Explore every episode of the podcast Surf and Sales
| Title | Pub. Date | Duration | |
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| S6E36 - Navigating the Shift from Remote to Hybrid: Strategies for Sales Teams | 24 Nov 2025 | 00:33:25 | |
In this episode of the Surf and Sales podcast, Scott Leese and Richard Harris sit down with Victor Vatus, the CEO and founder of TrackRec, to discuss the evolving landscape of sales hiring and the challenges facing both employers and candidates. Victor shares insights on the growing demand for industry-specific experience, the shift from remote to hybrid work, and the concerning trend of "overemployment" among some sales professionals. The conversation delves into the nuances of how different industries approach hiring, the importance of building a strong company culture, and the long-term consequences of trying to "double-dip" on jobs. Whether you're a sales leader navigating the changing hiring landscape or a salesperson looking to stay ahead of the curve, this episode is packed with valuable insights and practical advice. Tune in to learn how to position yourself for success in the ever-evolving world of sales. | |||
| S6E35 - Chris Albro -From Fish Washer to CRO: An Unconventional Path to Sales Leadership | 17 Nov 2025 | 00:50:28 | |
Chris Albro, the CRO of People.ai joins the Surf and Sales podcast. We discuss the challenges of maintaining data quality in CRMs, how to proactively addresses customer concerns around AI, and the generational differences in work ethic and expectations. Chris also shares insights on the evolving sales landscape, the impact of AI, and the importance of empathy and execution.
And the next www.surfandsales.com event is happening in November 2026. #PuraVida | |||
| S6E26 - St. John Craner - You have to sell slow to sell fast. | 28 Jul 2025 | 00:40:03 | |
St. John raner dive into the fascinating world of agricultural sales and the rapid technological advancements transforming the industry. Sinjin is a sales training expert focused on the agricultural sector, shares insights on how farmers are embracing cutting-edge technologies like AI, precision farming, and data analytics to drive efficiency and productivity. The conversation explores the unique challenges and relationship-driven nature of selling to farmers, as well as the generational shift towards younger, tech-savvy farm owners driving innovation. | |||
| S4E27 - Going from Individual Contributor to Leader with Austen Schaefer | 03 Jul 2023 | 00:48:00 | |
Austen Schaefer from Clozd joins us on the Surf and Sales podcast.
Big props to Hubspot for making us a part of the Hubspot Podcasting Network!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!
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| S4E25 - Will AI Replace RevOps with Craig Jordan | 26 Jun 2023 | 00:44:10 | |
Craig Jordan joins us on the Surf and Sales podcast.
Big props to Hubspot for making us a part of the Hubspot Podcasting Network!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!
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| S4 Bonus Episode Little Scotty's Birthday Special | 23 Jun 2023 | 00:42:55 | |
This 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!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!
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| S4 Bonus Episode Richard's Origin Story and Hating Socks | 23 Jun 2023 | 00:37:20 | |
This is from the WayBack Time Machine. Season 1 Episode 3. Richard shares his origin story.
Big props to Hubspot for making us a part of the Hubspot Podcasting Network!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!
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| S4E24 - Your laziness is what's holding you back | 19 Jun 2023 | 00:44:54 | |
Point Break! Matt Wolff from Ticket Time Machine joins us on the Surf and Sales podcast.
Big props to Hubspot for making us a part of the Hubspot Podcasting Network!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!
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| S4E23 - The Ultimate Why Episode of Sales | 12 Jun 2023 | 00:48:52 | |
Point Break! Adam Goyette joins us on the Surf and Sales podcast. He shares some amazing insights.
Big props to Hubspot for making us a part of the Hubspot Podcasting Network!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!
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| S4E22 - AI will NOT displace the Sales Team with Tito Bohrt | 12 Jun 2023 | 00:50:28 | |
Shredder! Tito Bohrt joins us on the Surf and Sales podcast.
Big props to Hubspot for making us a part of the Hubspot Podcasting Network!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!
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| S4E21 -S.A.D.N.E.S.S. - Sales are Dope with Ben Gould and Ross Pomerantz | 05 Jun 2023 | 00:54:26 | |
Point Break! Corporate Bro Ross Pomerantz and Ben Gould joined us today to discuss.
Big props to Hubspot for making us a part of the Hubspot Podcasting Network!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! | |||
| S4E20 - From picking your brain to charging for your time with Anthony Natoli | 05 Jun 2023 | 00:51:07 | |
Point Break! Anthony Natoli joins us on the Surf and Sales podcast to discuss
Big props to Hubspot for making us a part of the Hubspot Podcasting Network!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! | |||
| S4E19 - Re-release S1E2 - The 2nd ever Surf and Sales Podcast Espisde | 31 May 2023 | 00:47:40 | |
Shredder! 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!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!
