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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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Startup Selling: Talking Sales with Scott Sambucci
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Now displaying: September, 2020
Sep 29, 2020

Every day feels like a race when you're growing your startup.

 

But do you have a system in place to get better along the way between those races – to build your strengths, to improve where you need?

 

For me, "getting out to the garage" means committing time and effort everyday, no matter what, to get better.

 

Where's your garage?

 

Check out the LinkedIn Live here:

 

www.linkedin.com/video/live/urn:li:ugcPost:6701843992394440704

 

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.

 

Sep 22, 2020

In this episode of the Startup Selling Podcast, I interviewed Nick Casale.

 

Nick is the Director of Sales at Sendoso, the leading Sending Platform, where he’s responsible for the mid-market and enterprise sales teams. As the third employee and first sales hire, Nick built Sendoso’s sales process from the ground up before stepping into management to focus on scaling the sales organization. 

 

Nick is passionate about empowering sales reps to rise above the digital noise and connect with prospects and customers on a human level. Prior to Sendoso, Nick was an early sales hire at Talkdesk.

 

Some of the topics that we discussed in this episode are:

 

  • The difference between implies versus actual ROI.
  • How to track the results from sending a physical object?
  • The three specific areas in your sales funnel where you could be using physical impressions. These are: 
    1. At the start of your sale “engagement” stage
    2. Using it mid-funnel as a way to build rapport to pull a deal from early, to middle, to late stage.
    3. At the end of the sales funnel “close to conversion”.
  • What are some gifts/objects that you could be sending?
  • How gifts can help you with building a relationship and in your conversion rate. 
  • Nick’s experience as an early-stage company leader and moving from Account Executives to Director role. 

 

 

Link & Resources:

 

Sendoso: sendoso.com

 Nick on LinkedIn: www.linkedin.com/in/casalenick

 

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.

Sep 15, 2020

In this episode of the Startup Selling Podcast, I interviewed Anthony Garcia.

 

Anthony is an expert in sales training, recruiting, goal achievement, and motivating salespeople to peak performance. He created his 1st business and built a team of over 100 sales reps at the age of 22 and has gone on to coach and mentor hundreds of top-performing sales professionals whose accolades have been national rep of the year, rookie of the year, and hall of fame. 

 

As an 18-year veteran of sales, Anthony has achieved top accolades in direct sales, B2B, and medical sales.  In his previous roles, he has trained and developed sales teams for Cutco Cutlery and Paychex.  His experiences have included managing teams of highly compensating sales professionals, facilitating international training programs, and launching products in new and emerging markets.

 

 As the author of the International Best-Selling book “Catapulting Commissions”, he provides strategies to get into the mental game of selling. Anthony has delivered numerous keynotes focusing on complacent sales syndrome, goal achievement, and S.M.A.R.T.E.R. goal setting.

He is also the host of the Catapulting Commissions podcast where he discusses the complacency that robs people of their full potential and interviews some of the world’s top sales performers and entrepreneurs.

 

His thoughts and opinions have been featured in Forbes, CNBC, FOX, and CBS.  

 

Some of the topics that we discussed in this episode are:

 

  • The importance of identifying limits.
  • The limitations that we have and could be preventing us from hitting your next phase of growth.
  • “Crossing the Redline” when selling your product.
  • The complacent sales syndrome and how it’s robbing your growth. 
  • How can you become a “dream manager” so that you can understand your team?
  • How do you help push your team to get to the outcome they want to achieve?
  • Catapulting Commissions and understanding how to get to the next big outcome.
  • The power circle of influence (people that support you). 
  • How do you eliminate doubt?
  • The importance of getting clarity with you and the people around you. 

 

 

Link & Resources:

 

Website: anthonypgarcia.com

 

Anthony on LinkedIn: www.linkedin.com/in/anthonypgarcia99

 

Catapulting Commissions by Anthony Garcia: www.catapultingcommissions.com/free-book-page1593218776016

 

 

Book: Dream Manager Matthew Kelly: amzn.to/3hA0IzD

 

 

 

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.

Sep 10, 2020

In this episode of the Startup Selling Podcast, I interviewed Doug Sandler.

 

Doug has over 30 years of business experience as an entrepreneur and leader. His book, Nice Guys Finish First is a #1 ranked Amazon Best Seller.  As podcast host of The Nice Guys on Business Podcast, Doug has interviewed Gary Vaynerchuk, Arianna Huffington from HuffPost, Dan Harris from Good Morning America, Ron Klain, White House Chief of Staff, and dozens of celebs. 

 

Doug specializes in teaching others the "how-to's" of building relationships and strengthening connections. He is a nationally recognized speaker and writer.  

 

Some of the topics that we discussed in this episode are:

 

  • The importance of using podcasts as a way to influence and create community.
  • The virtues of podcasting and how you could be using it in your market.
  • The importance of having a specific market niche and how it can be helpful for your audience.
  • Ford Mustang Podcast by Doug Sandler and how his message educates people.
  • What are some ways to start your own podcast?
  • How do you go from idea to implementation?

 

 

Link & Resources:

 

Doug Sandler on LinkedIn:www.linkedin.com/in/doug-sandler-1a346649

Nice Guys on Business Podcast: www.niceguysonbusiness.com

TurnKey Podcast: www.turnkeypodcast.com/toolkit

Nice Guys Finish First by Doug Sandler: amzn.to/2Z0jQAs

 

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.

Sep 8, 2020

In this episode of the Startup Selling Podcast, I interviewed Doug Sandler.

 

Doug has over 30 years of business experience as an entrepreneur and leader. His book, Nice Guys Finish First is a #1 ranked Amazon Best Seller.  As podcast host of The Nice Guys on Business Podcast, Doug has interviewed Gary Vaynerchuk, Arianna Huffington from HuffPost, Dan Harris from Good Morning America, Ron Klain, White House Chief of Staff, and dozens of celebs. 

 

Doug specializes in teaching others the "how-to's" of building relationships and strengthening connections. He is a nationally recognized speaker and writer.  

 

Some of the topics that we discussed in this episode are:

 

  • Book: Nice Guys Finish First by Doug Sandler.
  • How does being a nice person help you with sales?
  • The importance of putting people over products whenever you’re selling.
  • The importance of putting your clients over technology.
  • Accepting the reality of the numbers when you’re selling and getting rid of the “Head-trash”. 
  • The core tenants for making you a nice guy. 
  • Focusing on your customers and being honest with them. 

 

 

 

 

 

Link & Resources:

 

Doug Sandler on LinkedIn:www.linkedin.com/in/doug-sandler-1a346649

 

Nice Guys on Business Podcast: www.niceguysonbusiness.com

 

TurnKey Podcast: www.turnkeypodcast.com/toolkit

 

Nice Guys Finish First by Doug Sandler: amzn.to/2Z0jQAs

 

 

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.

Sep 1, 2020

Blend officially reached unicorn status this week, with the announcement of their Series F – now valued at $1.7 billion.

 

These announcements lead to a bunch of messages and questions –

 

What was it like starting the sales process as the first head of sales?

 

Where did we find our first customers?

 

How did you get on the path to unicorn status in the early days?

 

So... I decided to kick-off my LinkedIn Live account by sharing 4 key factors that made a huge difference in getting from 0 to 1 at Blend.

 

Check out the LinkedIn Live here: https://www.linkedin.com/video/live/urn:li:ugcPost:6699690106762092545/

 

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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