sales podcast and shares stories about how to get a role in sales even if you don't have a college degree. Being bold Craziest stories of how people get hired. How to manage time over so many platforms Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the ne...2023-05-2944 minSurf and SalesS4E16 - How to stop wage theft in your comp plan.Gnarly! Dan Goodman joins us on the Surf and Sales podcast to discuss What is my recourse if my company screws me on comp? Complex comp plans Standing up for your commissions and yourself Big props to Hubspot for making us a part of the Hubspot Podcasting Network! Check out Hubspot and its free sales resources here. Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-05-2940 minSurf and SalesS4E15 - From Homeless to Top 1% of Sales IndustryWow! Shari is truly a remarkable human being. She's been through homelessness twice before 18. And if that's not enough her kids survived a school shooting, and she shares all of this and how it relates to sales too. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-05-2247 min
Surf and SalesS4E14 - The Best Sales People Are Engaging, Not KnowledgeablePoint Break! Colin Coggins and Garrett Brown join us on the Surf and Sales podcast. As partners and authors of the best-selling book "The Unsold Mindset." Adding Value vs. Extracting Value If you ask for advice, you get money. If you ask for money, you get advice. Intentional Ignorance Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to t...2023-05-1556 minSurf and SalesS4E13 - Sharing your favorite failureGnarly! Gary Garth joins us on the Surf and Sales podcast to discuss six exits and his favorite failures. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! Please check them out for great sales content and an awesome CRM Connect with us on LinkedIn Richard Harris Scott Leese Get a free copy on GaryGarth.com and use the coupon SurfandSales and get his book on Gary Garth.com Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-05-1545 minSurf and SalesS4E12 - Branding, Scripting, and Beyond first 90 Days of your solo-preneur careerShredder Tom Slocum joins us on the Surf and Sales podcast and drops some awesome nuggets What people say in the room behind closed doors when you aren't there defines your brand. When your prospect picks up the phone Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-05-0844 min
Surf and SalesS4E11 - Buzzwords, Advisory Roles, and Side Hustles Point Break! An unplanned and unscripted conversation of random questions around buzzwords in sales, advisory roles, and side hustles involving real estate Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-04-2541 minSurf and SalesS4E9 - Do Influencers Need to Disclose if They Are Paid to Promote with Tim Harris of UniphoreBoom! Tim Harris from Uniphore joins us on the Surf and Sales podcast. What started as a conversation around Product Marketing and Sales quickly shifted to whether sales influencers need to mention if they are posting paid content. One to One vs. One to Many messaging What is a strong voice as a brand Influencers disclosure to paid content. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Sc...2023-04-1748 minSurf and SalesS4E10 - Culture is defined as the worst behaviors tolerated.Shredder! Leanne and Al Elliott join us on the Surf and Sales podcast to talk about culture The biggest lies people believe when building business culture. How do you really define culture? How do you rebuild your culture? Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-04-1743 min
Cult Escape ArtistsUpdate #4 - Debutante & Kamila Dydyna - Women's History - Irish Filmhttps://vimeo.com/ondemand/debutanteshortfilmSupport Kamila Dydyna and her impressive film by watching it on Vimeo OnDemand today!Irish Film & TV Academy Award-nominated, multi-award-winning drama offering a closer look at one of the most devastating policies of Jehovah's Witnesses.A devoted Jehovah's Witness is forced to reconsider her beliefs during a judicial committee hearing led by three congregation elders.Written, directed and produced by Kamila Dydyna.Awards & Nominations:Irish Film & TV Academy Award (IFTA) Nominee: Best Short Film (Live Action) 2022Winner: Best Irish Fiction Short...2023-03-1328 min
Sales Rants with Richard HarrisS1E11 - Sales Rants - How did you not see this coming? With Scott LeeseSeriously, how could anyone not see the Fall 2022 layoffs coming? How many more signals do we need from the environment before we realize it's a leadership issue.2022-11-2818 min
