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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: March, 2021
Mar 29, 2021

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 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:

 

https://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.

 

Mar 22, 2021

I know you're frustrated and tired. We all are.

 

A year ago, I packed my bags for a two-week New Zealand trip to teach a workshop, run a 100-mile ultramarathon then tour the north island in a camper van.

 

A year ago we had the first confirmed COVID case in the US.

 

Since then, we've had lockdowns that forced us to change how we live our lives. We experienced #BlackLivesMatter protests in the Summer, the elections in the Fall and the Capitol riots, and the transfer of power this month.

 

We're all exhausted. We'd all love a day without at least one Zoom call. We all want our kids to go back to school. The holidays feel like they never happened. Worst of all, by now, many of us have lost a loved one because of COVID.

 

Back in March and April, everyone was kind and understanding about working from home – kids in the background, juggling schedules, and distractions galore.

 

Life hasn't changed for most of us since then.

 

So when your prospect is a no-show, your clients are slow to pay, and your coworkers just can't seem to get that project done, remember that everyone is just like you – kids at home, partners still looking for a job, and mourning loved ones lost.

 

We're all doing our best, and we're all human.

 

Be the best human you can.

 

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.

 

Mar 15, 2021
  1. Don’t believe everything you think.

 

  1. Relationships first.

 

  1. There’s no such thing “All” and “Everyone”

 

  1. Your Prospects don’t panic-buy, so don’t panic-sell

 

  1. Customers buy Outcomes, and simple steps create stable outcomes.

 

  1. Slow is Smooth, and Smooth is Fast.

 

  1. Be the Mayor of your town.

 

  1. People will borrow certainty from the person who has the most of it in the room.

 

  1. Your customer is on their Hero’s Journey.

 

 

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.

 

Mar 8, 2021

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.

Mar 1, 2021

In this episode of the Startup Selling Podcast, I was interviewed by Andrew Verboncouer.

 

Andrew is one of the Partners and CEO at Headway and has spent over 15 years in product design, product strategy, and development. Headway helps startups and corporate innovation teams launch and grow new digital products in FinTech, Healthcare, Logistics, and EdTech.

 

Andrew also hosts the Seaworthy podcast, which provides actionable advice around product validation, execution, and promotion.

 

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

 

  • Ultramarathon.
  • Hitting quota in sales.
  • How do ultramarathons relate to sales?
  • Moving from Blend to SalesQualia.
  • How is SalesQualia different now than back then?
  • Why do salespeople focus on the product rather than solving the problem?
  • What are the biggest mistakes startups make when it comes to lead gen or sales?
  • The advice I would give to anyone looking to start their own B2B or SaaS company.

 

Links and Resources:

(Website) Headway: www.headway.io

(LinkedIn) Andrew Verboncouer: www.linkedin.com/in/andrewverboncouer

Seaworthy Podcast: E18: Startup Sales: Selling On The Problem You Solve

 

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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