Surf and Sales

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.

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

Jack Frimston joins the Surf and Sales podcast and shares amazing insights on brining the humanity back into sales including: The power of the "memento mori" mindset: Frimston explains how the Stoic principle of "remembering you will die" can help sales reps maintain a healthy perspective and focus on truly serving their clients. Mastering the art of outbound prospecting: Frimston discusses the differences in phone engagement between the UK and US markets, offering insights on how to navigate the "Wild West" of outbound sales in the modern era. Applying therapeutic techniques to sales: Incorporating strategies from Alcoholics Anonymous and Socratic questioning into his sales framework, helping reps build genuine connections with buyers.

Sales legend Mark Hunter joins Scott Leese and Richard Harris for a can't-miss conversation packed with practical sales wisdom and plenty of laughs. Mark shares his proven strategies for building genuine relationships, staying focused on the right prospects, and maintaining a positive mindset - even when the game seems rigged against you. Everything discussed in this podcast is practical and easy to understand and implment. Here are just a few The 'power of belief' that can turn any sales situation around Mark's '10 AM Rule' for starting each day with a win The surprising reason why 25 quality conversations per week is all you need

Scott, Richard, and Guillaume "G" Jacquet, the co-founder and CEO of Vasco, dive into the challenges of building a predictable revenue engine for startups and scale-ups. G shares his hard-earned lessons from his first entrepreneurial venture, emphasizing the importance of finding your ideal customer profile and developing a repeatable sales process before scaling. Scott and Richard offer their seasoned advice, stressing the need to simplify messaging, avoid buzzwords, and focus on the specific pains you solve rather than just listing product features. The trio also discusses the tricky balance of founder-led sales versus bringing on the first sales hires, and how to effectively document and transfer that institutional knowledge. #FounderLedSales #RevenueGrowth #IdealCustomerProfile #SalesProcess #PredictableRevenue