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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 17, 2018

In today’s episode of the Startup Selling Show we have Niko Hughes. Niko is the Co-Founder and COO of SDRemote.

SDRemote is an outsourcing & consulting company focused on helping early stage startups (Pre Seed - Series A) achieve market validation, logo acquisition and build the revenue stream they need to receive additional funding or reach profitability.

Prior to starting SDRemote, Niko spent the last 5 years working in sales and marketing with a number of different startups. Niko, along with his brother Anthony Hughes, decided to start SDRemote because they saw that early stage companies had a need to ramp up sales, but lacked the know-how.

Throughout the course of the conversation  Niko and I talked about sales process management. We specifically focused on the top of the funnel.

Some of the specific topics we covered are:

  • Biggest mistakes companies make when kicking off their sales work.
  • Personas VS Target Buyers.
  • How to test a market.
  • Laser focus selling.
  • Length of the buying process.
  • Cold Calling best practices.
  • Warm Calling.
  • How to qualify inbound leads.

Tools mentioned

Books Mentioned:

How to get in touch with Niko:

Get a FREE copy of my book: “Startup Selling: How To Sell If You Really, Really Have To And Don’t Know How.”

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