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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: July, 2020
Jul 28, 2020

In this episode of the Startup Selling Podcast, I interviewed Ernest Owusu.

 

As the Sr. Director of Sales Development at 6sense, Ernest leverages his passion for helping others succeed as well as his insights from the field to foster a winning team. With previous experience as an NFL athlete, Ernest thrives in team environments full of high collaboration and healthy competition.

 

Outside of the office, you’ll find him tackling the industry’s diversity problem by mentoring and empowering under-represented people so they can confidently grow their careers.

 

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

  • Ernest’s background as an NFL athlete.
  • How to research and how to hire?
  • What to look for in your SDR hire?
  • How does it work being an SDR manager?
  • What to look for and what are some lead indicators when hiring?
  • Strategy Adjustments: What to do when you see a dip (things that worked in the past but no longer do)?
  • How do you make strategy adjustments when you have dips?
  • How Ernest runs his sales meeting with his team. 

Link & Resources:

 

6sense: 6sense.com

In-Market Demand Report: bit.ly/3f05XY8

Ernest Owusu on LinkedIn: www.linkedin.com/in/ernestowusu

Jeb Blount, Fanatical Prospecting: amzn.to/3fZhM2g

Trish Bertuzzi,  The Sales Development Playbook: amzn.to/2OW0rLO

Jeremey Donovan, Leading Sales Development: amzn.to/3fTVlLM

 

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.

Jul 21, 2020

In this episode of the Startup Selling Podcast, I interviewed Doll Avant.

 

Doll, Founder and CEO of Aquagenuity, is an award-winning inventor & data scientist, a graduate of Harvard University, & TEDx speaker, honored on Google’s home page with the global designation of “Google's Woman of Water” for creating the “world’s largest water database.”

 

She has been featured by the New York Times, SoftBank, BMW, Coca-Cola, Forbes, WIRED magazine, and on the homepage of Google for making it easy for any citizen to safely answer the question: “What’s In Your Water?”

 

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

 

  • The transition from being a data scientist to becoming an entrepreneur.
  • The known data collection challenges that Doll had.
  • How to make the data useful to test the quality of your water.
  • The unknown challenges in her journey with Aquagenuity. 
  • Doll’s experience as a Black entrepreneur.
  • The ability to tell a story and transfer enthusiasm. 
  • Becoming a TEDx speaker. 



Link & Resources: 

 

Aquagenuity: aquagenuity.com

 

Doll Avant on LinkedIn: www.linkedin.com/in/dollavant

 

Check your AquaScore for free at myAquaScore.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.

Jul 14, 2020

In this episode of the Startup Selling Podcast, I was interviewed by Adam Springer. 

 

Adam has been the first salesperson for three startups, successfully growing to $1 Million ARR in under a year then scaling it out to $5 million.

 

He specializes in B2B complex sales and has helped over 100 companies create sales systems to get to and above $5 million in revenue.

 

Adam hosts the Startup Sales podcast which speaks with Founders, VC’s globally to create actionable insights for creating early-stage sales processes.

 

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

 

  • Where to start if you’re an early-stage sales team?
  • How and where to look for your first 10-paying customers?
  • 2/2 metrics – Friction and Value: How many values can you add to a target customer and how many frictions it takes to implement your solution.
  • When to hire your first salesperson?
  • What are the biggest mistakes that Startups make when hiring?
  • What are the problems when you’re hiring Mr. & Mrs. Rolodex? 




Links & Resources

 

Startup Sales: startupsales.io

 

Adam Springer on LinkedIn: www.linkedin.com/in/b2b-startup-sales-expert



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.

Jul 7, 2020

GROW. Because that’s what your competitors are doing.

 

Over these past 6 weeks, I’ve coached and talked with over 100 B2B #startups across the health care, retail, manufacturing, construction, and financial sectors about their sales and selling strategy.

 

“Selling to hospitals is impossible…”

 

Two of our clients have signed 5- and 6-figure contracts in the past two weeks.

 

“Retail is dying.”

 

One client is on-boarding 7 new customers in the next 2 months. Two more teams selling to large-scale retailers joined our program because of the opportunities they're seeing.

 

“Manufacturers are getting hammered.”

 

Two teams have added customers, including a Fortune 500, to help with production systems and payments.

 

“I’ve got to cut back my sales team.”

 

One client just hired a salesperson to take over an entire customer segment and another has reps hitting 150% of quota.

 

These teams are no different than any other startup in this market, except for one thing…

 

They made the decision to #grow – to resist “ride it out" as a strategy.

 

The global economy is $80+ trillion. Your market NEEDS you now more than ever. Find them & help them.



#growth #startupselling

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