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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: November, 2020
Nov 24, 2020

Just because a lead requests a demo, doesn't mean they get a demo.  They have to deserve it.

 

And it's your job to qualify every lead. 

 

You wouldn't you walk into a doctor's office and say – "Show me your medicines."

 

Diagnosing your problem a necessary step before that doctor would know if or how they could help.

 

Your sales leads are no different. You have to qualify them to know if or how you can help them.

 

If you don't, you'll end up playing a game "Demo-Proposal-Chase" with every prospect.

 

When you do qualify your leads, when you know their critical business issue, and when you can show them how you can solve their problem, you'll get more CLARITY, CONTROL & CONFIDENCE in your sales process.

 

That's why Lead Qualification is one of the 9 Sales Accelerators - it'll help you move faster with the right leads, and avoid wasting days or weeks or months with the wrong leads.

 

Check out the LinkedIn Live here:

www.linkedin.com/video/live/urn:li:ugcPost:6717121319198093312

Listen & subscribe to The Startup Selling Show here:

Deezer | Amazon | Stitcher | Spotify | iTunes| Soundcloud | SalesQualia

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.

Nov 17, 2020

In this episode of the Startup Selling Podcast, I interviewed Todd Caponi.

 

Todd is the author of the 3x best-book-award-winning, The Transparency Sale, a speaker & workshop leader as Founder & CEO of Sales Melon LLC, and the Managing Director of Chicago’s VentureSCALE. Todd is also a multi-time C-Level sales leader, a behavioral science nerd, and has guided two companies to successful exits.

 

Two of the key topics that we discussed in Part 1 of this episode are:

 

  • Transparency negotiations
  • Transparency pricing

 

Link & Resources:

 

Todd Caponi on LinkedIn: www.linkedin.com/in/toddcaponi

Todd Caponi on Twitter: twitter.com/tcaponi

The Transparency Sale: www.transparencysale.com

Book: The Transparency Sale: https://amzn.to/2K0TRV1

Media Kit for more information: www.transparencysale.com/mediakit

 

Five Great Rules of Selling by Percy H Whiting: https://amzn.to/2XHRo5Y

The 5 Great Rules of Selling Percy H Whiting (The Revised and Enlarged Edition): https://amzn.to/38B0vM2

Tthe Art of Selling by Arthur Sheldon: https://amzn.to/3pnqrjZ

The Art and Science of Selling, Volume V by National Salesmen's Training Association: https://amzn.to/32B0LXD

Shirley Ann Jackson: en.wikipedia.org/wiki/Shirley_Ann_Jackson

The Ten Fundamental Traits of a Successful Seller - circa 1921

www.transparencysale.com/blog/tractorworldtraits

 

Listen & subscribe to The Startup Selling Show here:

Deezer | Amazon | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia

 

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.

 

Nov 10, 2020

You know more about the problem your product solves that anyone – that’s why you started your company in the first place. No one else is solving the problem the right way, or none of the current products work.

 

57% of the purchase decision is made before a prospect contacts you & 67% of the buying journey is now done digitally. 

 

You HAVE to be front & center to teach your prospects about their problem and how to think about options to solve it.

 

That's why “Authority Voice” is one of the 9 Sales Accelerators that every startup needs to build and run to get more repeatability and predictability in their sales process.

 

Most of all, when you build and implement your Authority Voice Strategy this right way, you’re not just EDUCATING your prospects about their problem – you’re SEPARATING yourself from the rest of the marketing and INDOCTRINATING your prospects as to why they should work with you.

 

When you do this the right way, you’ll get more CLARITY, CONTROL & CONFIDENCE in your sales process.

 

If you'd like some help with your Authority Voice Strategy, or any of the 9 Sales Accelerators, send me a DM and I'll show you how my team & I can help.

 

Let's do this…

 

Check out the LinkedIn Live here:

www.linkedin.com/video/live/urn:li:ugcPost:6716745906336727041

Listen & subscribe to The Startup Selling Show here:

Acast | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia

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.

Nov 3, 2020

Lead generation and filling your sales funnel is the most important sales work your startup needs do every day.

 

That's why "Funnel Fillers" are one of the 9 key Sales Accelerators that every startup needs to build and run to get more repeatability and predictability in their sales process.

 

In this video, I'm sharing three (3) foundations of a Funnel Filler strategy, including why their important and if implemented the right way, will help you get more CLARITY, CONTROL & CONFIDENCE in your startup's sales process.

 

Check out the LinkedIn Live here:

 

https://www.linkedin.com/video/live/urn:li:ugcPost:6716389768202137600/

 

Listen & subscribe to The Startup Selling Show here:

 

Acast | 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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