Surf and Sales

Chris Cicconi joins the Surf and Sales Podcast to discuss what it was like to officially cut the W2 cord and go out on his own. Topics include... Importance of focusing on revenue-generating activities vs. getting bogged down in branding/marketing tasks when starting a consulting business Strategies for building a sustainable client base through networking, partnerships, and leveraging your personal brand Challenges of scaling a consulting business too quickly and the risks of over-hiring/overhead Benefits of maintaining multiple income streams and not being overly reliant on a single client or project Differences in approaches between "jumping in" full-time vs. building a consulting business gradually alongside a day job

The Professor of Prospecting reveals why cold calling isn't dead but your approach might be killing you. The founder of INeverAnswer.com, Sean Sease, shares his deep expertise on effective outbound prospecting and why the traditional cold calling approach fails for most companies. Key topics covered: Why there's no "secret sauce" in prospecting—it's about doing the work properly The surprising data on follow-up calls generating 2-12x more meetings than first-time connects How to rethink your first-call objectives to build a pipeline of follow-ups Sean's innovative "Round Table" approach that transforms cold outreach effectiveness Why making SDR roles a stepping stone to AE positions is "one of the most egregious errors in sales today" The talent challenges in outbound teams and how to address them Whether you're a sales leader struggling with outbound results or an SDR looking to improve your approach, Sean's human-centered philosophy on prospecting will change how you think about cold calling forever.

Richard and Kevin go head-to-head in an epic battle of sales tactics, AI hype, and generational warfare. Discover the secret to booking meetings on Discord and why email will never die (no matter how hard we try). And how the future of the top of funnel will begin in Reddit more than Google This episode has it all - don't miss out!

Scott 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 performers often make terrible managers and how to bridge this skills gap The "random acts of coaching" approach that creates real improvement How Mark discovered he was "crap" at sales for 8 years until proper coaching transformed his career The critical importance of accountability that AI can't replace The challenge of "letting reps crash the car" during live call coaching

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 sales in just 30 days) to developing a comprehensive methodology that has helped countless sales teams scale successfully. This episode cuts through the theory to deliver practical insights you can apply immediately to improve your sales results. Learn exactly what makes transactional sales different from enterprise sales, and why many sales professionals thrive in this fast-paced environment. The guests break down the critical sales skills needed for high-velocity success, including active listening techniques, handling rejection, maintaining a growth mindset, and making strong first impressions in seconds rather than months. For sales leaders and founders, discover how to build scalable processes that create predictable revenue, and learn about Sellfire's unique approach to combining CRM technology with hands-on coaching. If you're tired of sales tools that don't help you hit your numbers, you'll want to hear how this team approaches sales tech differently. Whether you're an SDR looking to improve your prospecting, an AE wanting to close more deals, or a sales leader building out your team, this episode delivers the tactical, word-for-word guidance you need to succeed in transactional sales environments. Don't miss the valuable book marketing advice shared at the end - perfect for anyone considering writing their own book or looking to increase their authority in the sales space. Listen now to learn how to scientifically approach your sales process and start crushing your goals tomorrow. #SalesTraining #Prospecting #TransactionalSales #SalesScripting #SalesTips #HighVelocitySales #SalesProcess #SalesAutomation #SalesCRM #AIinSales Please be sure to check out their book The Playbook to Crush Your Sales Goals at sellfire.com/saleslabscripting

Join 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 What are you waiting for? Time to reserve your spot at www.surfandsales.com

Woody from AskElephant.ai shares some of the best and easiest to understand approaches to AI in sales that we've ever heard including: The future of revenue work. What do the next 12 months vs next 5 years look like in sales? He goes deep on the specifics on the future of prospecting and the jobs that cannot go away in sales. He also provides the best advice for those of us in sales in the next 5-10 years. And he does it all while maintaining a strong belief of understanding the humanity that still needs to be addressed. What are you waiting for? Time to reserve your spot at www.surfandsales.com