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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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Now displaying: February, 2018
Feb 15, 2018

Sales Hiring: How to Find & Screen Your Next Sales Team Hire – An Interview with Wayne Herring

 Show Notes and Topics:

  • Explanation on building a sales teams and helping them grow
  • What’s the #1 biggest mistake small businesses make when hiring they’re first salesperson?
  • Importance of defining the role
  • You don't have to be perfect to hire your first sales person, but you need to have pioneered your system
  • Review of assessments used to hire sales team
  • Overview of Sales DNA related to money
    • Supportive Buy Cycle - How I buy things is how I sell thing
    • You have to stand in front of a mirror and say your price
    • Comfort Discomfort
    • Non-Supportive Buy Cycle
  • Advice for founders on how to get comfortable asking for business
  • Difference of headwinds and tailwinds
  • Importance of talking to others and getting difference perspective on hiring
  • Difficulties you may across interviewing sales people and how to manage it
  • Advice on not rushing a hire, using the 80/20 Principle
  • Best standards on hiring to save you time and find the right person
  • Ask the “magic questions” during the initial phone interview
  • How to make the interview process as efficient and beneficial as possible
  • The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
  • What’s the 80/20 Principle to screening and interviewing salespeople?
    • 1 - Pre Hire assessment
    • 2 - Short Triage Call / screening
    • 3 - Get enough candidates - quality retained search recruiter, Indeed/job boards, admin/partner to learn a process quickly
      • Keep your job page up
      • Free Ad on Indeed - refresh every 30 days
      • Tag contacts on LinkedIn

Links and Resources:

 

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