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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: February, 2021
Feb 22, 2021

Robert L. Wallace is an internationally known entrepreneur, author, business consultant, and keynote speaker. With more than four decades of industry experience spanning engineering, energy, IT, and executive coaching, Bob leverages his expertise to educate and inspire entrepreneurs, executives, and audiences around the world.

 

Growing up in the housing projects of Baltimore City amidst poverty and racial segregation, Bob overcame social and economic obstacles through his own rags-to-riches story to become a successful serial entrepreneur. After being groomed by innovative industry leaders like IBM, DuPont, Westinghouse, and Procter & Gamble, Bob leveraged his experience to establish three companies: BITHGROUP Technologies Inc., a cybersecurity and IT services provider; Bithenergy, Inc., a renewable energy and consulting company; and Robert Wallace Media which includes RobertWallace.com and EntreTeach Learning Systems LLC.

 

Pulling from his real-life experiences and extensive research, Bob has authored 5 books and continues to write. His areas of expertise include wealth creation methodologies, urban economic development strategies, strategic partnerships, business spirituality, and domestic emerging markets. In particular, Robert addresses the business challenges faced by women, people of color, and entrepreneurs of all stripes from both domestic and global emerging markets. Bob tells the story of these amazing people with an insightful approach that makes his writing equally compelling to large corporations who are nurturing an “intrapreneurial” spirit within their workforce.

 

Today, Bob blends his diverse experiences in engineering, energy, technology, and entrepreneurship to educate, entertain and enlighten corporate audiences across industries and demographics. His dynamic keynote presentations and hands-on workshops inspire personal and professional breakthroughs, resulting in bottom-line improvements.

 

When he’s not researching, mentoring, or presenting to other business leaders, Bob enjoys spending time with his wife, their five children, eight grandchildren, and his internationally expanding family. He frequently leads groups on mission trips to various countries in Africa and Latin America, where he has helped start businesses, orphanages, and schools.  Avid about education, especially STEM programs, he regularly mentors students in high school and college. Bob is a passionate community leader and devoted church elder who believes in the intersection of spirituality and business. He helped establish Global Vessels, a faith-based nonprofit that pursues humanitarian projects around the world to meet the physical and spiritual needs of people in emerging nations. Through this nonprofit, he has built global relationships that have translated into profitable connections – an example of his motto to “do well while doing good.”

 

Currently, Bob serves as Affiliate Professor of Business at the Loyola University Sellinger School of Business, where he lectures on innovation and entrepreneurship in the global economy. Previously, he earned his Bachelor of Science degree in Mechanical Engineering and Applied Mechanics at the University of Pennsylvania, and his MBA from the Amos Tuck School of Business at Dartmouth College. It was at Dartmouth where he began his groundbreaking research on the success characteristics on some of the world’s most accomplished entrepreneurs. He proudly serves on the boards of the University System of Maryland Board of Regents, the Greater Baltimore Committee, Capital Region Minority Supplier Development Council, Kennedy Krieger Institute, Maryland Economic Development Commission, The President’s Roundtable, and the Wallace for Mayor Campaign Committee.

 

 

Links and Resources:

 

(Website) Robert Wallace: www.robertwallace.com

(Store) Robert Wallace: www.robertwallace.com/store

(Books) Robert Wallace: amzn.to/2NMN6bq

(Instagram) Robert Wallace: www.instagram.com/drrobertlwallace

 

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.

Feb 15, 2021

In this episode of the Startup Selling Podcast, I interviewed Tom Searcy.

 

 By the age of 40, Tom had led four different corporations from revenues of less than $10 million to greater than $100 million, each in under four years. He is now the Founder and CEO of Hunt Big Sales, a fast-growth consultancy and thought leadership organization. 

 

Using his systems, Hunt Big Sales clients have landed more than $8 billion in new sales with 190 of the Fortune 500 companies, including 3M, Disney, Chase Bank, International Paper, AT&T, Apple, and hundreds more. 

 

Tom has over 20 years of experience as an expert in sales and thought leadership. As a keynote speaker and workshop leader, he is known for his expertise in unlocking explosive growth for business owners, educating business owners on the changing landscape of selling, and helping them position their organizations for continued growth. 

 

Tom delivers keynote speeches, whole, and half-day workshops, along with courses and dedicated coaching with an emphasis on actionable content designed to help business owners significantly increase revenue while successfully navigating and leading their organization through the new selling environment. 

