S6E17 - Eric Iannello - Surf's Up, Prospects Down: Riding the Waves of Relationship-Driven Sales

Mar 31, 2025

In 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 sales tactics, with insights on the gradual decline of traditional cold calling and emailing, and the rise of more personalized, referral-based strategies.
• Thought-provoking perspectives on the ethics and challenges of scaling a network-driven sales model, including the potential pitfalls of over-automating relationship-building.

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