Unpolished MBAEpisode 070: What's The Worst That Can Happen? w/Scott Leese and Richard Harris of Surf and SalesThis episode airs Monique Mills' interview on the Surf and Sales Podcast with Scott Leese and Richard Harris, entrepreneurs who set up and lead sales organizations for tech startups.Topics Discussed Include:Working with engineers who want to be involved in salesHow engineers think they know everythingWhat will disrupt the future of salesHow Monique's parents met (yep! of topic but on topic too)Become an Unpolished MBA Guest: https://unpolishedmba.com Follow Scott LeeseLinkedIn: hhttps://www.linkedin.com/in/scottleese/Follow Richard...2022-11-1451 min
Surf and SalesS3E35 - Advice from Richard and Scott with Jordan FreedmanA reverse episode where we let the guest ask all the questions. Here are just a few. How do you know which sales methodology is the right one for you? How do you choose the right type of mentor? What books are you reading? Painting pictures of pain How do you run a discovery call? How do you determine access to authority?2022-08-2244 min
Surf and SalesS3E28 - Ask Scott and Richard Anything, Straight from The Crow's Nest with Travis Matthews of DocusignThe Crow's Nest is a special place in Costa Rica where sincere and intimate conversations happen with attendees. We want to create the same moments away from Costa Rica and this is one of those episodes What to do when transitioning your role Navigating the interview process Recruiters are the gatekeeper Shrinking the delta between idea and action Why you don't need to SEO Amazon when you write a book.2022-06-0653 min
Songcraft: Spotlight on SongwritersEp. 191 - RICHARD THOMPSON ("Shoot Out the Lights")SUMMARY:Our guest is Richard Thompson, a three-time Grammy nominee who has earned lifetime achievement honors from the Americana Music Association and the BBC Awards. Named one of the top 20 guitarists of all time by Rolling Stone magazine, Thompson is a highly revered musician and songwriter whose music has been covered by Elvis Costello, Robert Plant, REM, Emmylou Harris, and many others. Algonquin Books recently released the paperback version of Richard’s memoir Beeswing: Losing My Way and Finding My Voice, 1967-1975. PART ONE:Paul and Scott talk about which music books they love, and one...2022-04-261h 25Surf and SalesS3E22 - Picking Scott and Richard's Brain with Zac ScalziA must-listen episode! An interesting episode where the guest asks all the questions. Zac came prepared and asked some of the best questions everyone thinks about. Where do you invest in sales post-Series A to scale? What are the steps and in what order to best define product-market fit? How do we go from nice-to-have to must-have? 2022-04-2543 min
The Quarterback DadCastRichard Harris - Meditation, & Embrace TherapySend us a textAs you've seen, Season 3 is dedicated to my father, Mike Jacox, whom passed away late in 2021. I Love and miss you, Dad.Thank you, Scott Leese, for introducing Richard Harris as our next guest today! Richard is the founder of The Harris Group, Owning your Job Search, and the co-founder of #Surf and Sales. Additionally, Richard is a board member for Uncrushed.org, which supports grief, depression, addiction, burnout, anxiety, and PTSD.Today, though, we will learn about Richard, the dad. We will know how we grew up and how...2022-01-2751 min
Surf and SalesS3E3 - You are the expert on your experiences with Alexis ScottAlexis has amazing views regarding sales, self-awareness, and the difference between being picky or particular. She shares them all in this episode What is a Partnership Manager really do? What do you focus on first when defining your ICP ICP = Ideal Collaboration Profile Execs are more interested in the results as much as the how How to coach yourself out of impostor syndrome Navigating the work from home and returning to office mandate. How to be a remote sales leader2022-01-1745 min
The 20% Podcast with Tyler Meckes67: Richard Harris and Mike Hook - Passion, Process, and Patience, Making Customer’s Lives Better, Asking The Right Questions At The Right Time & Developing MindsetIn week’s episodes, I am doing something I never did. For the first time on The 20% Podcast, this episode features 2 guests, Richard Harris and Mike Hook, as they are fresh off of their Surf and Sales Trip in Costa Rica that is run by Richard and former 20% Podcast guest, Scott Leese.
