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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: June, 2019
Jun 25, 2019

In today’s podcast, we have with us Erik Jacobson and Jonathan Barshop with BeMyGuest. 

Erik Jacobson spent three years learning how the podcasting system works and what impact it can have on your business, while Jonathan Barshop fell in love with podcasting after listening to an episode from Tim Ferriss show: Focus on your obsessions. 

BeMyGuest is a Podcast company that books Founders and CEOs on podcast tours, creates original podcasts for brands looking to build authority in their market and partners with internal communications teams to create private podcasts. 

Today’s episode is all about how to use podcasts in your startup’s sales and marketing as a way to market yourself as an entrepreneur and target a wide audience. 

A couple of key topics that we discussed in today’s conversation with Jonathan and Erik are:

  • Why every startup Founder show become a podcast guest on shows that reach their target market.
  • How to approach and become a guest on podcasts.
  • The steps in starting your very own podcast, how to generate topics and the technology tools you need to get started.
  • Ways to leverage your podcast in a way to share your expertise, show your authority voice and as a result, bring good leads to your company.
  • How to identify guests for your podcast show.

 

Also, if you’re interested in learning more about Startup Selling, one of the easiest ways for me to help you is to give you a (free) copy of my book called: “Startup Selling: How to Sell If You Really, Really Have To And Don’t Know How.” www.startupselling.co



Show Notes:

 

BeMyGuest [company website]: www.bemyguest.fm

Erik Jacobson: https://www.linkedin.com/in/erik-jacobson-78811b54/

Jonathan Barshop: https://www.linkedin.com/in/jonathan-barshop/

Podcast Episode with Jonathan: www.choosefi.com/podcast-episodes

Masters of Scale [podcast]: mastersofscale.com

The Tim Ferriss Show: tim.blog/podcast

The Tim Ferriss Show episode #145 – The Interview Master: Cal Fussman and the Power of Listening: tim.blog/2016/03/11/the-interview-master-cal-fussman-and-the-power-of-listening

About The Hero's Journey: en.wikipedia.org/wiki/Hero%27s_journey

 

SS

 

Jun 18, 2019

Today’s guest is Paul Rush, founder of Substantial – a digital design agency based in Seattle, Washington.

Substantial is a software product development company that help clients bring new software product into the market. Paul has sold huge projects and have worked with large companies such as Amazon, T-Mobile, Google, Mercedes Benz, ADO, and many more.

As the company founder, Paul has always been the lead salesperson and responsible for bringing in these companies as clients. And that’s exactly why I had Paul on the show...

Some of the topics to be discussed today are:

 

  • The three types of company founders when it comes to sales and having a selling mindset.
  • Why sales should be the number one priority for every company’s growth.
  • The systems and frameworks Paul uses ensure that sales is the priority for him every day.
  • The Goldilocks Rule for challenging yourself at the right level to make sure that your work is neither too easy or too difficult when it comes to selling.
  • The importance of curiosity in the sales process.

Listen & Subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com

Also, if you’re interested in learning more about Startup Selling, one of the easiest ways for me to help you is to give you a (free) copy of my book called: “Startup Selling: How to Sell If You Really, Really Have To And Don’t Know How.”

Just go to www.startupselling.co and you can download your free copy right there.

 

Thanks so much for listening!

Jun 11, 2019

Today’s episode is a very special edition because it relates to my personal life and the lessons learned from it. Stephen Anderson and I take a deep dive into my most recent personal challenge – the Bryce Canyon 100-mile ultramarathon – and how the experience relates to startup life and selling.

 

Over the past five months, I’ve been training and preparing myself for the race. As a runner, a sales coach and an entrepreneur, I constantly see parallels and lessons that I feel are important to share with my team, clients and startup CEOs and Founders.

 

The race took place in Bryce Canyon in Southern Utah, and took over 30 hours to complete with more than a few obstacles and challenges along the way – elevation, weather and a challenging course.

