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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: January, 2019
Jan 15, 2019

Welcome to another episode of the Startup Selling Podcast! In today’s episode, we have Andy Mowat, the VP of Growth Operations at Culture Amp.
 
Culture Amp is a company that makes it easy to collect, understand, and act on employee feedback so that you can build a better company culture.
 
I wanted to have Andy on the podcast because he focuses on the go-to-market strategies for sales, marketing, and customer success at Culture Amp.

His job is to figure out how to amplify revenue from the point of initial customer acquisition all the way through to customer retention and upsells.

I want to give you a couple of the highlights of our conversation so you know what to listen for as you are tuning in to this episode.

 

Some of the topics that we covered were:

- Operational tracking for sales and go-to-market operations.

- Data quality, performance tracking, and deal quality.
- The configured price quote.
- Pipeline quality, and how it's different than deal quality.
- Seven areas of sales operations, and what you should be tracking in each.
- Time-to-close and time-to-loss.
- Percentages of deals converted versus percentage of disqualified deals.
- Lead-to-account matching model versus an account-contact model.
- When to install a sales operations person in your company.
- NPS and the Confidence Question and how to think through evaluating your accounts on the customer success side of your business.
- Sale Not Acceptable (SNAP), and how at Culture Amp gives their salespeople the ability to disqualify sales leads.
- Sales compensation.

As you can see, we covered lots and lots of ground in less than an hour.

You should follow Andy on LinkedIn, he writes articles about marketing, sales metrics, customer success metrics, tech, and operations.

Where to find Andy:
LinkedIn: https://www.linkedin.com/in/amowat/

Jan 8, 2019

Welcome to another episode of the Startup Selling Podcast, in today’s episode we have Alex Goldfayne. Alex is a global sales consultant, speaker, and the author of a Wall Street Journal best-seller called Selling Boldly.

Here's an excerpt from his LinkedIn bio:

My consulting firm, The Revenue Growth Consultancy, creates an average annual revenue growth of 10-20% for my clients. Also. about once a week, I deliver keynote speeches, sales kickoffs, breakout sessions and workshops for various associations and companies around the country. The topic is sales growth, but I also dive deeply into confidence (instead of meekness), proactivity (instead of reactivity), and optimism (instead of pessimism). Fast sales growth is a function of mindset change and a system of simple behaviors.

After reading Alex’s book, I sent him a note on Linkedin. We talked on the phone, and we immediately clicked. So I invited him to the Startup Selling Show, and he graciously accepted.

The reason I wanted to have Alex on the podcast is to talk through the strategies he uses when he consults with large companies and their sales teams, and how you can implement them with your startup as you grow and scale.

In today’s conversation, we focused on how start-up sellers can change their mindset and use communication to increase sales.  

 

Here are some of the topics that we covered in our conversation:

  • How to develop friendlies in the marketplace.
  • How to increase positive psychology when selling.
  • Overcoming fears and how to have positive conversations with the people in your marketplace.
  • How to migrate away from lazy, low-risk communications and what to do instead.
  • How to have “human” interactions with your prospects.
  • Communication techniques you can use to increase your sales.

 

Where to find Alex on the interwebs:

Resources mentioned:

That’s it for now!

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