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| S6E25 - Mike Muhlfelder - What AI f*cking up about sales? | 23 Jun 2025 | 00:46:44 | |
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 cautioning that while AI can be helpful, it can't yet predict human behavior and decision-making. Scott and Richard share their perspectives on the future of sales jobs and the potential impact of automation. You will come away with actionable strategies as well as thought-provoking perspectives on the evolving sales landscape. Need more info? Find us here. www.TheHarrisConsultingGroup.com
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| S4E18 - Re-release Surf and Sales Season 1 Episode 1 | 31 May 2023 | 00:37:29 | |
Point 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!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!
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| S4E17 - No Degree Required | 29 May 2023 | 00:44:15 | |
Shredder! 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.
Big props to Hubspot for making us a part of the Hubspot Podcasting Network!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!
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| S4E16 - How to stop wage theft in your comp plan. | 29 May 2023 | 00:40:28 | |
Gnarly! Dan Goodman joins us on the Surf and Sales podcast to discuss
Big props to Hubspot for making us a part of the Hubspot Podcasting Network! Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!
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| S4E15 - From Homeless to Top 1% of Sales Industry | 22 May 2023 | 00:47:46 | |
Wow! 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!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!
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| S4E14 - The Best Sales People Are Engaging, Not Knowledgeable | 15 May 2023 | 00:56:10 | |
Point 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."
Big props to Hubspot for making us a part of the Hubspot Podcasting Network!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!
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| S4E13 - Sharing your favorite failure | 15 May 2023 | 00:45:58 | |
Gnarly! 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! Connect with us on LinkedIn 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!
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| S4E12 - Branding, Scripting, and Beyond first 90 Days of your solo-preneur career | 08 May 2023 | 00:44:45 | |
Shredder Tom Slocum joins us on the Surf and Sales podcast and drops some awesome nuggets
Big props to Hubspot for making us a part of the Hubspot Podcasting Network!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!
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| S4E11 - Buzzwords, Advisory Roles, and Side Hustles | 25 Apr 2023 | 00:41:41 | |
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!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!
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| S4E9 - Do Influencers Need to Disclose if They Are Paid to Promote with Tim Harris of Uniphore | 17 Apr 2023 | 00:48:56 | |
Boom! 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.
Big props to Hubspot for making us a part of the Hubspot Podcasting Network!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!
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| S4E10 - Culture is defined as the worst behaviors tolerated. | 17 Apr 2023 | 00:43:33 | |
Shredder! Leanne and Al Elliott join us on the Surf and Sales podcast to talk about culture
Big props to Hubspot for making us a part of the Hubspot Podcasting Network!
Connect with us on LinkedIn Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!
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| S6E24 - Riley Blaisdell - Last Chance for Redemption | 02 Jun 2025 | 00:38:19 | |
Riley shares his fascinating journey, from being a high school dropout to building a successful sales career. Key Takeaways:
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| S4E8 - How to grow your expansion sales with Michael Tuso from Callypso | 03 Apr 2023 | 00:45:05 | |
simply saying upselling and cross-selling to your current customer base is not enough. You need to understand what those seditions meanin your company and equally, when and how to start the conversations. | |||
| S4E7 - How to pick the right rocket for your moonshot | 20 Mar 2023 | 00:41:02 | |
Elizabeth started her career in financial services and pivoted and figured out how to find the right start-up. | |||
| S4E6 - Negotiating Severance | 13 Mar 2023 | 00:28:08 | |
Yes, you can negotiate a severance and this is the episode that explains it all. | |||
| S4E5 - Your Sales Practicing is All Wrong | 27 Feb 2023 | 00:56:21 | |
If you are running your sales training and coaching at game speed is hurting you. Jordana Zeldin and Jonathan Mahan share all the right and best practices to help you adjust. | |||
| S4E4 - How to close $1m with an abundance mindset in MidMarket with JC Pollard | 27 Feb 2023 | 00:44:29 | |
JC Pollard joins the show and explains how he closed $1m in 2022 with 40+ deals. And most are outbound | |||
| S4E3 - How AI will change the future of the SDR role with Daniel Wiener | 27 Feb 2023 | 00:38:39 | |
The average salesperson will be replaced soon, and Daniel explains why. We then dig deeper into what it's like being a co-founder with a close friend. | |||
| S4E2 - Small Wins = Big Wins with Matt Ferguson | 20 Feb 2023 | 00:42:19 | |
What if you were a professional golfer and decided to move into sales and sales leadership coach? Essentially this is the Sales Manager 101 episode even if you've been doing it for 10 years. Welcome to the show Matt Ferguson. Topics include:
