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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: July, 2021
Jul 27, 2021

This is the third installment of my post-race "Startups are Ultramarathons – Lessons from the Trail."

 

The first two installments of these Startup Selling Lessons from the Trail included:

 

  1. Find Experts.
  2. Do the [Right] Work.
  3. Preparation, Planning & Visualization.
  4. How to Focus on Your Locus
  5. Act with Confidence.
  6. Getting help along the way.

 

In today's installment, I talk about:

 

- Giving it everything you've got

- Running your perfect race

- "Fall down seven times, get up eight." –Japanese Proverb

 

BTW... If you're a startup founder and want some help with your journey from idea to impact, there's a chance the team and I here at SalesQualia can help.

 

Shoot me an email to scottsambucci@salesqualia.com with the word “JOURNEY” and we can hop on a call to look at your situation, brainstorm a few ideas and see if or how we can help you ramp up and scale up your sales.



Listen to the full podcast here on LinkedIn: 

 

https://www.linkedin.com/video/live/urn:li:ugcPost:6820774473046794240/

 

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.

Jul 22, 2021

This is the second installment of my post-race "Startups are Ultramarathons – Post-Race Lessons from the Trail."

 

The first installment of these Startup Selling Lessons from the Trail, included:

 

- How to leverage experts,

- The single biggest factor in the pursuit of BHAGs, and

- Removing variables from the journey through planning, preparation, and visualization.

 

In this installment, I'll talk about –

 

- How to Focus on Your Locus

- Why you should act with Confidence

– The importance of getting help along the way.

 

BTW... If you're a startup founder and want some help with your journey from idea to impact, there's a chance the team and I here at SalesQualia can help.

 

Shoot me an email to scottsambucci@salesqualia.com with the word "JOURNEY" and we can hop on a call to look at your situation, brainstorm a few ideas and see if or how we can help you ramp up and scale up your sales.

 

#startups #GoFarther #startupselling



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.

Jul 20, 2021

It's been nearly two weeks since I ran the Western States 100 – a 100-mile ultramarathon from Olympic Village in the Sierra Nevadas to Auburn, CA. 

 

Every day since then, I've been reflecting back on the race  – what I accomplished, what I learned, and how I prepared for the oldest, and arguably most prestigious, ultramarathon in the world.

 

Here is the first installment of these Startup Selling Lessons from the Trail, including –

 

- How to leverage experts,

- The single-biggest factor in the pursuit of BHAGs, and

- Removing variables from the journey through planning, preparation and visualization.

 

BTW... If you're a startup founder and want some help with your journey from idea to impact, there's a chance the team and I here at SalesQualia can help.

 

Shoot me an email to scottsambucci@salesqualia.com with the word "JOURNEY" and we can hop on a call to look at your situation, brainstorm a few ideas and see if or how we can help you ramp up and scale up your sales.

 

#startups #GoFarther #startupselling



Listen to the full podcast here on LinkedIn: 

 

https://www.linkedin.com/video/live/urn:li:ugcPost:6819332826907967488/

 

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.

Jul 16, 2021

These are final two pre-race "Startups are Ultramarathons: Lessons from the Trail" leading up to the 2021 Western States 100 ultramarathon. 

 

I'll get to the full-on race report in a series of future posts... 

 

If you've missed the previous three segments, you can find them here on LinkedIn or the Startup Selling Podcast.

 

#7: Incrementalism

 

To do hard things, to do what others, and yourself might feel is impossible, the leap from here to there is too big.  Sure, you started your company with a big vision,  your sights set on the impact you want to make in your market, for your customers.  As Bill Gates famously said –

 

"Most people overestimate what they can do in one year and underestimate what they can do in ten years.”

 

If you focus on the giant leap from where you are today, to where you want to go, you can end up feeling overwhelmed, and stuck running through endless "what ifs..." and crippled by inaction. Instead, you've got to focus on wins and learnings. 

 

Every experience is an opportunity to win or learn – to build the foundation to the Big Future that you see.

 

#8: The Journey is the Joy

 

Remember, you chose this.  The struggle is guaranteed; success is not.  The ups and downs are part of the way – you HAVE to have downs – that's part of doing hard things. 

 

A couple years ago, when I was frustrated with a few things in my business, my wife told me – "You have hard problems because they're the only ones left – you've solved all the easy ones already."

 

Remember to take time to detach and reset. Remember that you're out there, every day, doing hard things.  Celebrate the wins, and be thankful. 

 

Besides, you could always go back to your day job...

 

#GoFarther #startups

 

Listen to the full podcast here on LinkedIn: 

 

https://www.linkedin.com/video/live/urn:li:ugcPost:6816472018494521344/

 

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.

Jul 15, 2021

It's less than 3 days from the race start – the Western States 100 – an ultra-marathon from Olympic Valley in the Sierra Nevadas to Auburn, CA near the Sacramento Valley.

 

I didn't sleep well two nights ago – waking up at 1:30am with some pre-race anxiety. That's normal, and expected. Having a few nerves is good – it keeps me focused on every last detail.

 

That brings me to today's Startup Selling Lessons from the Trail – making the most of every training opportunity these past six months. Covering every last detail in my final preparation.

 

I'm past all of the training and tune-ups. It's all about logistics, packing and crew instructions. (I've written an 8-page manual just for my pacers and crew. (I'll drop a link to the PDF in the comments if you're interested...)

 

Most of all for you, as you build, grow and run your startup, you've got to do the same – make the most of every minute, every opportunity. 

 

You've got to cover every last detail. 

 

You've got to seek and find the unknown unknowns to reduce risk and improve your chances of success.

 

This installment of "Startups are Ultramarathons – Lessons from the Trail" is about just that.

 

BTW... If you think you want some help with your startup's sales process – how to make the most of your opportunities and execute on every details, shoot me an email to scottsambucci@salesqualia.com with the word "OPPORTUNITY".

 

We'll grab a time to talk about your situation, work on a few ideas and figure out if or how we can help.

 

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.

Jul 5, 2021

On June 26th at 5 am, the gun went off and I took my first step in the Western States 100 – a 100.2 mile ultra-marathon from Olympic Valley, CA to Auburn, CA. 

 

The course included more than 18,000' of elevation climb and daytime temperatures of more than 100 degrees.

 

I officially started training on Jan 4th – six months of daily effort – more than 1200 miles of running, strength-training 3-4x/week, and monitoring every calorie I consume. 

 

In running these ultra-marathons, I've learned a few lessons that translate to running a startup. 

 

I shared two Lessons from the Trail about how startups are like ultra-marathons –  

 

1/ Make hard things routine 

2/ Prepare to train

 

Today, I'm sharing a couple more...

 

While every day and every week feels like a sprint, the path to make a lasting impact for your customers is a long journey. 

 

Stay focused, stay committed.

 

Listen to the full podcast here on LinkedIn: 

 

https://www.linkedin.com/video/live/urn:li:ugcPost:6811630331184107520/



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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