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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: February, 2022
Feb 22, 2022

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 Volas 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. She 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.



Some of the topics that we covered are:

 

  • The importance of communication.
  • The importance of listening. 
  • The importance of understanding how much of what we're sharing in a sales presentation, interviewing candidates, etc. is remembered.
  • How can we do better as communicators?
  • How to communicate so our prospects don’t feel confused.
  • Ensuring that the company that’s doing the interviewing knows who you are as a candidate.
  • The state of hiring when it comes to women in technology.



Links & Resources: 

 

Website: avenuetalentpartners.com

 

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



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.

Feb 15, 2022

In this episode of the Startup Selling Podcast, I interviewed Aaron Krall.

 

Aaron runs SaaS Growth Hacks, the largest SaaS community in the world with over 24,000 members. He helps B2B SaaS companies increase their leads and demo conversions using his SaaS Growth Playbook model. 

 

He has personally worked with 100’s SaaS companies across dozens of industries and has helped 1000’s more attract their dream customers and convert them to rabid fans. He has increased leads, demo conversions, and ARR for clients like IBM, Reply.io, Freshworks, Brand24, and more. 

 

Aaron lives in Salt Lake City with his wife Natalie, his son, Arlo, and dog Penny. He enjoys reading horror movie synopsis on Wikipedia and leaving reviews on Google Maps.

 

Some of the topics that we covered are:

 

  • How to find your ideal customer
  • Finding and owning a niche
  • How to create a SaaS product that people will find hard to say no to
  • Partnership Playbook - how to find, talk to and build relationships with high-value partners
  • Difference between a niche, market, and ideal customer 
  • Bias and assumptions 



Links & Resources: 

 

SaaS Growth Hacks Group: www.facebook.com/groups/SaaSgrowthhacking 

 

Facebook Page: www.facebook.com/Aaron-S-Krall-345461526368945 

 

Aaron on LinkedIn: www.linkedin.com/in/aaronkrall 

 

Aaron on Twitter:twitter.com/aaron_krall?lang=en 

 

Aaron's shock and awe page - https://on.aaronkrall.io/case-studies

 

SalesQualia Live Events: https://salesqualia.com/live_events



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.



Feb 8, 2022

In this episode of the Startup Selling Podcast, I interviewed Jess Todtfeld.

 

Jess shows executives and c-suite leaders how to BE Magnetic — how to quickly gain the confidence and skills to master speeches, presentations, and media interviews.

 

Jess, CSP, is one of the leading communication and media training authorities in the U.S. With more than 17 years as a communication trainer and consultant. Todtfeld helps CEOs, business executives, spokespersons, public relations representatives, experts, and authors to become more confident, more in control, and to create more results from their speaking engagements and media appearances.

 

He brings with him 13 years of experience as a TV producer for NBC, ABC, and FOX, having booked and produced over 5,000 segments. Jess’ time in front of the camera includes features reporting, guest spots on national/international news programs, and hosting of “America’s Premiere Experts” and “Times Square Today” (2015-2019) which has been broadcast on ABC, NBC, FOX and CBS affiliates in the U.S.

 

As a guest, Jess went on to set a Guinness Record for being interviewed the most times in 24 hours… 112 different interviews on radio.

 

Some of the topics that we covered are:

 

  • The importance of having storytelling as a key skill.
  • How to be specific and memorable in your storytelling.
  • How to avoid data dump when you’re telling stories to your customers.
  • How to use examples to emphasize key points to deliver with your audience.
  • How to think about public relations and the logistics that it takes to market the right way.



Links & Resources: 

 

Jess on LinkedIn: www.linkedin.com/in/todtfeld

 

Meet Jess Todtfeld: www.bookjess.com/how-can-jess-help-you

 

Cell:  (917) 207-1039 

 

SalesQualia Live Events: salesqualia.com/live_events



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.

Feb 1, 2022
  Did a keynote talk at a client's Sales Kickoff this week. They asked me –

 

"How do you keep people engaged in a sales call, or in the sales process in general?"

 

The first answer that came to mind was to remember that your prospects are people. They have stuff happening all around them everyday, just like you.

 

Personal stuff. Family stuff. Health stuff. COVID. Kid stuff. Spouse stuff.

 

Sure, the past two years have been stranger than normal, but that's the normal we're in now. Strange is normal.

 

Remember that when you're making that cold call, or pissed off that the prospect is late for your Zoom, or they seemed distracted during the demo.

 

It's probably not personal, because it could well be something personal for them.

 

#leadership #sales #BeHuman



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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