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| S4E1 - The key to founder led sales to profitability with Michael Martocci | 20 Feb 2023 | 00:48:07 | |
The key to founder-led sales is to improve the product/services faster, which is revenue growth. The key to transitioning to from founder-led sales to a salesperson is not letting them sell for 90 days. The key to upselling in founder-led sales, ask for feedback - those conversations lead to more extensive discussions about other problems we might be able to solve for them. Michael Martocci joins us and shares his thoughts and insights on this and more. | |||
| S3E58 - What about Sales Leadership Sucks with Katy Mcfee | 26 Dec 2022 | 00:42:06 | |
So you climb the ladder of success to EVP of Sales and then decide it's not what you want; what do you do? She had to slow down and learn what lights her up. Stop believing the fear of what you think people think about you. | |||
| S3E57 - Surf and Sales Bonfire - If You Don't Invest in Yourself Why Should a Company with Larry Long Jr | 19 Dec 2022 | 00:50:42 | |
Larry brings the fire as always. Here's what you are going to learn. When you invest in yourself others will notice. Controlling what you can control Where to start and how to start E - Entrepreneurial Spirit P - Preparation and Planning I -Internal Drive and Desire C - Communication
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| S6E23 - Lori Richardson - Bridging the Gap: Preparing the Next Generation of Sales Professionals | 02 Jun 2025 | 00:42:31 | |
Lori, 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. | |||
| S3E56 - How to build a better pipeline for 2023 with Donald Kelly | 30 Nov 2022 | 00:43:14 | |
Pipeline, pipeline, pipeline. Without a pipeline you have no sales. Donald Kelly is a savant when it comes to building pipeline and he shares some of this best practices for 2023 to help you grow your pipeline. | |||
| S3E55 - Baby shoe selling with Craig T. Ingram | 09 Nov 2022 | 00:35:18 | |
Want to learn how to use baby shoes to help you sell? Want to learn about the kryptonite of sales? Don't miss this episode with our good friend, Craig Thomas | |||
| S3E54 - Stock Options Straight Talk with Colin Cadmus | 08 Nov 2022 | 00:56:56 | |
Listen in and learn all the things you need to know about how stock options work in the start-up world. Nobody ever teaches you this, until now. | |||
| S3E53 - There's one word every founder and salesperson needs to know, with Eldad Postan-Koren | 07 Nov 2022 | 00:39:52 | |
The ultimate founder unicorn. Someone with a sales background and the ability to actually code the product. Eldad from Winn.ai shares amazing insights on combining these two roles together including: | |||
| S3E52 - Getting the right pipeline at the right time, with Joe McNeill | 31 Oct 2022 | 00:35:13 | |
As the sales world shifts towards a more revenue focus, it's critical to understand how to effectively measure marketing and sales as with a single alignment.
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| S3E51 - Be prepared for change, with Amy Leigh Looper | 31 Oct 2022 | 00:48:35 | |
After 18 years in corporate sales in big tech, it was time to leap into her starting her own business. Oh, and along the way, she had some of the biggest personal challenges, particularly as a mom. Fear of success can be as powerful as fear of failure. Why farming is entrepreneurial The wrong image of postpartum depression Finding the balance as a mom and a career woman. Why culture starts bottom up with front line leadership than top down. The cues that your culture is bad. What founders need to understand about culture going from Seed to A, to B. | |||
| S3E50 - The Sales Innovation Paradox with Dr. Howard Dover | 31 Oct 2022 | 00:43:38 | |
When does the capacity of technology start hurting the experience? Many tools in the sales stack are built with intent, not purpose. We create tools because the VC market wants to make money. Technology is changing the buyer's behavior but will it stop the spam or keep making it worse? | |||
| S3E49 - Scary Good Sales Stories | 31 Oct 2022 | 00:49:41 | |
Did you hear the one about... | |||
| S3E48 - Is Warm Calling the New Cold Calling with Peter Skidmore | 31 Oct 2022 | 00:46:44 | |
The skills you learn early in your sales career never go away as you grow your career, even when you become a founder. | |||
| S3E47 - You are not born excellent at anything with Mona Akmal | 31 Oct 2022 | 00:43:35 | |
ROI is the biggest behind Crypto | |||
| S6E22 - Cory Terre - The Best Way to Evaluate a Potential Unicorn | 21 Apr 2025 | 00:39:00 | |
In 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. This episode is packed with valuable insights for anyone looking to level up their sales game or make a smart career move. Don't miss it! | |||
| S3E46 - What's the worst that could happen? with Monique Mills | 31 Oct 2022 | 00:48:48 | |
What if you were a founder with an engineering degree and an MBA? Well, Monique Mills is that person. This episode will let you bridge the gap between being a revenue individual and a technical founder.
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| S3E45 - Go from being a 6 to 7 Figure AE *Live Bonfire Session* | 03 Oct 2022 | 00:53:43 | |
There is only one way to describe this episode. Pure Fire. So much wisdom dropped.
The 12-Week Year We all need running mates, mentors, and mentees Sometimes we have to embrace the suck | |||
| S3E44 - Why tonality matters in sales with Jen Allen of Challenger | 03 Oct 2022 | 00:48:14 | |
Jen started her sales career non-traditionally. She started as an account manager and customer service; then she decided to move into sales. | |||