The first half of the episode features Richard Harris, who is the Founder of The Harris Consulting Group, where they help their customers with Full Funnel Sales Training that help their customers increase revenue, improved pipeline volume and velocity, shorter sales cycles, and the list go...2021-11-2940 min
SaasHoles "Rev Ops with an edge"Scott Leese and Richard HarrisIndustry Warhorse's Scott Leese and Richard Harris stopped by to chat with Kevin Gaither, Jamie Carney and Pete Jansons
Richard Harris is the founder of The Harris Consulting Group and brings over 20 years of technology and SaaS experience in sales training, operations, and sales leadership into his role as a Sales Consultant. Some of the clients he’s helped are Zoom, Google, DoorDash and many more.
Scott Leese is the CEO and Founder of Scott Leese Consulting/Surf and Sales/and ThursdayNightSales and as a 6-time sales leader, 3-time founder and 3-time author, Scott has a p...2021-11-1856 min
ShoppingCartMafiaEp 50 Honey Badger Don't CareHad the pleasure of having Carl Scott and Dennis Jones in the studio. We had so much fun discussing cars, batteries, COD, and lotion. We hit 50 episodes kids! So FKN pumped. Thanks to all those that have supported the podcast. I can't say how much I've truly enjoyed doing this and hearing the feedback! Bigger and Better things for the SCM in the future.2021-10-022h 03
Surf and SalesS2E58 - Surprise!! Happy birthday, Scott!Today, we're celebrating our favorite man and resident Surf & Sales co-host: Scott Leese. In honor of his birthday, we wanted to bring on some of his closest Thursday Night Sales friends like Amy Volas, Mike Hook, Kelsey Calabro, and more. We know how much he loves attention on his birthday, so what better way than a podcast to talk about all of the reasons we love Scott, our favorite memories with him, some of his most common expressions, and what we wish for him in the future. 2021-07-1253 min
Surf and SalesS2E37 - How to take video to the next level with Nick CapozziHonestly, who has more energy and passion than Nick Capozzi? Certainly not us. Here Nick's answer to who would make a better "duty free salesman - Scott or Richard" and hear about his journey from cruise ships to a rocketship. Becoming a first-time tech VP of Sales What selling on a cruise ship What are the resources you will use to skill up in your new role Choosing the right community to you. Where are we getting wrong and right in video Creating interaction with your prospects from different cultures.2021-04-1839 min
Real RiskS2 E7 Lost in the Himalayas - The Impossible Tale of James ScottThree minutes without oxygen, three days without water, three weeks without food. We all know the saying, but some people just refuse to acknowledge these kinds of rules. James Scott, a young medical student was such a guy. He left Australia for an adventure in Nepal, a clinical placement which would set him up for his return to start a career in surgery back home. But a poorly judged trek at the beginning of the Himalayan winter left him trapped without food, starving to death in a rock shelter in sub zero conditions. 43 days later, as close to death...2020-10-131h 00
Surf and SalesS1E108 - The Secret Birthday Episode with Scott's Mom, Dad, and BrotherLaughter, Tears, and Joy. Unbeknownst to Scott, I reached out to his family to learn more about him. What built his character? Was he always so competitive? Was he always the magnet he seems to be? And who should play him in a movie about his life? 2020-06-2940 minReal RiskS1 E6 Be the Best Version of Yourself - Special Forces Doctor, Dan PronkGrowing up in an army family in Australia, Dan Pronk moved around a lot and never seemed to make close friends. But he found his tribe in sports, excelling in triathlon and for a while it promised a career. But when that fell through, and having studied exercise science, Dan decided to become a doctor. And what better way to fund his studies than to commit a few years to the army. With a brother in the Special Air Service Regiment, he met some of the "operators" at a BBQ one day, and in that moment he saw his...2020-06-231h 08
