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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: May, 2019
May 7, 2019

In this episode, Stephen and I discussed the importance of consistency, and defining the importance of Discipline vs Motivation.  Discipline will get stuff done, whether you want to or not, while Motivation is just the temporary attempt at making yourself want to do it.

Fighting to remain consistent is not an easy thing to tackle, especially if you're an entrepreneur with a busy schedule and your input is required for the business’s operation.

As a business, what the task at hand might be – such as consistently releasing new marketing content, finding ways to make your ten or twenty sales calls – and making it a habit regardless of how small the accomplishment might be, is the result of discipline, not motivation. Motivation is temporary while discipline is consistency.

 

 

May 1, 2019

In today's episode Stephen and I will be discussing 'Live Events' – why should you run live events for both your customers and your prospects. This topic came about from our recent Client Intensive event, where we bring our clients together three times a year for a two-day workshop in San Francisco to coach them in areas where they're having challenges, build and install systems in their startup’s sales process and have them work with either other to tackle tough problems each of them are facing.

Think about your day-to-day work and interactions with your customers – nearly everything is done virtually  – from mobile phones to video conference calls to email to Slack and more.

Having like-minded people in the same room to share their experience is a great method to build their business and build a community. Since every business faces some sort of challenge every day, it’s a great opportunity to listen and learn where mistakes can happen, and how can they be prevented simply by the experience shared from someone else in the room.

One of the top reasons for running live events is to bring out these entrepreneurs at least once in a while to a physical space to share their experience in where they're succeeding and where they are facing challenges.

You can do the same with your customers and prospects – whether you run your own event, or organize an event in tandem with an industry conference or association. The gains from getting away from the office and in a new, creative environment ALWAYS overrides the one-day loss of time with the team.

If you’re interested in getting some help with building the sales process at your startup, be sure to grab a free copy of my book called: “Startup Selling: How to Sell If You Really, Really Have To And Don’t Know How.”

Download your free copy here at https://www.startupselling.co/

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