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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: November, 2019
Nov 26, 2019

In this episode of the Startup Selling Podcast, I interviewed Sarah Tuneberg, Co-Founder and CEO at Geospiza.

 

She leads an interdisciplinary team of problem solvers focused on developing data-driven, evidence-based solutions, models, and processes that reduce risk and enhance resilience, especially for the most vulnerable.  

 

She is passionate about harnessing data, analytics, and technology to solve complex challenges.  After more than a decade in emergency management and public health, Sarah founded Geospiza to transform the way climate risk decisions are made.   But the real reason I asked Sarah to join us on the podcast was because of the lead generation systems she’s built for Geospiza, specifically using LinkedIn and LinkedIn’s Sales Navigator tool.

 

Some of the topics that Sarah and I discussed in this episode are:

 

  • Sarah’s experience in solving Climate change issues.
  • What are some of the best practices to help you generate leads at the top of your sales funnel
  • How Sarah and her team use LinkedIn for outreach and messaging structure.
  • Sarah’s experience, challenge, and insights that she’s gained as a female founder.



 

Links & Resources

 

Sarah’s LinkedIn Profile  - www.linkedin.com/in/sarah-tuneberg

 

Geospiza company page - geospiza.us

 

Sarah’s TEDxMileHigh Talk:

“We know how to save lives in disasters - why don't we?”  www.youtube.com/watch?time_continue=1&v=zmanP8WDNwQ&feature=emb_logo

 

 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | Apple Podcasts | 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.

Nov 12, 2019

In this episode of the Startup Selling Podcast, I interviewed Oscar Santolalla, Author and Sales Engineer at Ubisecure. 

 

Oscar has spent years in product management and sales roles in the tech industry. Since 2014, Oscar has been hosting the public speaking podcast ‘Time to Shine’, in which he has interviewed more than one hundred communication professionals.

 

Oscar is a communication expert and his mission is to help technology companies present better, inspire people, and sell more. He regularly writes for international blogs and gives talks and workshops worldwide. 



Some of the topics that Oscar and I discussed in this episode are:

 

  • The different types of product demos – ranging from the trade show booth to the pre-sales call to the full-on “Big Group” demo.
  • The importance of having a different script for each product demo, with a consistent message for each one.
  • The importance of having a “main message” that focuses on a central theme for your product demos.
  • The ‘WOW’ moment in a product demo.
  • Preparation and avoiding common pitfalls that happen around product demos.









Links & Resources

 

Oscar on LinkedIn: https://www.linkedin.com/in/oscarsantolalla/

 

Oscar’s Book: Create and Deliver a Killer Product Demo: Tips and Tricks to Wow Your Customers: https://www.apress.com/us/book/9781484239537

 

Use Promo Code: KILLERPRODUCTDEMO for a 20% discount

 

Time to Shine Podcast: http://www.timetoshinepodcast.com/



Listen & subscribe to The Startup Selling Show here:

Stitcher | Apple Podcasts | 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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