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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: July, 2019
Jul 30, 2019

In this episode of the Startup Selling Podcast, I had the privilege of sitting down with another guest from Lever, his name is Erik Bulichi. Erik is currently a Senior Sales Manager for the corporate segment at Lever, a modern applicant tracking system company. 

 

Erik started his tech sales career at 8x8, a cloud communications and customer engagement solutions provider located in Santa Clara, California. From there, he found himself at a small startup called DemandForce. 

 

Erik held a few different leadership roles and exited three years after Intuit acquired the company. Then he found himself back in the startup world, this time it was in the head of sales capacity at Zozi, a booking and resource management solution in the tour and activity space. 

 

Some of the topics that we discussed in today’s podcast are:

 

  • How Erik and his team build their sales process. 

 

  • “The Buyer’s Journey” - how do we truly create empathy around their situations or problems.

 

  • Marketing qualified leads (MQL) versus sales qualified lead (SQL).

 

  • What constitutes a sales qualified lead.

 

  • How Erik and his team implemented ‘APV’ (always provide value) in their sales process.

 

  • The difference between inbound leads and outbound leads and how to handle them. 

 

 

Links and Resources:

 

Erik Bulichi: http://bit.ly/2GxbSpr

Lever: www.lever.co

 

 

 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com

 

Plus, whenever you’re ready, here are 3 ways I can help you grow your startup…

  1. Grab a free copy of my book

It explains the core selling strategies that EVERY startup needs to sell, if you really, really have to and don’t know how…  Click Here

  1. Join me on my monthly LIVE Sales Q&A

Every month, I tackle YOUR sales questions on anything and everything sales – Prospecting, Pipeline, Sales Metrics, Buyer Behavior and more…Click here to save your spot and send me your toughest sales question.

  1. Work with me and my team privately

If you’d like to work directly with me to take your company from Start Up to Ramp Up to Scale Up, just reply to this message, put “Private” in the subject line, and tell me a little about your business and what you’d like to work on together, and I’ll get you the details! 

Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

Jul 25, 2019

In this episode of the Startup Selling Podcast, I had the privilege of sitting down with Jonathan Soares.

 

Jonathan is the founder and CEO of Agency Labs, a powerful and trusted engineering partner that collaborates exclusively with leading digital, creative and ad agency teams globally.

 

He and his team have delivered more than 600 projects for IBM, Nestlé, eBay, and more, helping some of the world’s leading in-house teams and agencies achieve peace of mind in every aspect of technical production.

 

Some of the topics that we discussed in today’s podcast are:

 

  • Collaboration versus competition with companies, whether the competition is direct or indirect.

 

  • The idea of being honest and compassionate with your customer's needs.

 

  • Vision versus purpose - balancing where you want to go with your company and what actions can be taken on a day to day basis to reach your goal.

 

  • Practical tips to step away from spreadsheets and growth goals and to become more human when building your business.

 

  • The idea of ‘being human’ when it comes to managing your company as a founder and CEO.



Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com

 

Plus, whenever you’re ready, here are 3 ways I can help you grow your startup…

  1. Grab a free copy of my book

It explains the core selling strategies that EVERY startup needs to sell, if you really, really have to and don’t know how…  Click Here

 

  1. Join me on my monthly LIVE Sales Q&A

 

Every month, I tackle YOUR sales questions on anything and everything sales – Prospecting, Pipeline, Sales Metrics, Buyer Behavior and more…Click here to save your spot and send me your toughest sales question.

 

  1. Work with me and my team privately

 

If you’d like to work directly with me to take your company from Start Up to Ramp Up to Scale Up, just reply to this message, put “Private” in the subject line, and tell me a little about your business and what you’d like to work on together, and I’ll get you the details! 

Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

Jul 15, 2019

In this episode of the Startup Selling Podcast, I sat down with Alex Berman. Alex is the chairman and founder of a marketing and lead generation agency called X27. 

 

Alex is responsible for generating millions in B2B sales for his clients over the course of his career. He also creates weekly YouTube videos to help agency owners grow their businesses and bring in more revenue teaching them how to optimize B2B sales cycles and put inbound marketing strategies in place.

 

He’s also a former director of marketing at the 60-person, three-time INC 5000 agency in NYC and a YEC member.

 



Some of the topics that we discussed in today’s podcast are:

 

  • Creating emails that will get you a meeting with top Fortune 500 executives.

 

  • How to craft a good email from subject line to closing, and how to iterate until you get it right.

 

  • Alex’s use of YouTube for lead gen in his own business.

 

  • The 3% Rule - Why you shouldn’t edit your marketing copy or the email template you’ve written. 

