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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: June, 2020
Jun 30, 2020

In this episode of the Startup Selling Podcast, I was interviewed by Joseph Fung. 

 

Joseph is the CEO of Uvaro, a tech sales career accelerator, and of Kiite, a sales enablement platform purpose-built to provide sales teams with the information they need when they need it. 

 

As a graduate of the University of Waterloo’s Computer Engineering program, Joseph is a repeat Founder & CEO with multiple successful exits. He speaks frequently on the topics of sales leadership, diversity, and corporate social responsibility. 

 

He is an active early-stage investor who ensures that the majority of his investments are into women-led companies. Joseph also sits on the boards of Communitech, the Golden Triangle Angel Network, and the Kitchener-Waterloo Symphony.

 

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

 

  • How I first got into sales 
  • My transition to product management
  • My biggest surprise in tech 
  • My journey as a sales advisor

 

Links & Resources



Kiite - kiite.ai

 

Uvaro: uvaro.com

 

Podcast: uvaro.com/podcast

 

Joseph Fung on LinkedIn: linkedin.com/in/josephfung



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.

Jun 23, 2020

In this episode of the Startup Selling Podcast, I interviewed Latane Conant.

 

Latané was instrumental in aligning sales and marketing in her previous position as CMO of Appirio, resulting in 5x more effective field marketing programs and a 300% increase in inbound leads.

 

Now as the Chief Market Officer of 6sense, Latané empowers revenue teams to compete and win in the age of account-based buying through 6sense’s solution — allowing them to uncover, prioritize, and engage with demand by uniting one common, AI-powered platform. 

 

This allows them to know everything they need to know and do anything they need to do, ultimately generating 40% more opportunities, closing deals 2x faster, and winning 2x more often. 

 

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

 

  • “The Dark Funnel” – The activity and research your buyers are doing before contacting the seller.
  • Identifying which accounts are “in-market”.
  • “New Inbound” – Get clear on the Ideal Customer Profile (ICP), the buyer’s intent, and focusing your marketing and sales effort on the account that are “in-pocket”.
  • “In-pocket” – problem aware and solution aware. 
  • The importance of demand capture versus demand gen.
  • The value card and how you create content for the different buyers.
  • The importance of using video and how you can create quick content. 
  • How to leverage AI to create an amazing customer experience.
  • The importance of orchestrating to create a positive experience for your buyer.
  • The importance of the “next best action” with your prospects.
  • Racial inequality and improvements we can all be making when it comes to diversity within our teams, customers, and community.



Links & Resources

 

Rapid Adoption. Immediate Impact: 6sense.com

 

Latane on Linkedin: www.linkedin.com/in/latane-conant

 

Manifesto for the Future of B2B Customer Engagement: 

hub.6sense.com/breakthroughplus/manifesto-for-the-future-of-b2b-customer-engagement-latane-conant-cmo-of-6sense

 

SV Academy: sv.academy

 

[book] White Fragility: Why It's So Hard for White People to Talk About Racism  www.amazon.com/White-Fragility-People-About-Racism/dp/0807047414

 

[assessment] Impact of Unconscious Bias 

trailhead.salesforce.com/content/learn/modules/workplace_equality_inclusion_challenges



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.

Jun 16, 2020

This is an uncomfortable conversation, and that's why I'm doing it. 

 

Over the past two weeks, I've been watching and supporting the anti-racism protests across the world and embarking on my own personal journey of awareness and analysis about myself, my personal life and my company on the topic of structural racism, white supremacy and anti-blackness.

 

It's been scary and revealing.

 

In this episode, I'm sharing the details of my personal analysis because my guess is that you can relate to one or many of the experiences and environments in which I've lived and worked over the past 40+ years of my life.

 

I'm sharing some personal stories about growing up in South Jersey, getting arrested, joining a college fraternity that was unabashedly racist, and my observations working in the education, real estate, mortgage, and technology industries.

