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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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Startup Selling: Talking Sales with Scott Sambucci
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Now displaying: November, 2016
Nov 8, 2016
About this episode: 
 
Mia Paulus is the Founder & CEO of The Admin Center. I’ve worked with Mia over the years and The Admin Center is a critical part of my company’s success and ability to scale. Mia and her teams work with their companies large and small by providing virtual receptionist, bookkeeping, customer support, marketing, social media and almost any else you can think of… 
 
This podcast is just a little bit different… While it’s the typical interview style, this interview was part of my Tuesday Training Series offered exclusively to my Startup Selling Coaching Program clients. Let me explain… Each month, I choose a topic on which to do a deep dive in content and training for my clients. This interview was part of several trainings related to “Recruiting, Hiring and Managing Your Sales Team” - a six-part Tuesday Training block.
 
Because I believe outsourcing and scaling your business is so important, I decided to share this training module with you on the podcast.
 
Enjoy!
 
Websites & Resources mentioned in the podcast:
 
The Admin Center: www.theadmincenter.net/
 
Find Mia Paulus across the interwebs here:
 
Definitely take Mia up on her offer to talk about what projects you might be able to outsource to help your company grow.
 
Mia and her team are based in Boise, ID. If you’ve tried to outsource or hire VAs aboard, you know what a huge pain it can be to manage overseas teams because of language, cultural and time zone differences.  
Nov 1, 2016
About this episode: 
Websites & Resources mentioned in the podcast:
 
Christien Louviere is a Brand Coach and the Managing Partner of SellPersonal where he helps CEOs fix their marketing problems.  Christien hosts the “SellPersonal Podcast” where his guests have included Tucker Max, David Williams, David Hornik and Kyle Porter.
 
In this episode, Christien and I talk about marketing strategies for startups, and frequent mistakes that startups make on the marketing front. Topics include:
 
  • How to run Facebook & LinkedIn ads campaign more effectively
  • How to find and hire marketing consultants
  • Content Selling vs Content Marketing
  • The Amway Hack to running marketing webinars
  • and much more!
 
Podcast Topics & Notes:
 
  • 3:30 - Christien’s fundraising work with The Leukemia & Lymphoma Society
  • 7:15 - Christien’s work at SellPersonal
  • 9:45 - Why a chasm often exists between marketing and selling in startups
  • 14:00 - Building a Buyer Persona for early customers
  • 16:00 - Challenges of using cold leads vs early customers that were acquired via relationships and network
  • 20:00 - Finding your 10x ROI for your product or service for your customer
  • 24:30 - What tasks & activities a startup founder should be doing, and what mistakes are often made; Creating ONE lead generation content piece for your target Buyer Persona
  • 26:30 - Hiring marketing consultants, the complexity of Facebook & LinkedIn ads
  • 30:00 - Facebook & LinkedIn ad targeting
  • 32:30 - The $50 Public Relations Hack to target editors and bloggers in your market
  • 35:30 - Value of marketing webinars vs white papers
  • 39:30 - Content Selling vs Content Marketing
  • 42:00 - Running & recording webinars, reusing content as blog posts & white papers
  • 50:30 - "The Amway Hack" in running webinars
  • 52:30 - Atlanta as a technology & startup hub
 
Websites & Resources mentioned in the podcast:
 
Christien Louviere:
 
Sell Personal Podcast on iTunes: https://itunes.apple.com/us/podcast/sell-personal-podcast/id1040499178?mt=2&ls=1
 
David Cummings’s blog: www.davidcummings.com 
 
Atlanta Tech Village: http://atlantatechvillage.com/
 
SalesLoft: www.salesloft.com
 
The Leukemia & Lymphoma Society (LLS): www.lls.org
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