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Startup Selling: Talking Sales with Scott Sambucci

Over the past twenty years, I’ve led three Silicon Valley startups to their first customers and revenue, and sold everything from financial data, enterprise software, and vaporware to cabinet doors, amusement park daily programs, and “would you like fries with that…?” My customers have included the largest financial institutions in the world, top US Universities, cabinet door makers and people that eat at Applebees and go to amusement parks... I’ve learned a lot, and made a few, ahem, well… a lot, of mistakes. Here in The Sales Podcast with Scott Sambucci, I share the lessons learned from my past two decades of selling. In each episode, I discuss a specific topic in selling and sales strategy like how to find new prospective customers, how to manage leads, how to run an effective sales meeting, uncovering customer needs, and developing pricing strategies. Episodes are a mix of guest interviews, observations from the field, and sales techniques that I’m using every single day. And people that care about such things, I’ve written two books, been a TEDx Speaker, been featured on CNBC, The Financial Times and NPR. Oh… I’m also a husband, a dad, and a three-time Ironman triathlete. Build your sales process so that you can have the company you imagine. The Sales Podcast with Scott Sambucci will help you get there.
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Jul 12, 2018

Justin, along with his brother, Co-Founded Disco, which is a software company that focuses on helping teams appreciate each other on top of other communication platforms.

Prior to Disco, Justin worked at Intuit as Territory Sales Manager, he was also Account Executive at Gigya, and Director of Enterprise Sales at Nomu.

In this episode we dove deep into Company Culture and Core Values. Some of the specific topics that we covered are:

  • What is company culture?
  • Mission/Vision/Values - The difference between each.
  • Growth mindset.
  • Keep it 100 - Being brutally honest.
  • Tying circles - Being able to iterate fast.
  • Using qualitative and quantitative analysis.
  • Cash Rewards vs Experiential Rewards
  • Backward-bending labor supply curve.
  • Most popular experiential rewards -- Personal/Career Growth, and Personal Wellness.

Some of the books, and resources that were mentioned:

Where to get in touch with Justin:

Email: justin@justdisco.com

Linkedin: https://www.linkedin.com/in/justinlvandehey/

Website: www.justdisco.com

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