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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: September, 2019
Sep 17, 2019

Leah is a Customer Success pioneer with almost two decades of experience.

 

After successfully starting and growing Customer Success teams for over 8 successful startups, Leah decided to go out on her own and join BetterGrowth as a Founding Partner. BetterGrowth is an agency that focuses on in-house talent for SAAS companies around the world.

 

BetterGrowth's core offerings include a model where they hire, train, and employee Customer Support agents, sales agents, and recruiters in their Portland office.

 

 In just over 7 months BetterGrowth has grown its Portland Oregon team to over 15 full-time employees focused on servicing some of the world's top technology companies. 

 

Some of the topics that we discussed in this podcast are:



  • Defining what is ‘Customer Success’ from the buyer's point of view.

 

  • The importance of being an investigative reporter as part of your customer success work.

 

  • Getting clear about your known outliers and challenges when creating your implementation plan.

 

  • The importance of setting up a clear cadence with your new customers.

 

  • The ‘80/20 rule’ - the biggest kryptonite in customer success.

 

  • Who runs the quarterly business reviews.

 

  • Conversation programs for customer success for upsells and renewals.

 

  • The ‘triple-A’ scorecard for your customer success team.

 

  • Leah’s dedication and active work around diversity and inclusion around the LGBT community.




Links & Resources

 

BetterGrowth: www.bettergrowth.co

 

Leah Chancy on LinkedIn: www.linkedin.com/in/leahchaney

 

Thanks for the rainbow logo... but let's do better.

www.linkedin.com/pulse/thanks-rainbow-logo-lets-do-better-leah-chaney




Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com

 

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.

Sep 11, 2019

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

 

Dan is a serial entrepreneur having built several multi-million dollar technology companies starting at the age of 17. He's also an award-winning angel investor, having invested in 35+ companies like Intercom, Udemy, Hootsuite, and Unbounce.

 

Today he's an executive coach focused exclusively on B2B SaaS working with the founders from ClickFunnels.com, Proposify.com, Carrot.com, and many others to help scale their businesses. He splits his time between Canada (where he grew up), and San Diego with his wife Renee and two boys.

 

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

 

  • Why Dan calls himself “The Chief Instigator”
  • The mindset of thinking in decades – and why you should make decisions based on what you would want to be doing in the next ten years from now.
  • The strategic mindset you need to take as a start-up founder.
  • The importance of learning from the mistakes from other people make so you don’t have to make them.
  • The idea of either fixing the track or the vehicle that you’re on or jump on a new one.
  • The “Front Page” rule and the pain of indecision.
  • The importance of building an achievement list for yourself to help you build confidence in yourself.
  • Understanding why issues in your business are a reflection of your personal life.
  • The challenges entrepreneurs face by not trusting themselves to take action.
  • Dan’s story as an at-risk youth. 

 

Links & Resources

 

Facebook Personal Page: hwww.facebook.com/profile.php?id=829175116

Facebook Business Page: www.facebook.com/Danmartell

Instagram: www.instagram.com/danmartell

YouTube: www.youtube.com/user/danvmartell

 

 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com

 

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.

Sep 3, 2019

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

 

John currently leads North American Sales at Amplitude Analytics where he helps their customers leverage customer data to build the best product experiences possible.

 

 He has built sales teams at Enterprise B2B SaaS companies ranging in size from 8 to 500 employees for the past 10 years. He loves helping teams scale and figure out how to go from initial sales success to a team full of successful salespeople. 

 

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

 

  • Finding the ‘sweet-spot’ for hiring.

 

  • The biggest mistakes that startups make when hiring their first sales team members.

 

  • When is the right time to hire a sales team at a startup?

 

  • Signals to tell you when to hire and bring in a new salesperson to the team.

 

  • The “Whiteboard problem”

 

  • How and where to find perfect recruits.

 

Links & Resources

 

John Messina on LinkedIn: www.linkedin.com/in/jomessina

 

Amplitude: amplitude.com

 

 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com

 

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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