 

He is a regular speaker at the Inc. Magazine and Inc. 500/500 conferences, as well as Vistage International, the leading organization for CEO thought-leadership. Tom is ranked in the top 1% of speakers at Vistage. More than 5,000 CEOs around the world have heard Tom speak about his sales growth methodologies. He has written weekly on-line columns for Forbes, CBS MoneyWatch and Inc.com, which have a combined readership of 38 million. Tom’s expertise has also been featured in The Wall Street Journal, Financial Times UK, Inc. Magazine, and numerous business publications.

 

Tom is the author of multiple books. His latest book, Life After the Death of Selling: How to Thrive in the New Era of Sales, covers the new buyer driven economy, and how to survive extinction in the new era of sales. He’s also written RFPs Suck! How to Master the RFP System Once and for All to Win Big Business. Tom’s the co-author of Whale Hunting: How to Land Big Sales and Transform Your Company, and How to Close a Deal Like Warren Buffett: Lessons from the World’s Greatest Dealmaker.

 

Some of the key topics and questions that we talked about are:

  • How does a company know that they're ready to double their deal sizes and covert deals more quickly?
  • Four key areas that are necessary for a company to grow:
    • Support new deals
    • The team
    • The desire to grow
    • The belief that the team can hit their growth
  • Price is based on the problem and not urgency.
  • The importance of a target filter.
  • The importance of fear versus having a technical advantage when it comes to a buyer’s decision.
  • Fear busters.
  • The eel in the deal.
  • “Yes, later” actually means “No”.
  • How to create an ethical unfair advantage. 

 

Links and Resources:

[Website] Hunt Big Sales: www.huntbigsales.com

[LinkedIn] Tom Searcy: www.linkedin.com/in/tomsearcy

[Book] How to Sell in Place: www.huntbigsales.com/resources/store

[YouTube] Hunt Big Sales: www.youtube.com/channel/UCiyT8WJfXLC78MVWmFn7-5A

 

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.

Feb 8, 2021

Mary Grothe is a former #1 MidMarket B2B Sales Rep who after selling millions and breaking multiple records, formed House of Revenue™️, a Denver-based firm of fractional Revenue Leaders who currently lead the marketing, sales, customer success, and RevOps departments for 10 companies nationwide. 

 

In the past year, they've helped multiple 2nd-stage-growth companies between $2M - $20M, on average, double their MRR within 10 months, resulting in an average ROI of 1,454% and an average annual revenue growth eclipsing $3.2 million.

 

Some of the key topics and questions that we talked about are:

 

  • Mary’s transition from working for someone to working for herself.
  • What are things that hold CEOs from growing?
  • Mindset changes a CEO or Founder needs to make in order to grow.
  • The difference between “wanting” to make changes and grow and being “ready” to make changes and grow.
  • Mary’s process for helping CEOs get clear about what they want.
  • Mythical Sales Unicorn and the 175 rule.

 

 

Links and Resources:

 

Mary on LinkedIn: www.linkedin.com/in/marygrothe

Website: www.marygrothe.com

House Of Revenue™: www.houseofrevenue.com

Sales BQ: www.salesbq.com

Mary on Twitter: twitter.com/marylgrothe

 

 

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.

 

Feb 1, 2021

In this episode of the Startup Selling Podcast, I interviewed Richard Smith.

 

Richard is the Co-Founder and Head of Sales for Refract. He has 10+ years of sales experience working for and building high activity and scalable outbound software sales teams. 

 

He has been a regular contributor to leading sales content sites such as Hubspot and SalesHacker and was nominated this year as a Top 50 SaaS Sales Leader in the UK.  

 

Richard is passionate about fixing the broken mindset to sales coaching and helping salespeople become the very best they can be.



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

 

  • Richard’s new book “Problem Prospecting?!”
  • Identifying your Ideal Customer Profile (ICP)
  • Using rubrics and metrics as a scoring system to identify ICPs 
  • What do your prospects moan about at the dinner table?
  • How to think about cold calling and messaging?
  • How to be human in your interactions with your prospects?

 

Links and Resources:

 

Refract (website): www.refract.ai

 

Richard on LinkedIn: www.linkedin.com/in/richard-smith-refract

 

(Book) Problem Prospecting?!: Completely Eradicate Your Prospecting Troubles By Leading With Problems: amzn.to/3orOLjf

 

(Book) The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million: amzn.to/2YrevBx

 

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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