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Episode 52: Landing Your Dream Customer with David Chevalier

Unlock the secrets to landing dream clients and supercharging your B2B sales team's growth. In this episode, Ben sits down with David Chevalier, CEO of Surfe, to explore innovative strategies for leveraging automation, social selling, and internal champions. Tune in for actionable insights and practical advice that will revolutionise your approach to sales.

David Chevalier shares his remarkable journey with his startup, Surfe, and offers an in-depth look at the strategies that facilitated the acquisition of high-profile clients, including tech giants such as Google and Amazon. Discover how personal connections, strategic positioning, and leveraging brand power contribute to Surfe's flourishing success in the competitive world of SaaS.

As mentioned in today's episode, download the free guide '51 Tips for Social Selling on LinkedIn and Beyond' by HubSpot x Surfe.


About the Guest:

David Chevalier is the co-founder and CEO of Surfe, a Paris-based B2B SaaS startup. This innovative platform seamlessly connects LinkedIn with CRM systems, eradicating the need for manual CRM-related tasks. David's entrepreneurial journey with Surfe began unexpectedly during his study program when he, alongside his co-founder, devised a shortcut to streamline LinkedIn contact exports to CRMs. Under David's leadership, Surfe has experienced remarkable growth, achieving a milestone of 1 million ARR within 1.5 years of its inception. His passion for elevating sales efficiency and efficacy on LinkedIn has led to Surfe securing an impressive roster of clients, which includes notable names like Google and Spendesk.

Key Takeaways:

  • Surfe capitalised on innovation and strategic partnerships, like their involvement with HubSpot, to fuel its rapid growth and secure large clients.
  • Establishing and nurturing business relationships, even accidental ones, can lead to acquiring significant customers like Google.
  • Sales teams can amplify their customer acquisition strategies by targeting end-users to identify pain points and leverage them when pitching to decision-makers.
  • Surfe emphasises the importance of internal selling by involving end-users in sales conversations to function as internal sellers and validate the product.
  • Automation in the sales process is key, and sales leaders should focus on top-of-the-funnel activities to enhance efficiency and outreach.

Time Stamps:

0:00 Intro

1:16 Guest Introduction

4:02 SURFE

6:34 SURFE 51 Social Selling Tips Publication

9:16 SURFE’s Dream Customer

13:54 Targeting Ideal Customers

21:14 Automation

25:27 Guest’s Socials

26:16 Outro


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