 

This isn't a proclamation or a statement – it's simply my way to share ideas about my own personal analysis and action in the hope that it will contribute to you and others in your own analysis and action.

 

Please share your ideas with me as a comment wherever you're listening to the show, or by sending an email to me at scott@salesqualia.com.

 

This isn't a later problem anymore. This is a now problem that all of us need to work on together.

 

#blacklivesmatter #blacksintech #blackcommunity #startups #leadership #listening 







Links & Resources:

 

Barbara J. Love & Liberatory Consciousness: www.barbarajlove.com

 

Ericka Hines: www.everylevelleads.com

 

Rachel Rodgers & Hello Seven's Town Hall Replay: www.facebook.com/watch/live/?v=884985288645916 

 

The Anti-Racist Small Business Pledge: https://mk0hellosevencogaqta.kinstacdn.com/wp-content/uploads/2020/06/Small-Business-Pledge.pdf

 

Doing more, doing better – Overcoming the racial divide [LinkedIn post with links to people and resources: 

www.linkedin.com/pulse/doing-more-better-overcoming-racial-divide-scott-sambucci

Jun 10, 2020

In this episode of the Startup Selling Podcast, I interviewed Carson Conant.

 

Carson Conant is the CEO and Founder of Chicago-based sales enablement solution provider Mediafly.

 

Having grown up in an entrepreneurial family, Carson is no stranger to the challenges and rewards of building a company from the ground up and assembling a brilliant team to successfully execute on his vision. 

 

Under Carson’s leadership, Mediafly has been recognized as an Inc. 5000 Fastest Growing Company for five consecutive years, one of Inc.’s Best Workplaces of 2018, and a Best Place to Work by Crain’s Chicago Business. Mediafly’s software is currently leveraged by top Fortune 500 companies including PepsiCo, MillerCoors, Disney, and Goldman Sachs.

 

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

 

  • What does sales enablement mean?
  • The difference between marketing and sales content.
  • When and how to use content in your sales process.
  • The lessons from marketing and its functions in an organization.
  • When to update your content whether it is a video presentation, case study, or powerpoints.
  • When is the best time to establish a sales-enablement role in your organization? 




Links & Resources

 

Mediafly: www.mediafly.com

 

The Evolved Selling Institute: www.evolvedselling.com

 

Carson Conant on LinkedIn: ww.linkedin.com/in/carsonconant




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.

Jun 2, 2020

In this episode of the Startup Selling Podcast, I interviewed Aaron Krall.

 

Aaron Krall helps SaaS companies drive more leads, convert more users, and accelerate growth. His proven, done-for-you systems and frameworks have increased conversions, automated sales, and reduced churn for companies like Reply.io and IBM.

 

Aaron also runs the largest SaaS community in the world: SaaS Growth Hacks on Facebook. 

 

He lives in Salt Lake City with his wife, Natalie, his son, Arlo, and dog, Penny.

 

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

 

  • Self-Serve vs Sales – What are the types of products that work with a self-serve system versus the types of products that require a sale.
  • Selling vs Marketing – When & how should you be marketing and how should you be selling?
  • What makes a good marketing strategy?
  • Internal vs External Realities – How you can use your internal realities as part of your marketing strategy.
  • What are key metrics that you should be looking at in your Marketing?
  • The importance of looking at your metrics on a weekly basis and identifying the impact areas within the business.



Links & Resources

 

Aarons Linkedin profile: www.linkedin.com/in/aaronkrall

 

SaaS Growth Hacks: www.facebook.com/groups/SaaSgrowthhacking

 

Understanding Your Customer’s Desired Outcome: sixteenventures.com/customer-success-desired-outcome



People & Products mentioned:



Bench: www.bench.co

Sujan Patel: sujanpatel.com

Mailshake: www.mailshake.com

ClickFunnels: www.clickfunnels.com

Superhuman: https://superhuman.com/

Russell Brunson: www.russellbrunson.com/hi



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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