Addicted to GrowthThe Origin of the Surf & Sales Partnership plus Breaking the Salesperson Stigma with Scott Leese and Richard HarrisTravis and Kevin talk with Co-Founders of Surf & Sales, Scott Leese and Richard Harris about the onset of their partnership, personal characteristics that drove their success, the evolution of sales, and more. Favorite Points: How Scott and Richard’s opposite personalities attract and work well for their partnership Scott- full speed ahead Richard- more conscientious/better at slowing down Scott kicks Richard in the ass, Richard pulls Scott back a bit People typically just fall into sales, but to get more people interested in the career we have to get rid of the stigma around it. It’...2020-06-101h 16
Surf and SalesS1E99 - The Origin of the Surf & Sales Partnership plus Breaking the Salesperson Stigma with Travis King and Kevin MulraneDuring this special episode of Surf and Sales Podcast, your co-hosts, Scott Leese and Richard Harris connect with life-long learner Travis King, and sales leader Kevin Mulrane. The world is evolving, especially the world of sales, but how can we get rid of the stigma around a sales career? Here are a few of our favorite points we discussed: How Scott and Richard’s opposite personalities attract and work well for their partnership Scott - full speed ahead Richard - more conscientious/better at slowing down Scott kicks Richard in the ass, Richard pulls Scott ba...2020-06-081h 15
Surf and SalesS1E64 - When Scott and Richard disagreeUnderstanding Job Security and Employment Security. So what happens when this is all over? What happens to commercial real estate industries, automotive industries? Will inside sales stay in the office or migrate to WFH? What about your field and outside sales reps? How the buyer journey has had a seismic shift. Accelerating the rate of extension of sales as we know it.2020-04-2036 min
Surf and SalesS1E60 - The most important part of the sales process, sales coaching with Dave Kennet of ReplayzTeam USA v. Team UK. USA has a larger follower count. But the UK claims to have better engagement from their followers. A Sales Showdown discussing crowdsourced topics that are relevant to you, right now. So who do you think will win? We're proud to be part of Team USA along with Kevin "KD" Dorsey, Dale Dupree, Rob Jeppsen, Morgan J Ingram, Richard Harris and Scott Leese. The other guys are putting up Costas Perkas, Daniel Disney, Richard Smith, Sam Dunning, and Alex Olley. The event is moderated by Canadian Darryl...2020-04-131h 09
Surf and SalesS1E59 - Why its Good to be Selling Services During a Recession - from $3m Quota Carrying F500 Sales Legend Scott IngrimScott Ingrim is an "Intentional Individual Contributor" who has found a multitude of ways to be a leader in the sales community. From his sales summit to his podcasts to his books and live virtual events, he works tirelessly to elevate the profession of sales. How does he do it all? He seeks connections and learning opportunities Focuses on value of events - Content and Connection You can never have too many conversations Our job is to challenge old thinking and share knowledge Why leading from the field was the right choice for him And a special...2020-04-1346 min
Surf and SalesS1E53 - Sometimes the path forward is not a straight line with Victoria Abeling of SalipointScott loves to call Victoria the best kept sales secret in Austin, Texas. Once you listen to her speak you will understand why. In this insightful episode you will hear about: 1. Why you need to stop saying, "Basically..." 2. Finding the right "truck stop" in your .career 3. How to know if your SDR/BDR should move into sales or another department. 4. How to determine if someone has "grit and resilience" for sales. 5. What it means to be a working parent. 6. Practical and tactical advice for being a working parent. 7. How to sup...2020-03-2750 min
Surf and SalesS1E28 - From Rock Bottom to Rocketship with Scott Barker of Outreach.ioScott Barker shares his experiences of his meteoric rise to sales success, his crash, and his rebirth to being a 7-figure selling and marketing machine. Things you will hear about: 1. The Democratization of knowledge and how to leverage it. 2. How to determine if someone is full of shit. 3. What Conscious Capitalism means and how you can be a part of it.2020-02-0348 min
Surf and SalesS1E16 - What does Little League Baseball have to do with Sales Leadership? w/ Brandon CalleyBrandon Calley is an established sales leader in Austin who has been a part of many successful tech companies. He is also a rival baseball coach in Austin to Scott. In this episode, Brandon talks about what Little League teaches you about sales and coaching reps. He also talks about how critical it is to instill discipline in sales teams while keeping focused on retaining talent in a highly competitive sales market. ----- To listen to more episodes from the Surf & Sales Podcast, use the following links to subscribe in your favorite podcast player: ...2020-01-1545 min
