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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: March, 2020
Mar 31, 2020

Selling Strategies in a Volatile Market

 

  1. Don’t believe everything you think.
  2. Relationships first.
  3. There’s no such thing “All” and “Everyone”
  4. Christmas was 90 days ago…
  5. Your Prospects don’t panic-buy, so don’t panic-sell
  6. Customers buy Outcomes, and simple steps create stable outcomes.
  7. Slow is Smooth, and Smooth is Fast.
  8. Be the Mayor of your town.
  9. People will borrow certainty from the person who has the most of it in the room.
  10. Your customer is on their Hero’s Journey. If you found this useful, please Like, Comment & Share ASAP.

 

#enterprisesales #gofarther #startupsales #sales #saassales #salespipeline #salesplan #selling

Mar 17, 2020

I should be on a plane to Florida for a father-son weekend.

 

One client runs a live event every April that’s now going virtual. Other clients planned on conferences for lead gen & meetings. We run a live event in May and I’ve got a decision to make very, very soon.

 

What’s the opportunity in all of this?

 

For the one client, it’s the chance to build a whole new system of delivering value and serving her community.

 

For others, it’s a forcing function to create new lead gen systems through outbound, virtual events & podcasts.

 

For my business, it’s an opportunity for our international teams to join the event when we go virtual.

 

This morning, I made breakfast for my son and took him to school. This afternoon, I’ll pick him up from jui-jitsu and head to the skate park. 

 

In just ten years, he’ll be out on his own and I’ll be looking to plan a father-son weekend with him.

 

I’ll do a trail run on Saturday. My wife & I can do date night.

 

Right now, I’m enjoying a stellar coffee at my local shop instead of the lukewarm airplane swill.

 

Disruptions suck, but they can offer a gift. 

 

We can’t control what happens to us. We can control how we respond to it.  

 

#GoFarther #Leadership #startups

Mar 4, 2020

Elevate Yourself with a Strong Peer Group –– Startup Lessons from the Trail

 

A huge challenge in running a startup is the isolation that goes with it – building strategies, figuring out to implement them, identifying blind spots & mistakes to avoid.

 

This weekend’s trail run reminded me why we all need a strong peer group.

 

My friends Kelly & Katy invited me to join them for a run in “the Canyons” – a challenging section of the Western States 100 course. Both of them are doing this year’s race too. Kelly’s done it 3x, including two sub-24 hour finishes & Katy did it in 2014.

 

I learned all kinds of lessons I otherwise might not have learned. Small lessons –poison oak is already growing along the trail – and big lessons – the first mile of a 1500’ climb from Volcano Creek to Michigan Bluff is the worst part.

 

They pushed me to go one more mile before turning around to the car, adding an extra 10% to the day I wouldn’t have done on my own.

 

I considered the run to be a "bonus" – a jumpstart in my training, but we met at least 10 runners out there also in this year's race, including a guy who flew from Pennsylvania to check out the trail. My "extra" was just table stakes.

 

Elevate your thinking. Speed your learning. Find your peer group.

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