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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: September, 2021
Sep 27, 2021

In this episode of the Startup Selling Podcast, I interviewed Stephen Steers.

 

Steers Consulting Group is a global training and consulting company helping Entrepreneurs, successfully tell stories that get customers excited to buy.

 

They don‘t teach you sales in school. They don‘t teach you how to be confident. They don‘t teach you how to be out in the world and how to make a way for yourself. But that’s what Stephen’s here for. 

 

Some of the key topics that we covered in this podcast are:

 

  • 3X3X3 Framework – knowing the three (3) categories of people that you’re telling stories to, what are the three (3) stories that you need to tell, and what are the questions to answer to the three (3) people. 
  • Name it, Tame it, Claim it – How to start to construct a story for yourself and for the people you’re telling the story to.  
  • Founder branding versus company branding.
  • Stephen’s origin story.

 

Links & Resources

 

Website: www.stephensteers.com

Instagram: @stephensteers_

Linkedin: www.linkedin.com/in/stephen-steers



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.

Sep 20, 2021

In this episode of the Startup Selling Podcast, I interviewed Zach Stein.

 

Zach is a multi-time founder and is currently helping lead Carbon Collective, the investment platform that makes climate impact investing = smart investing. 

 

Zach lives in East Bay, CA. 

 

Some of the key topics and questions that we covered in this podcast are:

 

  • Carbon Collective and climate change investing.
  • How did Zach get from Osmo Systems to Carbon Collective?
  • What decisions were made to change to Carbon Collective?
  • Zach’s process for product discovery.
  • Book: The Mom Test.
  • How did Zach build an investment platform – Carbon Collective?



Links & Resources

 

Carbon Collective website: www.carboncollective.co

 

Zach on LinkedIn: www.linkedin.com/in/zach-stein-100



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.

 

Sep 13, 2021

In this episode of the Startup Selling Podcast, I interviewed Jason Bay.

 

Jason is the Chief Prospecting Officer at Blissful Prospecting. He helps reps and sales teams who love landing big meetings with prospects—but hate not getting responses to their cold emails or feeling confident making cold calls. 

 

A few of his clients have included reps and sales teams from companies like Zoom, CBRE, Medallia, Xfinity, Commvault, and many more. 

 

Sales is the only "adult job" he’s ever had. And he’s done everything from selling house painting services door to door, running outbound call centers, to helping thousands of reps master cold outreach.

 

Some of the key topics and questions that we covered in this podcast are:

 

  • What does painting house have to do with outbound?
  • How Jason’s door to door work transitioned into his work and principles of how to set up a meeting with a prospect that directly relates to B2B outbound.
  • Conversation Narcissism – Taking a “me” centric approach versus a “you” centric approach.
  • Permission-based selling – How do you gain permission in your sales process.
  • The importance of “teaching” instead of “taking”
  • The difference and the importance of doing quality first versus mass blast.
  • How to think about outbound if you don’t think that it works anymore, or take a different approach with scaling your Startup. 




Links & Resources

 

Jason Bay on LinkedIn: www.linkedin.com/in/jasondbay

 

Blissful Prospecting: www.blissfulprospecting.com



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.

Sep 6, 2021

When you’re a startup with the latest and greatest new product, there’s no shortage of interesting conversations.

 

Everyone wants to see the new, cool thing you’ve built. 

 

But every demo feels like a fireworks show – everyone’s excited, you get lots of applause when it’s over, then everything goes dark.

 

Getting deals to move through your pipeline feels more like pushing a pig through the python.

 

You send email after email, “Just following up...” and “Just checking in…” 

 

… and nothing.

 

That prospect that showed so much excitement and enthusiasm before the demo now disappeared into the selling abyss. 

 

Sound familiar?

 

This happened to me time after time when I started selling software for my first Silicon Valley startup.

 

I found myself chasing deal after deal, wearing myself out, and almost burning myself out until I finally figured out why this kept happening and how to run my product demos like a boss.

 

And guess what? It has NOTHING to do with your product… 

 

Instead, it’s a 3-step process that, if you follow it, will ensure that you’re always demoing to decision-makers and never find yourself chasing after the next meeting.



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.

Sep 1, 2021

Monday's are usually a day I'm feeling rested and ready to go for the week.

 

Not today.

 

As I sat there churning out my Morning Pages, I could just see where the day was headed. The coffee tasted bitter. My mind wandering everywhere. My brain felt spongy and dull.

 

Today was supposed to be a day off from training to give my body a little extra break before the next big race in 12 days...

 

I could try to feebly push through the dullness and drabness, or I could change my state.

 

It was 5:45am and I knew I needed to reset and refresh for the day ahead.

 

Today was one of the slowest, shortest runs in months. That didn't matter – it was about getting oxygen in my brain and endorphins running in my veins.

 

It worked. I'm back on track – energized and focused.

 

Not every workout is training – sometimes the exercise is just about putting my Self first.

 

As a startup founder, the days get packed and the weeks fly by. There's constant tension balancing sales, and product, and team, and fund-raising, and customers...

 

Put your Self first. Be an example for your team.

 

Block out 45 minutes a few days this week. Get outside. Go for a three-mile walk. Sign up for the local Turkey Trot that's four months away. Get yourself moving and shaking – you'll be glad you did.

 

Do More. Be Happy. Surprise Yourself –

 

(Disclaimer: Consult your physician before starting any exercise routine... :-)

 

#startups #selfcare #motivation #success

 

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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