Surf and SalesS1E11 - A Clear Path to Winning with Cory BrayWere you overly competitive in first grade? Did someone's mom call your mom about it? Well, that's exactly what happened to our friend and most recent guest, Cory Bray from https://clozeloop.com/. Join Scott and Richard as they explore these theories and more with Cory Bray. In sales we all know it's about observing, planning, strategizing, and finally execution. We cover all this and more, including: How to pool relates to sales How to write a book What happened when Cory was in first grade -----2020-01-0949 min
Surf and SalesS1E10 - Recruiting Advice for Leadership and Candidates with Carolyn BettsIn January 2010, Carolyn Betts decided to go out on her own and created Betts Recruiting. Join Scott and Richard as they trace her steps to building one of the stronger sales recruiting agencies in the world. What did she do right? What mistakes did she make? What's the future of recruiting? And most importantly, how did she politely tell Scott Leese to FOff! ----- To listen to more episodes from the Surf & Sales Podcast, use the following links to subscribe in your favorite podcast player: Apple Podcasts 2020-01-0841 minSurf and SalesS1E7 - When Sales and Marketing get along with Tami McQueenIn this episode, we speak with Tami McQueen of 31 South, formerly of SalesLoft and one of the original Surf and Sales I attendees! We discuss: Should marketing carry a number? How do you determine the right numbers for marketing be driving other than MQLs? Can sales make you a better marketer or does marketing make one better at sales? What's up with ABM in 2020? Why micro-conferences are better than the big ones Be sure to download this episode, give it a listen, and then give us some feedback on what you liked and didn't like.2019-12-1640 minSurf and SalesS1E6 Can't Sales And Operations Just Get Along?The conflict between Sales and Sales Ops is real and needs to be addressed. Yet some of the biggest improvements in sales performance happen as a result of a strong partnership with Sales Operations. In this episode of the Surf and Sales Podcast, Scott Leese and Richard Harris sit down with Claire Morris, VP Operations at Homeward, to discuss how sales and sales ops can work together as partners. What makes this episode so special is that Claire and Scott worked together 2x in their career. We dive into specifics including: How t...2019-12-1547 minSurf and SalesS1E4: Negotiating SalaryEver wondered why all these executives who get fired get some kind of severance? Ever wondered if it could apply to you? Well, it does, and yes you can. Join Richard Harris and Scott Leese as they discuss how to negotiate EVERYTHING into your salary including: Base Salary Commissions PTO Work From Home Education Student Loan Repayment and yes, even your Severance Pay This session covers all the things you "wished someone would tell you" but hasn't yet. 2019-11-2642 minSurf and SalesS1E3: Richard's Origin StoryEveryone has a story. Every. Single. Person. In this episode, Scott gets Richard to share his origin story into sales. How and why he chose the profession. What mistakes he's made and learned from, and how his own childhood directly affected his desire to be in sales.2019-11-2634 minSurf and SalesS1E2: Interviewing Skills for EVERYONE!Scott Leese and Richard Harris bust all the interviewing myths wide open on this episode of the Surf and Sales Podcast. Some of the myths we cover: 1. The company isn't interviewing you, you are interviewing the company! And how to handle this. 2. What's the best question to ask during your interview? This one will literally land you the job! 3. You're a manager/ leader, and you want to know how to interview better and increase your retention rate? Whether you are in inside sales, field sales, sales management, sales leadership or...2019-11-2645 minSurf and SalesS1E1Mastering Sales EnablementAs sales enablement continues to grow, the roles often overlap between Sales Ops, Revenue Ops, Sales Management and Sales Enablement leaders. Who owns which part? Is there an easy way to define the roles? This podcast with Richard Harris and Scott Leese discusses all of it and more!2019-11-2633 min