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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: March, 2017
Mar 9, 2017

Marylou Tyler is the author of Predictable Revenue and Predictable Prospecting. She has worked with a number of few co-authors and produced a book that will certainly help any startup company out there. Being one of the best sales enablement strategist, she is an expert when it comes to maximizing your resources and is always willing to share her knowledge to everyone who needs help.

This podcast focuses both on the incredible things that a startup business owner can do to improve sales and the common mistakes everyone should avoid. The following are some of the topics tackled by Scott and Marylou:

  • Internalizing Your Competitive Position
  • Six-Factor SWOT Analysis
  • Developing an Ideal Account Profile
  • Compel with ContentTM
  • McKinsey’s MECE model
  • How you can send your emails wisely, and so many more

Podcast Notes:

05:10 – The three sections of Predictable Prospecting: Target, Engage, Optimize

05:42 – Internalizing Your Competitive Position 

07:25 – Six-Factor SWOT Analysis

14:00 – Importance of taking a break

15: 33 – Developing an Ideal Account Profile

20:16 – McKinsey’s MECE model and Issue Tree 

23:33 – Compel with ContentTM

25:07 – Common mistakes start-up businesses make in the selling process

27:42 – Emails and when to use each type

31:38 - Mass personalized versus Hyper personalized emails

37:47 – Eight-Touch, 13-Business Day Email

39:01 – Customer Referral Program

48:12 – Campaign Formula, Appointment-setting and sales funnels

53:26 – Neil Rackham, “The Professor of Professional Selling”

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