Episodios

  • S6E34 - Jack Frimston - Dialing for Dollars Better with Sales Therapy

    S6E34 - Jack Frimston - Dialing for Dollars Better with Sales Therapy
    Sep 22 2025
    Jack Frimston joins the Surf and Sales podcast and shares amazing insights on brining the humanity back into sales including: The power of the "memento mori" mindset: Frimston explains how the Stoic principle of "remembering you will die" can help sales reps maintain a healthy perspective and focus on truly serving their clients. Mastering the art of outbound prospecting: Frimston discusses the differences in phone engagement between the UK and US markets, offering insights on how to navigate the "Wild West" of outbound sales in the modern era. Applying therapeutic techniques to sales: Incorporating strategies from Alcoholics Anonymous and Socratic questioning into his sales framework, helping reps build genuine connections with buyers.
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    34 m
  • S6E33 - Mark Hunter - Your commission breath ruins authenticity

    S6E33 - Mark Hunter - Your commission breath ruins authenticity
    Sep 15 2025
    Sales legend Mark Hunter joins Scott Leese and Richard Harris for a can't-miss conversation packed with practical sales wisdom and plenty of laughs. Mark shares his proven strategies for building genuine relationships, staying focused on the right prospects, and maintaining a positive mindset - even when the game seems rigged against you. Everything discussed in this podcast is practical and easy to understand and implment. Here are just a few The 'power of belief' that can turn any sales situation around Mark's '10 AM Rule' for starting each day with a win The surprising reason why 25 quality conversations per week is all you need
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    45 m
  • S6E32 - Guillaume Jacquet - The Formula for Predictable Growth

    S6E32 - Guillaume Jacquet - The Formula for Predictable Growth
    Sep 15 2025
    Scott, Richard, and Guillaume "G" Jacquet, the co-founder and CEO of Vasco, dive into the challenges of building a predictable revenue engine for startups and scale-ups. G shares his hard-earned lessons from his first entrepreneurial venture, emphasizing the importance of finding your ideal customer profile and developing a repeatable sales process before scaling. Scott and Richard offer their seasoned advice, stressing the need to simplify messaging, avoid buzzwords, and focus on the specific pains you solve rather than just listing product features. The trio also discusses the tricky balance of founder-led sales versus bringing on the first sales hires, and how to effectively document and transfer that institutional knowledge. #FounderLedSales #RevenueGrowth #IdealCustomerProfile #SalesProcess #PredictableRevenue
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    43 m
  • S6E30 - David Knight - How to Bring Back the Fun in Sales Coaching

    S6E30 - David Knight - How to Bring Back the Fun in Sales Coaching
    Aug 11 2025
    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
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    45 m
  • S6E31 - Dan O'Sullivan - Treat outbound sales messaging like a haiku

    S6E31 - Dan O'Sullivan - Treat outbound sales messaging like a haiku
    Aug 11 2025
    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/
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    52 m
  • S6E28 - Eldad Postan-Koren - Blunt Truths and Bold Moves

    S6E28 - Eldad Postan-Koren - Blunt Truths and Bold Moves
    Aug 4 2025
    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.
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    40 m
  • S6E29 - Steve Bussey and Matt Bolian - The Surround Bound Sales Model

    S6E29 - Steve Bussey and Matt Bolian - The Surround Bound Sales Model
    Aug 4 2025
    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
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    54 m
  • 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
    Jul 28 2025
    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
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    47 m