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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: October, 2020
Oct 27, 2020

In this episode of the Startup Selling Podcast, I was interviewed by Scott Cowley.

 

Scott Cowley began selling at 15 and has helped industries ranging from Healthcare to Fintech to Event Management. Scott has personally closed deals on every inhabited continent (if you can help him with the only uninhabited continent, Antarctica, please reach out) and led teams selling in multiple languages. 



He is the founder of The Sales Mastermind, a business serving founders who sell but aren’t “sales” people with consulting, coaching, and community.



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



  • What is it that most founders don’t know about sales?
  • How sales is a process and how it works. 
  • Why should you never think about sales as “closing the sale”.
  • Implementation in the sales process.
  • How to avoid proposals?
  • How to lead the sale?
  • Mistakes that founders make when it comes to building up their sales process. 
  • When and how to find repeatability in your sales process so you can hire and grow your sales team.
  • Why should sales be 6 months ahead of the product?



Link & Resources:

 

Scott Cowley on LinkedIn: www.linkedin.com/in/scottcowleyau

The Sales Mastermind: www.thesalesmastermind.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

Oct 20, 2020

In this episode of the Startup Selling Podcast, I interviewed Ethan Beute.

 

As the Chief Evangelist at BombBomb, coauthor of Rehumanize Your Business, and host of The Customer Experience Podcast, Ethan has collected and shared people’s video success stories in a variety of formats for a decade. He’s even sent 10,000 videos himself. 

 

Prior to joining BombBomb, he spent a dozen years leading marketing teams inside local television stations in Chicago, Grand Rapids, and Colorado Springs. 

 

He holds undergraduate and graduates degrees from the University of Michigan and UCCS in communication, psychology, and marketing.

 

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

 

  • How to rehumanize your sales process?
  • What does it mean to be more human?
  • How do we use videos as a tool kit?
  • How video allows you to be more empathetic and curious in a way that email cannot do. 
  • Being seen and heard by using videos
  • The paradox of vulnerability
  • The psychology of proximity
  • Social reciprocity
  • Commodified products 
  • Video creates irrational buyer forces

 

Link & Resources:

Ethan Beute LinkedIn: linkedin.com/in/ethanbeute

BombBomb Website:   bombbomb.com

BombBomb on LinkedIn: www.linkedin.com/company/bombbomb

Rehumainze Your Business by Ethan Beute: bombbomb.com/book

 

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.

 

Oct 13, 2020

In this episode of the Startup Selling Podcast, I interviewed Andy Paul.

 

Andy has written two award-winning sales books, Zero-Time Selling and Amp Up Your Sales, is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. He has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub, and more, making him one of the leading voices in the sales industry today. 

 

With more than 175,000 followers on LinkedIn, Andy is a highly sought-after speaker and sales sage who has made it his life's work to bring you strategies and insights that enable you to generate more wins and massive value. 

 

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

 

Topics & Key Words:

 

  • The importance of relationships in Sales
  • Courage
  • Sales Manager vs Sales Coach
  • Misallocation of Attention
  • Productivity Growth: https://www.bls.gov/lpc/prodybar.htm
  • Returns of Time Invested
  • Parado

 

 

 

Link & Resources:

 

 

Andy Paul on LinkedIn: www.linkedin.com/in/realandypaul

Andy Paul: Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions: amzn.to/30IxUQ0

 

Sales Enablement Podcast with Andy Paul: 

www.ringdna.com/sales-enablement-podcast-with-andy-paul

 

Herbert Simon: Bounded Rationality: amzn.to/33IYeeK

 

Herbert Simon: Administrative Behavior:amzn.to/2Gv112x

 

Paradox of Choice: amzn.to/33IROwd

 

Peak-end Rule: en.wikipedia.org/wiki/Peak%E2%80%93end_rule

 

New B2B Buying Journey & its Implication for Sales:

www.gartner.com/en/sales/insights/b2b-buying-journey

 

The Identification of Solution Ideas during Organizational Decision Making:

www.jstor.org/stable/2632813

 

Meet Liverpool's secret weapon: throw-in coach Thomas Grønnemark: es.pn/3nE9qBx

 

Zero-Time Selling: 10 Essential Steps To Accelerate Every Company's Sales: amzn.to/3nvfZpD

 

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.

 

Oct 6, 2020

As soon as you begin to think that there's a good time or a bad time, you've lost it. Your prospects are out there, every day on different channels. Find them and talk to them.

 

When I was at Blend, Sunday afternoons were my best day. Why? Because the executives I was targeting were catching up on email and messages from their home office.

 

When I sold textbooks 25 years ago, I'd walk the university hallways into the late afternoon to find that one professor in the office.

 

Today, running SalesQualia, our future customers are startup founders. It's Friday at 5:16pm and we just booked two meetings for next week from LinkedIn chat messages.

 

Prospecting is a mindset – either you believe in your bones that your customers want to hear from you because you solve an important problem, or you're just going through the motions.

 

Make it happen for yourself.

 

Check out the LinkedIn Live here: https://www.linkedin.com/posts/scottsambucci_whens-the-best-time-to-do-your-prospecting-activity-6710340824145702912-kPzm

 

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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