 

It was a nervous and exciting feeling at the start, knowing that I’d put in the time and effort to get myself there.

 

It is the same when you’re starting a company – you’re excited to get started, ready to build and  grow your business, but nervous for all of the challenges ahead.

 

As a startup, there are so many obstacles on your journey and so you have to figure out ways to work through them without affecting or damaging yourself and the business to get to where you want to go.

 

This is the journey we chose. Excitement gets you started, but recognizing the reality of the journey requires emotional maturity and perseverance. It’s hard, and we know it’s going to be hard – it’s the only way to discover what we’re really capable of doing, who we really are, and what impact we can make to the people around us.

 

I also wrote a series of articles about the experience. Here are the links if you’d like to check them out:

 

1. Starting the Journey: From Excitement to Reality – Startup Lesson #1 from the Bryce Canyon 100:

 

https://salesqualia.com/starting-the-journey-from-excitement-to-reality-startup-lesson-1-from-the-bryce-canyon-100/

2. Knowing What’s Ahead Makes It Even Tougher – Startup Lesson #2 from the Bryce Canyon 100:

 

https://salesqualia.com/knowing-whats-ahead-makes-it-even-tougher-startup-lesson-2-from-the-bryce-canyon-100/

3. The Reality of the Distance: The Long F&cking Road Ahead – Startup Lesson #3 from the Bryce Canyon 100L

 

https://salesqualia.com/the-reality-of-the-distance-the-long-fcking-road-ahead-startup-lesson-3-from-the-bryce-canyon-100/

 

Listen & Subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com

 

Thanks for taking the time to listen to the Startup Selling podcast. If you are enjoying the content here, we’d love it if you would do two things, please.

 

One, leave us a review on Apple Podcasts, SoundCloud, Spotify, Stitcher or wherever you are listening to The Startup Selling Show.

 

And two, please tell a friend or ten! The best way for others to find out about The Startup Selling Show is for them to hear it from people just like you. So if you’re liking the content here, please tell a friend or ten so that we can get the word out to as many people as possible.

 

Also, if you’re interested in learning more about Startup Selling, one of the easiest ways for me to help you is to download a free copy of my book called: “Startup Selling: How to Sell If You Really, Really Have To And Don’t Know How.”

 

Just go to www.startupselling.co and you can download your free copy right there.

 

Thanks so much for listening!

Jun 4, 2019

In today's podcast, we have with us Kelly Del Curto, Director of small business and corporate sales at Lever, the applicant tracking system.

Kelly started off as a Team Lead and Account Executive and has now become the Director of Small business and Corporate Sales at Lever. She enjoy helping small businesses source and hire the best candidates in the most efficient way.  

Below are some of the topics that we discussed in today’s Podcast are:

  • Mistakes do people usually make when hiring especially when it comes to sales
  • Where are good places to source great candidates (applications, inbound, where you put out your job post, referrals, etc), and what are the values of sourcing candidates
  • Diversity in the hiring process and women in technology in the startup selling world.
  • The importance of Cultural Fit and what would be the best practices when it comes to balancing technical vs non-technical and experienced vs non-experienced candidates

This Podcast is full of great hiring strategies that would be very useful when hiring a candidate for a post.

Also, if you’re interested in learning more about Startup Selling, one of the easiest ways for me to help you is to give you a (free) copy of my book called: “Startup Selling: How to Sell If You Really, Really Have To And Don’t Know How.”

Show Links

Kelly Del Curto on LinkedIn: www.linkedin.com/in/kellydelcurto

How to balance untraditional backgrounds with a skillset to make an impact ASAP https://inside.lever.co/finding-a-company-and-community-that-celebrate-untraditional-backgrounds-in-tech-beddfe492c58

Women in Sales: https://inside.lever.co/how-to-avoid-the-horror-stories-of-being-a-woman-in-tech-sales-a59895a128d4

Lever: www.lever.co

Top Grading: www.topgrading.com

Book a Scale Session: www.salesqualia.com/scalesession

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