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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: September, 2018
Sep 28, 2018

Welcome to another episode of the Startup Selling Show - Talking Sales with Scott Sambucci... in today’s episode we have Shannon Waller…

Shannon Waller is a passionate expert on entrepreneurial teams. She’s been working with Strategic Coach since 1991 and she’s also the creator of The Entrepreneurial Team Program, a parallel program  - for team members of her Coaching clients - that focuses on fostering a winning entrepreneurial attitude in its participants.

Shannon is a sought-after speaker, presenter, and coach. She’s a Kolbe Certified Consultant, and the 2015 recipient of the Kolbe Professional Award for individual leadership in building conative excellence.

She also co-authored the bestselling book Unique Ability 2.0: Discovery and has written two books about entrepreneurial team success.

Her first book, The Team Success Handbook, is a wealth of her distilled teamwork wisdom and includes 12 actionable strategies for working successfully in any entrepreneurial company.

Most recently, Shannon published Multiplication By Subtraction, a comprehensive guide to gracefully letting go of wrong-fit team members.

Shannon has been working with entrepreneurs over the past 27 years helping them build highly functional teams and with their entrepreneurial mindset.

 

In today’s conversation with Shannon, we talked about:

  • Shannon’s story, why she got into coaching entrepreneurs.
  • The importance of creating an entrepreneurial organization.
  • Small bureaucratic organizations Vs large bureaucratic organizations.
  • Teamwork and team building strategies - How to assess/hire the right people.
  • Behavioral assessments and behavioral profiles - Kolbe Index.
  • The dangers of cloning.
  • Core values and how to articulate them.
  • How to let someone go - Graciously.

Where to find Shannon on the Interwebs:

www.yourteamsuccess.com

Team success podcast

Sep 12, 2018

Topic: Life is a verb

In this episode, the SalesQualia team talks about the meaning of the phrase “Life is a verb.”

Disclosure: Scott was highly caffeinated in this episode :-).

If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10).

Sep 9, 2018

Welcome to another episode of the Startup Selling Podcast, in today’s episode we have Brandon Bruce the Co-Founder and Chief Operating Officer at Cirrus Insight.

Since founding the company in 2011, Cirrus Insight has been listed in the Inc 5000 ranking for three years in a row… A list of the nation's fastest-growing private companies.

Cirrus Insight is an all-in-one sales productivity platform with world-class Salesforce integration. 250,000 people use Cirrus Insight and its sister products Attach.io and Assistant.to to work faster and smarter from the inbox and calendar. It allows you to Track emails, schedule meetings, set follow-ups and more, right from your inbox...

In my conversation with Brandon, we covered a lot of the early days at Cirrus Insight. We focused on how Brandon and his Co-Founder, Ryan Huff, built the company from 0 to +250,000 users…

Some of the topics that we covered are:

  • Getting their first users.
  • Converting them into paying customers.
  • Pricing in the early days Vs Pricing now.
  • Making their first sales hire.
  • The bottom up sales strategy.
  • Creating your product roadmap based on feedback.
  • Using partners to sell your product.

Brandon grew up in Los Olivos, a small California town of 800 people and had only

one classmate in grade school.

He loves endurance sports and raced his bicycle 508 miles across Death Valley in 2002 as part of the Furnace Creek 508 (https://www.the508.net/). He finished in 35 hours and 7 minutes. He also enjoys hiking, camping, and building with Legos. Brandon lives in Knoxville, Tennessee with his wife, Tricia, and their two children, Sonoma and Carson.

Brandon’s advice for Entrepreneurs and Founders:

“Stay curious.” & “Have the ability to make decisions.”

Where to find Brandon on the Interwebs:

Sep 5, 2018

Topic: When things don’t go as expected

In this episode, Scott tells us a story about an ultra marathon he ran where things didn’t go as he expected, the steps he took to deal with the situation, and how he ended making the best possible decision given the circumstances.

 

If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10 :-).

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