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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: December, 2020
Dec 29, 2020

In this episode of the Startup Selling Podcast, I interviewed Jeremy Macleod.

 

As a proud Kiwi, Jeremy hails from the North Island of New Zealand and has been fortunate enough to call Wellington, Sydney, London, and San Francisco home at various times in his life. He has an addiction to working with some of the most exciting businesses in the world, in particular early-stage hyper-growth disruptors who understand the value of the top talent.  

 

Jeremy splits his time between Sydney and San Francisco (pre-COVID) as he helps mentor New Zealand and Australian start-ups who are looking to take on the US.

 

Jeremy has over 15 years of experience working with the recruitment industry and 2 years ago launched The Search Experience with his business partner Natalie Adams.  The Search Experience provides search and recruitment services to high growth technology companies and through TSE Ventures, Jeremy and Natalie take equity positions in companies they work with.

 

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

 

  • What are signals to indicate that it’s time to hire a sales leader?
  • What is the Head of Sales role?
  • How to allow yourself room to hire above the sales leaders if necessary?
  • What are the expectations for the first sales leaders?
  • How do you find sales leaders to scale up your business?
  • How do you recruit and hire in today’s environment? 
  • How do you manage your sales hiring process?
  • What’s the speed at which you should be hiring? 
  • Hiring remote and how remote should the person be?

 

Link & Resources:

 

(Website) The search experience: www.thesearchex.com

Jeremy Macleod on LinkedIn: www.linkedin.com/in/jeremymacleod

 

Listen & subscribe to The Startup Selling Show here:

 

BluBrry | 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.

Dec 22, 2020

In this episode of the Startup Selling Podcast, I interviewed Arjun Rai.

 

Arjun Rai is an NYC based entrepreneur who is on a mission to support small businesses with the power of visualized data science and artificial intelligence for digital marketing at HelloWoofy.com. 

 

He is a firm believer that every SMB should have an unfair advantage to compete against unlimited marketing budgets. He has raised from professional investors and personally invested nearly $500,000 in pre-seed VC funding as well as obtained corporate partners (including Fortune 500 companies, such as Microsoft and Google) resulting in over $135,000 in strategic resources.

 

Since high school, Arjun has been networking with some of the most well-known entrepreneurs and even worked on a few projects and startups of his own. Upon graduation, Arjun pursued his career opportunities and came to New York City where he enrolled at the New York Institute of Technology in 2011 with scholarships and grants. Following a few weeks into college, Arjun launched his second startup, fuelbrite.com, a social media agency focused on small businesses and startups, and a student-focused organization, TheBizDen. 

 

Arjun currently lives in New York City with his girlfriend, two cats, and a dog. You can find him working from home, doing carpentry, pitching his startup at a meetup, or driving around town on his e-scooter.

 

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

 

  • Arjun’s development of HelloWoofy.
  • What are some key strategies when communicating with your buyers?
  • Using emojis in your message.
  • The effectiveness of using emojis.

 

Link & Resources:

 

Website: hellowoofy.com

Arjun on LinkedIn: www.linkedin.com/in/arjunrai

Season 3 of Meet the Drapers: youtu.be/MtHxCFv9St4

Hello Woofy on Facebook: www.facebook.com/hellowoofy

 

Listen & subscribe to The Startup Selling Show here:

BluBrry | 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.



Dec 15, 2020

In this episode of the Startup Selling Podcast, I was interviewed by Tom Pisello.

 

Known as the ROI Guy, Tom is the host of the EVOLVERS podcast series, author of the book Evolved Selling, founder of the Evolved Selling Institute, and Chief Evangelist for sales enablement platform provider Mediafly.  

 

Tom is a successful serial entrepreneur, founder of several firms focused on business value sales and marketing, and a Gartner veteran.

 

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

 

  • The linkage of ultra running with running a startup.
  • Lessons from the trail and applying it to selling.
  • Challenges in the marketplace in a post-COVID world.
  • Shifts in the selling environment.
  • Paying attention to your internal economy.
  • Changes and ways you can think about measurements and sales forecasting.
  • The importance of sorting versus selling in your prospecting and outbound.
  • Keeping control of your sales process.

 

Link & Resources: 

 

Tom Pisello on LinkedIn: www.linkedin.com/in/tompisello

 

The Evolved Selling institute: www.evolvedselling.com

 

Evolved Selling Book: www.evolvedselling.com/evolved-selling-book

 

Evolvers Podcast: open.spotify.com/show/2K9MRd11NQuIitXsoCKbYX

 

Evolved Selling Institute on LinkedIn:

www.linkedin.com/company/evolved-selling-institute/?viewAsMember=true

 

 

Listen & subscribe to The Startup Selling Show here:

BluBrry | 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.

Dec 8, 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.

 

Some of the key topics that we discussed in Part 2 of this episode are:

 

  • The history and principles of selling.
  • How do we relate to people and show up the right way?
  • How do we communicate in sales?
  • What makes a great salesperson.
  • The salesmanship magazine.

 

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:

BluBrry | 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.

 

Dec 1, 2020

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

 

Doug C. Brown is a highly acclaimed Sales Revenue Growth Expert and an international bestselling author. He has coached, consulted, and advised thousands of people in business as well as companies including Enterprise-Rent Car, Nationwide, Intuit, Proctor and Gamble, CBS television, and others.

 

He has collected an impressive amount of experience throughout his life in different fields, especially sales. During this period, he created over 35 companies. Doug served as an independent President of Sales and Training for Tony Robbins, Chet Holmes, Russ Whitney, and others. 

 

He has generated over $500 million in sales; his last client made $3 million in 5 weeks. His most outstanding professional achievement is increasing the company’s close rate by 862% and its revenue growth by 116% in four months.

 

Doug is a 12-year veteran of the US Army and a proud father of two wonderful daughters. His mission is to help companies grow their sales revenue and to have better-performing sales teams. Additionally, he instructs B2B coaches and consultants on how to build a more profitable business.

 

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

 

  • What are some of the blind spots that companies have in their sales process?
  • How to find “A” players for your sales team?
  • What to do when you are stuck in your growth phase?

 

Link & Resources:

 

Business Success Factor: www.businesssuccessfactors.com

Win-Win Selling by Doug Brown: ww.winwinsellingbook.com

High-Velocity Training by Doug C. Brown or @DougBrown.BSF:  www.facebook.com/pg/DougBrown.BSF

Doug C. Brown on LinkedIn: www.linkedin.com/in/dougbrown123

Doug C. Brown on Twitter or @dougbrown123456: twitter.com/dougbrown123456

 

Listen & subscribe to The Startup Selling Show here:

BluBrry | 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.

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