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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: December, 2018
Dec 25, 2018

Welcome to another episode of the Startup Selling Podcast. Today’s episode is a bit different because there’s no special guest. It’s just you and me.

A couple of years ago I wrote a book “52 Sales Questions Answered” (get a free copy here).

Back then, I used to be really active on quora.com answering sales related questions. I got to the point where I had answered so many questions, that I decided to put them all together into a book and that’s how “52 Sales Questions Answered” was born!

Today’s episode is like an audiobook with comments. Meaning, I read the question, I read the answer I wrote back, and then I add comments based on new experience.

Since one episode is not enough to read the whole book, I chose a few questions that I think would be particularly relevant for CEOs or Sales Leaders that are managing a sales team.

 

Enjoy!

Dec 11, 2018

Welcome to another episode of the Startup Selling Podcast. Today we have Matthew Harrell as our special guest. He is a business leader, advisor, and angel investor. He has over twenty years of experience in enterprise sales and channel management at Google Cloud and Symantec.  

In 2009, he started off with Google as a Strategic Accounts Manager. Since then he’s been quickly moving up the ladder. He was a Regional Sales Leader, then he was the head of Google Cloud Channel Business in the Americas, and now he’s the Head of Google Cloud Business in Latin America and the West.

A lot of his work today is focused on channel distribution, channel partnerships, channels sales, and partner development.

His LinkedIn job description says:

Lead team of 30 Channel Sales Managers and Partner Development Managers responsible for the Google Cloud partner business and channel go to market strategy for G-Suite and Google Cloud Platform across the US West and Latam. This includes owning the channel sales targets, ecosystem development of all channel types, including GSI's, MSP's, Regional Systems Integrators (RSI's), VAR's, Telcos, etc. and development of disruptive partner models that will drive significant scale.

 

Matt and I met around seven years ago.

I cold emailed him through LinkedIn and invited him to join a meetup group I was running back then. He graciously accepted and attended a meetup as a guest speaker to talk about enterprise sales. We’ve stayed in touch since.

 

I wanted to have Matt on the show to talk specifically about his work in channel partnerships and about indirect selling versus direct selling. Some of the topics we covered are:

  • Compensation Neutrality.
  • Compensating Partners VS Compensating Your Sales Team.
  • Inbound VS Outbound.
  • Different Channel Types.
  • Different Layers of Partnerships
  • Selling a Disruptive Technology to Fortune 500 Companies.
  • Innovative Sales Methodologies.

 

Where to find Matt on the Interwebs:

LinkedIn: https://www.linkedin.com/in/matthewpharrell/

Dec 8, 2018

The Elf On The Shelf Christmas Time Edition.

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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