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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: January, 2021
Jan 26, 2021

Hiring SDRs vs Outsourcing – Which option is better, and when should we bring in some help on our Outbound Strategy?

 

That's a question I got 3 times THIS WEEK from #startup founders...

 

It’s now a classic conundrum for #B2Bstartup founders that want to kick off their #Outbound Selling strategy. 

 

Two perspectives:

 

Running your outbound in-house means you own the process, work in tight feedback loops and hire a team that will be part of your culture.

 

OTOH… 

 

Outsourcing just looks so damn efficient – spin up a whole team of experienced SDRs with their tech stack and “Voila!” – your calendar fills with sales calls.

 

So which should you choose?

 

Both.

 

First, you’ve got to build v 1.0 of your sequence around five core elements:

 

  1. Market
  2. Message
  3. Medium
  4. Mode
  5. Metrics

 

Once you’ve got that working, you’ve got a system that you can hand over to an outsourced SDR team – or hire an SDR on your own.

 

Watch the video for a deeper dive on the “How?” and “Why?” on this…

 

Check out the LinkedIn Live here:

 

www.linkedin.com/video/live/urn:li:ugcPost:6740324404963655680

 

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.

Jan 19, 2021

The pipeline's thin. Lead gen is a grind. You’re booking demos and slinging proposals, but deal flow is slow. Or maybe never really got going in the first place…

 

Your early customers were easy to convert and are seeing massive results, but reaching that magic $1mm ARR mark is way tougher than you thought.

 

And you need to hit that next revenue milestone so you can raise the next round.

 

I know what you’re thinking –

 

“If only I had a salesperson to close some deals. That’d fix everything…”

 

I get it. That’s exactly where too many founders make a crucial mistake.

 

In this session, I’ll share the 3 biggest sales hiring mistakes that kill B2B startups and how to avoid them...

 

Want a copy of our Complete Sales Hiring System? 

 

Click here to request a copy of a recorded training & workbook: lnkd.in/eeeYytF

 

 

Check out the LinkedIn Live here:

www.linkedin.com/video/live/urn:li:ugcPost:6724356167147024385

 

Listen & subscribe to The Startup Selling Show here:

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

Jan 12, 2021

Start at the Beginning...

 

It's January 4th. The Internet is slow. Zoom keeps cutting out. Slack isn't working. 

 

After holidays every year, I feel disappointed that I didn't get all the projects done I wanted during the break. I feel anxious about jumping back into the flow of work.  Where should I start? What should I do first?

 

Then I tell myself – The beginning is always a good place.



Start the morning... 

 

Start the project...

 

Start the training...

 

Start the parenting... 

 

Start every day... 

 

Choosing to take action. It's the first day back in the new year, but it's just another day – day to make a choice about what actions to take, what choices to make.

 

Just do right now. Pick one action, one task. Do that task well and move to the next. 

 

Focus on Now now; worry about Later later.

 

You got this.



Check out the LinkedIn Live here:

www.linkedin.com/video/live/urn:li:ugcPost:6751933918745829376

 

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.

Jan 5, 2021

It's a simple model:

 

1/ Contacts  – Who you contact (your target prospect) & How (how many, how often)

2/ Conversations – Focusing on engagement by identifying problems and qualifying your leads.

3/ Conversions – Showing ROI and giving clarity on implementation.

 

But the real question is whether or not sales really is your top priority... (This is the part you might not like to hear...)

 

Because too often, we say "sales is the top priority," but if you look at your Calendar, is it really?

 

Do you have Conviction around your message and strategy?

 

Are you getting yourself into the Classroom to make sure you're doing the best you can?

 

Check out the LinkedIn Live here:

 

www.linkedin.com/video/live/urn:li:ugcPost:6717857634432684033

 

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.

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