 

  • The differences between sales and marketing and why they should be separated in a company.



Links & Resources Mentioned In This Episode:

 



Listen & Subscribe to The Startup Selling Show Here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com

 

As a Startup, if you’re interested in how to solve a problem, how to build a product, and most importantly, how to impact your customers and change your industry, feel free to grab a copy of my recently released book called: “Stop Hustling, Start Scaling: Ramp Up Your Startup’s Repeatable Revenue with The Q Framework”

 

And, 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 copyright there.



Thanks so much for listening!

Jul 9, 2019

Social Selling Strategies Using LinkedIn, Video & More: An Interview with Autoklose CEO Shawn Finder

 

In today’s guest episode I had the privilege of sitting down with CEO and Founder Shawn Finder as we discussed the topic “Social Selling Strategies Using LinkedIn, Video & More.”  

 

Shawn is the CEO and Founder of Autoklose; the first sales email automation platform powered by machine learning. Their searchable database is jam-packed with millions of verified B2B leads. Pick a niche, generate a targeted list, turn autopilot mode on, and you’re done. You don’t have to make cold calls or deal with a gatekeeper anymore. 

 

In addition, Autoklose is a well-rounded outbound sales platform featuring an automated lead generation software, email drip campaign management tool, and different CRM integrations. 

 

Some of the topics that we discussed in today’s podcast are:

 

  • Shawn’s background and how he made the transition from finance to sales. 

 

  • How to use social media as part of your outbound outreach and campaigns - specifically LinkedIn

 

  • Content development - How to get more likes, comments, shares, and reviews.

 

  • The importance of being the “Brand” and using the different networks even before using the new automated platforms.

 

  • The right way to use LinkedIn to build your network - starting from sending an invite to interacting with the prospect.

 

  • When the best time to post on your social network is when you have a super busy schedule.

 

  • New and improved software tools and features to promote your business on LinkedIn.



There you have it. Thanks for listening. 





Links & Resources

 

Find Shawn Finder on LinkedIn: www.linkedin.com/in/shawnfinder

 

Autoklose: autoklose.com

 

LinkedIn Live on TechCrunch: techcrunch.com/2019/02/11/linkedin-debuts-linkedin-live-a-new-live-video-broadcast-service

 

Meet Leonard: meetleonard.com

 

Automate your work on LinkedIn with Linked Helper: linkedhelper.com







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.”  https://www.startupselling.co

 

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



As a Startup, if you’re interested in how to solve a problem, how to build a product, and most importantly, how to impact your customers and change your industry feel free to grab a copy of my recently released book called: “Stop Hustling, Start Scaling: Ramp Up Your Startup’s Repeatable Revenue with The Q Framework”

 

Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

Jul 2, 2019

We have a first in today’s episode! It’s our first returning guest. Joining me on the show today is Marylou Tyler. 

 

Marylou is the founder of Strategic Pipeline, a Fortune 1000 sales process improvement consulting group. Her client roster includes prestigious companies such as Apple, Bose, AMA, Talend, CIBC, Gartner, Prudential, UPS, Logitech, Orkin, AAA and Mastercard.

 

Marylou is also an author and a contributor of two #1 bestselling books – “Predictable Revenue” and “Predictable Prospecting.” Both books have sold over 60,000 copies worldwide.

 

She specializes in optimizing top-of-funnel sales process and implementing predictable new sales opportunity models. Her approach walks clients through a 7-point outreach framework that is part behavioral, part predictive and part creative, which when combined together, yields a persuasive storytelling process for sales outreach.

 

Here are the highlights of the topics that we covered in today’s episode:

 

  • The Yellow Brick Road Matrix – Selling new products vs. existing products and selling to new clients vs. existing clients.
  • Becoming a pleasant and reliable machine as a salesperson, entrepreneur and founder. 
  • The five (5) levels of a prospect perception of a problem - starting from “unaware” and going to “extremely aware.”
  • The Engagement Pyramid – a process for lead-scoring that shows what to offer your sales leads as the next step in your sales process.
  • The importance of disqualifying potential customers that might not be ready to take action with you, and discover the ones that are ready to take action. 
  • The Importance of Storytelling in your Sales and the five (5) steps of the story arc.




Show Notes

 

Marylou Tyler:

 

Robert Cialdini:

 

Nancy Duarte:

 

Chet Holmes

 

Twila Tharp’s book, “The Creative Habit” – www.amazon.com/Creative-Habit-Learn-Use-Life/dp/0743235274





Listen & Subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com

 

Make sure to grab your free copy of my book – “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 a free PDF version of the book.



Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

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