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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: May, 2020
May 27, 2020

In this episode of the Startup Selling Podcast, I interviewed CEO at Chorus, Jim Benton.

 

Jim joined Chorus.ai as CEO to bring Conversation Intelligence, the fastest-growing category in sales technology, to the masses. 

 

As a former Co-Founder of ClearSlide and CEO of Apollo, Benton’s career is defined by revenue generation and applying the voice of the customer. 

 

Chorus will continue delivering solutions to improve the consistency and quality of the customer experience, quota attainment, and shortening new-hire onboarding for high-growth teams, like those of Zoom and MongoDB.

 

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

 

  • Sales Productivity – connect rates and follow up meetings resulting from the initial conversation.
  • How many times have phrases like “COVID” come up in your conversation?
  • Tactical changes that can be made to the way that you’re operating your sales team. 
  • How the work of a salesperson has changed as we enter into this new way of selling.
  • The importance of getting clear on the problems and who the buyers are on the other side of the table.
  • The importance of bringing both sides of the executive team to the meeting.
  • The importance of authenticity. Give your team permission to be human in their conversation.
  • Jim’s experience cold-emailing Steve Jobs and how he got a deal between Ticket Master and Apple.




Links & Resources

 

Chorus.ai: www.chorus.ai

 

ClearSlide: www.clearslide.com

 

Jim Benton on LinkedIn:  www.linkedin.com/in/benton




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.

 

May 19, 2020

In this episode of the Startup Selling Podcast, I interviewed Laura Janusik.

 

Laura Janusik is a dynamic professor, trainer, researcher, speaker, and business consultant. Laura has won numerous research and teaching awards from different professional and academic associations, and she is one of the world’s leading experts in teaching and training listening.

 

All of Laura’s work is supported by the most current research, which she shares and applies in training, coaching, and consulting. Her approach to communication, both oral and written, is practical and other-centered. Her specialty areas include listening cognitions and metacognitions, healthcare, pedagogy, intercultural listening, and interpersonal communication.   

 

She is a past president of the International Listening Association, and she is published both nationally and internationally.  

 

Laura uses the ECHO Listening Profile™ in much of her work with individuals and teams. The ECHO is a scientifically validated instrument to measure an individual or team’s listening dominance. With this tool, listening blind spots are quickly identified, and Laura helps individuals and teams listen from their blind spots so that they can increase shared understanding, make sure everyone is working towards the same goal at the same time and decreases costs by reducing meeting times as well as rework.

 

 She holds a Ph.D. in Communication from the University of Maryland at College Park and an MBA from Rockhurst University in Kansas City, MO.

 

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



  • What does it mean to have a listening strategy.
  • What is the process for listening and how does the brain work.
  • The difference between listening and hearing.
  • Cognitive pieces of the brain and how does listening work.
  • How we understand the information that we hear and how do we process it from a response or no response standpoint.
  • The four listening habits – Connective, Reflective, Analytical, and Conceptual.
  • Defining and identifying which of those might be your dominant listening habit.
  • Signal that you can use to identify other people’s listening habits to understand their type of communicating.




Links & Resources



Laura Janusik on LinkedIn: www.linkedin.com/in/laurajanusikphd

 

ECHO Listening Intelligence: www.echolistening.com

 

Interested in learning more? Feel free to contact Laura at LJanusik@gmail.com for a free consultation.





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.

May 12, 2020

In this episode of the Startup Selling Podcast, I was interviewed by Business Coach and Mentor, Jason Everett.

 

Jason Everett is one of those rare individuals that have the ability to harness and leverage technology like a second nature superpower and use if for online teaching, training, and education. 

 

As the founder of several successful international digital training and technology companies, he is a powerhouse of information and can pack weeks worth of technology learning into an easily digestible short format class that makes learning it a pleasure.

 

 He breaks things down into simple to implement an easy step by step approach no matter what level of “tech nerd” you are. He’s has generated millions in sales as a result of his videos and courses and has been asked to speak in Japan, Peru, Paris, Egypt and countless other counties to share his passion for digital education.

 

 He has always been a pioneer and out-front leader in the virtual and real-world of all things digital.

 

If you are looking to upskill your team or kick your tech-knowledge to the next level then bring in Jason to share his knowledge and passion – he will leave you feeling charged up and ready to take on this new world over video. 



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



  • The idea that everyone is running their own Ultra Marathon right now – and it’s a race without a finish line in sight. 
  • Hair Salon Owners doing virtual consults, doorstep beauty kit drop-offs & give-yourself-a-haircut videos. 
  • Making 10 calls every day to the books as a Hair Salon Owner.
  • Action. Ownership. Leadership.



Links & Resources

 

Jason Everett: www.linkedin.com/in/jasoneverett

 

High Performance Salon: www.facebook.com/highperformancesalon




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.

May 5, 2020

In this episode of the Startup Selling Podcast, I interviewed best-selling author, and coach, Brian Robinson.

 

Brian Robinson is a sales and marketing expert, best-selling author, and coach. He has worked for some of the best-known companies in the world, including Coca-Cola USA and Johnson & Johnson.

 

Upon leaving his corporate career, he helped launch a successful startup where he was the first person in the history of the industry to sell more than one million dollars in business in twelve months—entirely by phone.

 

He has over two decades of in-the-trenches, battle-tested, face-to-face, and phone-presentation experience that can benefit virtually anyone, from Fortune 500 companies to entrepreneurial ventures.

 

Brian is the author of the Amazon #1 Best-Seller, THE SELLING FORMULA: 5 Steps for Instant Sales Improvement.

 

Brian and his wife Cindy reside in the Oklahoma City area and have eight children - which could be the topic of an entire podcast in and of itself!

 

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



  • THE SELLING FORMULA: 5 Steps for Instant Sales Improvement: Connect, Interview, Present, Share, and Close.
  • The “Why” behind each of the five steps.
  • The importance of having a pre-built list of questions in your sales calls.
  •  The importance of using fact-finding and emotional types of questions in your sales call.
  • Why is it necessary to set the agenda for every meeting? 
  • Interview as if you are a reporter.
  • Pricing strategies and ways to share your price.
  • The importance of including and creating a guarantee with your products and presenting it early in your sales process.




Links & Resources

 

The Selling Formula (audio): brianrobinsonbook.com/free-audio-download

 

The Selling Formula: thesellingformula.com

 

Brian Robinson: linkedin.com/in/brianwrobinson

 

Calfussman: www.calfussman.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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