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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: February, 2017
Feb 21, 2017

Dionne Mischler is a sales expert. She is the CEO and Founder of Inside Sales by Design, which helps companies to be “deliberate, intentional, and successful”. Aside from that, she is also the Founder of Sales Enablement Society.

 

In this podcast episode, the main focus is on how you can hire the best people for your sales team and when you should scale it up as a startup selling company. Scott and Dionne tackled a wide range of topics:

 

  • How to hire and when to hire;
  • How and when to scale up your sales team;
  • All kinds of really specific practical tips and frameworks that you can use;
  • Understanding and being clear about your view of time versus your customer’s view of time;
  • How to map out a customer’s organization;
  • The signals you can use to identify when you should be ramping up your sales team; and so many more

 

Podcast Notes:

 

5:37 – Why Dionne chose the appendage “…by Design”, why “Inside Sales by Design”

9:00 – Scalability of Inside Sales by Design

12:00 – The importance, process, and options in conducting market validation

18:45 – Why I do what I do at SalesQualia

20:53 – Dionne’s presentation “Plan Your Work, Work Your Plan”; Different views of and approaches to time

31:05 – Sales process; the importance of good customer experience; how we can keep our current customers

35:17 – How we can influence people’s perspective on time; our ideal customer

41:57 – Account-based Sales Development; what you should do in using the account-based approach; who’s who in the zoo

53:54 – Mistakes people commit in hiring more people for their sales team; Realistic revenue expectations, underestimating how hard it is to find good talent

58:50 – Signals that tell whether or not you are ready to ramp on your sales team

 

Websites mentioned:

 

Dionne Mischler’s LinkedIn profile: www.linkedin.com/in/dionnemischler

Inside Sales by Design: http://www.insidesalesbydesign.com/

Sales Enablement Society on LinkedIn: www.linkedin.com/company/15155218

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