Info

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.
RSS Feed Subscribe in Apple Podcasts
Startup Selling: Talking Sales with Scott Sambucci
2020
September
August
July
June
May
April
March
February
January


2019
December
November
October
September
August
July
June
May
April
March
February
January


2018
December
September
August
July
June
May
February


2017
December
November
October
May
March
February
January


2016
November
October
June
April
March
February


2015
December
November
October
September


Categories

All Episodes
Archives
Categories
Now displaying: November, 2015
Nov 25, 2015

This SalesCast is brought to you by, well, SalesQualia. Improve Sales Performance with:

  1. Self-learning resources, including books on Amazon.comand self-paced online courses.
  2. Workshops & Training, hosted at venues across Silicon Valley and the US.
  3. 1:1 Coaching & Consulting for company founders and sales professionals that want a personalized plan.

In this episode, Scott hosts Greg Jacobson and Mark Graban from KaiNexus, a software company that serves hospitals and health systems. Greg and Mark speak about how they built a successful startup utilizing the LEAN methodology and understanding the importance of LISTENING to customers. Key areas covered are:

  • How Greg founded KaiNexus as an ER doctor who thought there could be a better way and the lessons he learned when building out a product and taking it to market.
  • How Mark came on board to help build the go-to-market strategies for KaiNexus and bring on board the first customers while establishing KaiNexus in the “lean healthcare” community.
  • How a company can implement the method of Identify, Act, Resolve, and Recognize to their day-to-day process to improve the team and company in all aspects of the company.
  • Recognizing the difference between a know-it-all salesperson versus a learn-it-all, and realizing the valuable information to be learned during the sales process.
  • Identifying and understanding a customer’s needs and how to position your products different features to meet those needs.

We hope you enjoy the podcast and would greatly appreciate feedback! Any suggestions on future topics you would like to hear covered and/or podcast guests you’d like to hear would be great! Enjoy!

Podcast Notes

02:45 – How KaiNexus was started.

05:35 – The potential of what could be done in Healthcare.

06:45 – What underpins the feeling of Mark and Greg are on a crusade for continuous improvement.

09:40 – How a company can apply the four steps, Identify, Act, Resolve, Recognize to their process.

13:10 – How someone can take 5% or 10% out of a day to make sure they’re improving.

16:50 – How to build habits.

18:45 – The continuous improvement principle, the idea of a small test of change.

20:30 – The know-it-all versus the learn-it-all. What is the learn-it-all and what it means.

22:50 – What could be learnt in the sales process and how you could apply it.

25:45 – Understanding a customer’s need and knowing what part of the product is the right fit.

28:15 – Time is the most precious thing for an entrepreneur, how to choose to use that time.

30:05 – Identifying customers that believe in your “why” statements.

35:25 – The more narrow you set your focus, the greater chance that a small company is able to solve that problem better.

37:30 – Early versions of KaiNexus, did it feel like consulting when Mark and Greg were starting up?

38:40 – Focusing on your customers and their success.

39:40 – The organizational behavior and psychology aspect is critically important to the implementation.

41:20 – Churn rate is important to think about when you’re developing a SaaS enterprise.

42:55 – Recommendation to a small team to go about their own Seven-Day, 30-Day or 100-Day challenge to permanently improve their company.

45:06 – How to implement the 100-Day challenge in your company.

Resources mentioned or related to this podcast

  • The KaiNexus WorkOut, is an adaptation of a proven three month improvement model that originated at GE.
  • KaiNexus, a continuous improvement software platform empowers and engages your employees to make a meaningful impact on your organization in a culture of continuous improvement.
1