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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: November, 2021
Nov 30, 2021

In this episode of the Startup Selling Podcast, I interviewed Marylou Tyler.

 

Marylou is the author of Predictable Revenue and Predictable Prospecting. She has worked with a number of co-authors and produced a book that will certainly help any startup company out there. Being one of the best sales enablement strategists, she is an expert when it comes to maximizing your resources and is always willing to share her knowledge to anyone who needs help.

 

This podcast focuses both on the incredible things that a startup business owner can do to improve sales and the common mistakes everyone should avoid. 

 

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

 

  • Internalizing Your Competitive Position
  • Six-Factor SWOT Analysis
  • Developing an Ideal Account Profile
  • Compel with ContentTM
  • McKinsey’s MECE model
  • How you can send your emails wisely, and so many more



Links & Resources

 

Marylou Tyler on LinkedIn: www.linkedin.com/in/maryloutyler

 

Marylou’s website & book-related resources: maryloutyler.com/swag

 

Jeremey Donovan on LinkedIn: www.linkedin.com/in/jeremeydonovan

 

(Amazon) Book by Neil Rackham: SPIN Selling

 

(Amazon) Book by Neil Rackham: Major Account Sales Strategy

 

(Amazon) by Marylou Tyler and Jeremey Donovan: “Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline

 

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.

Nov 24, 2021

In this episode of the Startup Selling Podcast, I interviewed Louis Jonckheere.

 

Louis is Co-founder and Co-CEO of Showpad. Showpad activates millions of pieces of content for over 850 companies around the world, including Johnson & Johnson, Fujifilm, Audi, Intel, and Kimberly-Clark.

 

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

 

  • What types of content works best to drive sales prospect engagement?
  • How Showpad uses a 14-day free trial and “Soft Contracts”
  • The importance of video for your sales and communication
  • Company culture and hiring practices
  • Customer engagement and customer success



Links & Resources

 

Showpad Website: www.showpad.com

 

Louis Jonckheere on LinkedIn: www.linkedin.com/in/louisjonckheere

 

Louis Jonckheere on Twitter: www.twitter.com/louisjonckheere



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.

Nov 15, 2021

Days get crazy running your startup – sales, customers, fundraising, hiring, firing, product, managing...

 

At home, we’ve got kids home from school because of quarantines, Veteran’s Day, Thanksgiving.

 

Far away, we’ve got loved ones we haven’t seen in two years.

 

Every day is a reason to be a little anxious. To be a little worried. To go a little nuts.

 

So always, every day, make time for your Self.

 

A midday walk. A three-mile jog. A 15-minute meditation. Cracking open a novel before bed.

 

Make time for your Self. It’ll help you be your best Self for everyone around you.

 

Do More. Be Happy. Surprise Yourself.

 

Check out my post here on LinkedIn.



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.

 

Nov 11, 2021
Mia Paulus is the Founder & CEO of The Admin Center. I’ve worked with Mia over the years and The Admin Center is a critical part of my company’s success and ability to scale. Mia and her teams work with their companies large and small by providing virtual receptionist, bookkeeping, customer support, marketing, social media and almost any else you can think of… 
 
This podcast is just a little bit different… While it’s the typical interview style, this interview was part of my Tuesday Training Series offered exclusively to my Startup Selling Coaching Program clients. Let me explain… Each month, I choose a topic on which to do a deep dive in content and training for my clients. This interview was part of several trainings related to “Recruiting, Hiring and Managing Your Sales Team” - a six-part Tuesday Training block.
 
Because I believe outsourcing and scaling your business is so important, I decided to share this training module with you on the podcast.
 
Enjoy!
 
Websites & Resources mentioned in the podcast:
 
The Admin Center: www.theadmincenter.net/
 
Find Mia Paulus across the interwebs here:
 
Definitely take Mia up on her offer to talk about what projects you might be able to outsource to help your company grow.
 
Mia and her team are based in Boise, ID. If you’ve tried to outsource or hire VAs aboard, you know what a huge pain it can be to manage overseas teams because of language, cultural and time zone differences.  
Nov 1, 2021

David Sandler famously said: 

 

“If you don’t have a process for selling you’re at the mercy of your buyer’s process for buying.” 

 

One of the biggest challenges startups selling to the enterprise have is keeping control and momentum through the sales process.

 

As a startup, when we're selling our new product, knowing our sales process is crucial to landing your next customer.

 

Why? 

 

Because your prospects don’t know how to buy our thing.

 

They’ve never bought anything like it before. They know how to order new laptops and renew their CRM subscription. But they don’t know how to buy YOUR product.

 

Most startups sell products that replace spreadsheets… or manual processes… or Sharepoint… some antiquated system that was installed around the same time as Windows NT…

 

That means that it’s our job as sellers to lead our prospects through the sale, and that starts with the next call. 

 

Remember that your prospects want to be led. This is your opportunity to take control of the sale.

 

This daily dose shows you a framework I developed years ago that works a charm every time, in every sales call. 

 

Yes, really.

 

It’s called Confirm-Ask-Explore.

 

Confirm: Start every call recapping the last conversation or new developments that have come up since the last call. Then confirm the purpose and intended outcome of the meeting.

 

Ask: This is the centerpiece of your meeting — discover new information by asking questions. Showing your product and asking the prospect how they could see themselves using it – how it solves the problems and helps them achieve their business objectives. Ask about their key objectives and priorities. 

 

Explore: Always leave time to talk about next steps — the next meeting with whom and when, how they'll share that sample data file and who’s responsible for getting it to you, and who else should be involved in the process going forward.

 

Leave every meeting with clear next steps - a mutual action plan.

 

Follow this structure and you’ll nail every sale call every time. Yes, really.

 

— 

 

BTW… If you want some help building more structure and repeatability into your startup’s sales process, I’d like to help.

 

Next week, I’m running a FREE Sales Masterclass for B2B startup founders & CEOs.

 

I’ll teach the core frameworks and systems that every B@B startup needs to implement to achieve a repeatable, scalable sales process. 

 

Plus, we’ll do a diagnostic of your startup’s sales process so that you can see exactly where to focus on building repeatable systems in the next 3 months.

 

Here’s the link to our next Sale Masterclass: https://www.salesqualia.com/masterclass

 

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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