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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: January, 2022
Jan 19, 2022

What most CRMs reflect as "Stages" in a company's sales process, are really just reasons for sales opportunities to stall out…

 

Qualification is not a stage. Demo is not a stage. Proposal is not a stage. Contract is not a stage.

 

These are all just opportunities for sales opportunities to slow down, grind to a halt and end up in "long-term follow-up."

 

Why?

 

Because the right way to treat qualifications, demos, and proposals for these sales activities is treating them as catalysts to the next stage in the sale.

 

That means you have a specific process for:

 

  1. Maintaining momentum...
  2. Handling objections...
  3. Unstalling deals that get mired in the muck...

 

When you're selling a complex enterprise solution, one of your primary responsibilities is to keep control of the sale by always knowing the next step, and leading your customers through your sales process.

 

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.

Jan 4, 2022

In this episode of the Startup Selling Podcast, I interviewed Selling Boldly Author, Alex Goldfayn.

 

Alex is a global sales consultant, speaker, and author of a Wall Street Journal best-seller called Selling Boldly.

 

The Revenue Growth Consultancy creates an average annual revenue growth of 10-20% for its clients. About once a week, he delivers keynote speeches, sales kickoffs, breakout sessions, and workshops for various associations and companies around the country. 

 

The topic is sales growth, but Alex also dives deeply into confidence (instead of meekness), proactivity (instead of reactivity), and optimism (instead of pessimism). Fast sales growth is a function of mindset change and a system of simple behaviors.

 

After reading Alex’s book, I sent him a note on Linkedin. We talked on the phone, and we immediately clicked. So I invited him to the Startup Selling Show, and he graciously accepted.

 

The reason I wanted to have Alex on the podcast is to talk through the strategies he uses when he consults with large companies and their sales teams, and how you can implement them with your startup as you grow and scale.

 

In today’s conversation, we focused on how start-up sellers can change their mindsets and use communication to increase sales.  

 

Here are some of the topics that we covered in our conversation:

 

  • How to develop friendlies in the marketplace.
  • How to increase positive psychology when selling.
  • Overcoming fears and how to have positive conversations with the people in your marketplace.
  • How to migrate away from lazy, low-risk communications and what to do instead.
  • How to have “human” interactions with your prospects.
  • Communication techniques you can use to increase your sales.

 

Links & Resources:

 

 

 

 




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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