S2E75 - How to De-Risk Your Pipeline with Tony J. Hughes

Chuck brings his knowledge about all things hiring for sales. We covered timing for Founder Led Sales transitioning to a revenue organization.  When to hire, who to hire, and how to hire.  And then we flip it to what should candidates do better in the interview process to standout

Paul Caffrey shares some amazing insights including the one thing the best sales people do better than everyone else. 

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Stephen shares his wisdom around founder-led sales, Go To Market, and understanding the difference between spam emails and employee emails. 

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• Richard Harris
• Scott Leese

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Levy Yakubov comes to the 

• Making a career hard pivot 
• Scaling from a neighborhood to multi-neighborhoods, to massive scaling 
• Pivoting within the pivot. 
• Your attitude and approach are your competitive advantage
• Knowing what good looks like

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A fascinating conversation about where and how AI is affecting the sales coaching and leadership roles. How falling in love with sales started as an addiction to challenge. Alex McNaughten of https://www.grw.ai/ joins us and shares amazing knowledge about sales, leadership and revenue growth.

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What happens when an Engineer runs sales and then becomes a founder?

• When to adjust from freemium to paid.
• Adjusting from being first in the market to a competitive landscape
• Focusing on usage before monetization has its advantages. 
• Meetings are for conversation not content presentation

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Hannah Ajikawo joins us on the Surf and Sales podcast to discuss

• Understanding and value of referral selling
• The biggest gaps many consultants lack
• Why being a student of sales always matters.
• How to evaluate "good" when hiring a consultant
• You can't be a consultant you have to have survived the down turns. 

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You've got 3 seconds to capture someone's attention. What do you do? Stephanie Zielinski answers all the questions you wanted to know. 

She's also an event specialist too and shares the best practices between in person and virtual events. 

Oh, and she was also a teacher in the public school world and provides the best transferable skills from a teaching role to all other professions.

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Caleb Smith joins us on the Surf and Sales podcast and discusses topics around revenue, compensation, and equity including the idea of Phantom Stock, the adjustment from a slow sales cycle to a fast cycle, and an interesting concept of choose your own compensation plan.

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• Richard Harris
• Scott Leese

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Shredder! Chet Lovegren joins us on the Surf and Sales podcast to discuss the future of sales. 

• What are the other things in Sales AI helps with?
• Empathy does not mean lack of accountability. 
• AI will make lazy people lazier, top sellers win

Big props to Hubspot for making us a part of the Hubspot Podcasting Network!

• They even offer free tools to help your sales and marketing team. Click Here 

Connect with us on LinkedIn

• Richard Harris
• Scott Leese

Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!