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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: December, 2019
Dec 18, 2019

In this episode of the Startup Selling Podcast, I interviewed former CEO of Osmo Systems, Zach Stein.

 

Zach is an entrepreneur living in Oakland, California. He was previously the CEO of Osmo Systems, a hardware startup building AI-driven solutions for aquaculture (fish and shrimp farms), and now he and his co-founder are working to launch a new project that focuses on combatting climate change.

 

I first met Zach through the Highway1 Accelerator Program – he was a participant and I was one of his mentors.  About a year later when Zach and his team were starting their go-to-market work, he became a client in our Startup Selling Coaching Program.



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

  • His journey as an entrepreneur and what led him to work on environmental challenges.
  • Decision-making processes based on identifying a lack of clarity, weaknesses, and pain in the business operations.
  • Using “Name it to Tame It” – a psychological process to articulate a problem and identify potential solutions.
  • How to use questions to orient a decision-making process.
  • Creating a clear set of rules for your team focus and daily activities.
  • “Say it out loud” – sharing your idea with your team and have them reflect what you just said to their understanding. This creates clarity to prevent ambiguity.
  • How can rulemaking allow you to avoid decision-making fatigue. 

 

 

Links and resources:

Highway1 Hardware Accelerator Program: highway1.io

 

[book] Principles: Life and Work by Ray Dalio

 www.amazon.com/Principles-Life-Work-Ray-Dalio/dp/1501124021

 

[book] The Five Dysfunctions of a Team: An Illustrated Leadership Fable

by Patrick Lencioni www.amazon.com/dp/0787960756

 

[book] The Advantage: Why Organizational Health Trumps Everything Else In Business by Patrick Lencioni

www.amazon.com/Advantage-Organizational-Health-Everything-Business/dp/0470941529

 

Daniel J. Siegel, neuropsychiatrist & developer of “Name it to Tame It.” 

[book] The Whole-Brain Child

 www.drdansiegel.com/books/the_whole_brain_child/2

 

[Blog post] An Entrepreneur’s Lessons Learned

 scottsambucci.blogspot.com/2008/08/lessons-learned-confessions-of.html

 

 

 

 

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.

Dec 10, 2019

In this episode of the Startup Selling Podcast, I interviewed keynote speaker, sales coach, and author, David J.P. Fisher.

 

David is a speaker, coach, and author of nine books including the best-selling ‘Hyper-Connected Selling’ and ‘Networking in the 21st Century: Why Your Network Sucks and What to Do About It’.

 

With more than  20 years of experience as an entrepreneur and as a sales professional, he combines nuanced strategy and real-world tactics to help professionals become more effective, efficient, and happy.

 

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

  • David’s book of haikus and his participation in Slam Poetry in Chicago.
  • The importance of building trust and relationships with your prospects and customers.
  • David’s concept of being a ‘‘Sales Sherpa’’ and why is it important to bring your customers through their journey and use information that they already have to understand what it means to their company.
  • Why your product demo is not destinations in your sales process – it is the place to provide credibility of your promise.
  • The Edelmen Trust Barometer - The value of relationships and how trust is a spectrum.
  • Tactical tips for using LinkedIn for your networking and trust-building

 

Links & Resources

The Edelmen Trust Barometer: www.edelman.com/trust-barometer

 

David on LinkedIn: www.linkedin.com/in/iamdfish

 

Download a Free Copy of"19 Ways to Immediately Skyrocket your Sales Network” here: davidjpfisher.com/podcast/startup

 

About Slam Poetry on Wikipedia: en.wikipedia.org/wiki/Poetry_slam

 

David’s books on Amazon:

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