Surf and Sales

S3E23 - Here to make salespeople happy with Scotland Foss of Scratchpad

Apr 25, 2022

Rare is the first head of sales making it past 18 months at a startup. Scotland is in rarified air and shares his experiences with us including:

Go to market workspace
First 18 months as head of sales at 16 months
The priorities of a new head of sales for the first 16 months
Build a capacity plan vs forecasting...

S3E22 - Picking Scott and Richard's Brain with Zac Scalzi

Apr 25, 2022

A 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...

S3E21 - Do what you shouldn't with Nadja Komnenic

Apr 18, 2022

It's never about personalization at scale, its about relevancy at scale and Nadja shares these best practices as well as others

What its like to turn down $30m and stay bootstrapped
Building a community from the ground up
Why LinkedIn is a requirement for all employees
Leading a team through the...

S3E20 - What Sales Engagement and Intelligence Means for Your Team

Apr 18, 2022

A live conversation with Max Altschuler of Outreach.io to discuss everything under the sun related to sales engagement including:

The cross-over between Sales execution, sales engagement, sales forecasting, conversational intelligence
What people get wrong about sales engagement
When scaling, best practices for...

S3E19 - The Skill Up Acceleration of Covid with Alex Meade

Apr 18, 2022

A fascinating conversation with Alex Meade about coming from a marketing and development perspective to lead business development and sales efforts.

When you are in marketing and have to figure out sales.
The differences between marketing and sales emails.
What do you do when the tasks become too much for...