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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: April, 2021
Apr 26, 2021

I'm reading "Trillion Dollar Coach" by Eric Schmidt about Bill Campbell – a coach to some of the top Silicon Valley executives – including Steve Jobs and Schmidt himself.

 

This week, Tim Ferriss shared his interview with George Mumford – a person most people don't know. But you know the athletes he coached – including Michael Jordan & Kobe Bryant.

 

If you're a startup founder, reading that these top performers all had coaches should push you to get a coach ASAP if you don't have one already.

 

But... Are you coachable?

 

In 10 years as a startup coach, I've met 2000+ startup CEOs & coached hundreds of founders & teams.

 

I'm always surprised to find that many people just aren't coachable, especially those that could use it most, and I've found that there five (5) traits that make for a coachable person.

 

1/ Readiness to Learn: Being ready to focus and make the time to do the work.

 

2/ Honesty & Humility: The willingness to look for gaps & blind spots.

 

3/ Getting Uncomfortable: It's awkward learning anything new, but it's the only path to growth is getting comfortable being uncomfortable.

 

4/ Acknowledgement, Acceptance & Action

 

5/ Implementing = Learning: No progress happens without implementation. That's where the real growth happens.

 

___

 

If you feel like you’re coachable, and you think you're ready for some help growing yourself and taking your company to new levels, send an email to scottsambucci@salesqualia.com with the word "COACHABLE" in the subject line, and let's talk.

 

I'm ready. Are you?



Check out the LinkedIn Live here:

 

https://www.linkedin.com/video/live/urn:li:ugcPost:6790002883812225024/

 

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.

Apr 19, 2021

In this episode of the Startup Selling Podcast, I interviewed Amy Volas. 

 

With more than $100MM in revenue sold and named one of Sales Hacker's Most Dynamic Women In Sales, Amy is a sales fanatic turned entrepreneur. 

 

She was bitten by the startup bug many moons ago and couldn't imagine spending her time anywhere else. 

 

Amy created Avenue Talent Partners to help with the tremendous task of growing startups through some of their most valuable assets - sales leaders and enterprise salespeople.

 

 

Links & Resources

 

Amy on LinkedIn: www.linkedin.com/in/amyvolas

 

(Website) Avenue Talent Partners: www.avenuetalentpartners.com

 

(Blog) Avenue Talent Partners: avenuetalentpartners.com/blog

 

 

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.

Apr 12, 2021

CONSISTENCY is a principle that's made the biggest difference in my ultra-running training and my work. 

 

Consistency means putting in the work. Every. Day. No matter what.

 

(BTW... If you want a hand with this, send an email to scottsambucci@salesqualia.com with the word  *CONSISTENCY*  and I'll share how I can help.)

 

On the trail, I have a mantra – "Relentless Forward Progress."

 

You might think this only applies to starting up the next 2000' climb, or coercing yourself to the next aid station 12 miles away at 3:30am.

 

But Relentless Forward Progress is most important when it comes to the CONSISTENCY of effort of EVERY DAY.

 

It's about doing the work that needs to be done, before there's urgency. Before the next action becomes critical.

 

Consistency is doing your 20 outreaches every day to fill your #sales funnel.

 

Consistency is keeping your daily stand-ups & team meetings, even when they're not convenient. Consistency is doing quarterly performance reviews so that your team knows exactly where they're doing well and how they can improve.

 

Consistency is investing the time every week to learn even if that means telling a prospect that Thursday is already booked. (Don't worry – you can have the meeting on Friday. They'll be fine with it...)

 

Check out the LinkedIn Live here:

https://www.linkedin.com/video/live/urn:li:ugcPost:6784875184848482304/

 

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.

Apr 5, 2021

When it's 3am and you can't sleep, what do you do?

 

I had a choice – I could lay awake in bed, frustrated that I'm not sleeping and letting all of the thoughts racing through my mind take over, or I could treat it as an opportunity to do something.

 

On Monday, I woke up at 12:30am, my head spinning with all of the projects we're working on – building sales plans with clients, interviewing teams that want to join our program, upgrading our entire client delivery platform, training our new team member, setting up the next round of live events...

 

Obstacle or Opportunity?

 

When you have a team member that's not performing...

 

Obstacle or Opportunity?

 

When you have a logjam of deals in the pipeline that are moving...

 

Obstacle or Opportunity?

 

When the product release is behind...

 

Obstacle or Opportunity?

 

I get it – some obstacles are so big, so gnarly, that it feels impossible to find the opportunity it's offering you.

 

But it's there if you stay calm, persevere and look for what's good about your situation.

 

Whatever the obstacle you've got today, or this week, or this month, know that you've got this.

 

Check out the LinkedIn Live here:

 

https://www.linkedin.com/video/live/urn:li:ugcPost:6780466944576507905/

 

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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