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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: April, 2022
Apr 29, 2022

I scrapped the snazzy sales framework I had ready to go because...

 

I’ve got something else that’s more important – it's about what's going on out there.

 

Unease. Uncertainty. Anxiety. Seems everyone’s feeling it.

 

Maybe not everyone. Maybe everything is honky-dory & hockey stick in your world – I hope that’s the case. I want that for every company founder.

 

But if it’s not all puppy dogs and rainbows, know that it’s not just you.

 

I’ve been talking to our clients all over the world – startup CEOs, investors, program directors.

 

They're all sharing that everything’s just.. a... lit...tle... bit... slower... I'm guessing you are, too.

 

Your customers & prospects are feeling it, because their customers & prospects are feeling it.

 

Big company earnings reports and headlines sharply negative – Netflix. Facebook. Alphabet. Spotify. Job cuts at Wells Fargo, Novartis, Robinhood and Blend.

 

Ukraine. Recessions. The threat of nuclear war.

 

Your team is feeling it. 

 

Higher gas prices. Higher prices everywhere. Tax season is expensive, and summer camps are next. Summer trips to Disneyland are becoming camping trips and stay-cations. That bigger house is on hold because of mortgage rates & home prices. 

 

You’re feeling it, too. I know because I see it on Zoom. I hear it on phone calls. We're all just a little tired and frustrated.

 

All of us pushed and persevered through the last two years, and here we are, again, facing yet another test of our mettle as founders. As leaders. As colleagues. As partners and parents.

 

Coming out of 2021, there was a sense of justified optimism –promise for the year ahead.  While COVID persisted, it seemed the worst was behind us and this would be the breakout year we’ve preparing for. Kids were back in school. We figured out the WFH thing.

 

Except that it hasn't.

 

So now what the f&ck do we do?

 

Now we remember what we did for the past two years.  We use that experience to be a leader. To stay composed and in control. We lead.

 

We lead our customers. We lead our prospects. We lead our teams. We lead our family. We lead our Self.

 

---

 

If you'd like some help, I’d like to offer a hand –  

 

I'm running a private LIVE Session for our coaching clients coming up, and you’re invited – even if you're not a client. Especially if you're not a client.

 

We’re going to dive deep into every company's sales process – from Lead Gen to Active Deals to Pricing & CS.  

 

We’re going to identify specific risks and gaps, then build a plan-of-action for the next 3, 6 & 12 months for getting more leads, closing more deals, keeping more customers, and hiring the right team around us.

 

If you’d like to join, check out the details at https://salesqualia.com/roadmap/ 

 

Because this is a client event that we're opening up to non-clients, we have limited spots (like less than 10…). Our clients are a tight group that are always willing to share and help, but I’ve also got to put them first. 

Apr 13, 2022

In this episode of the Startup Selling Podcast, I interviewed Dan Martell.

 

“You can only keep what you give away.” That’s the mantra that’s shaped Dan Martell from a struggling 20-something business owner in the Canadian Maritimes to a successful startup founder who’s successfully raised more than $2 million in venture funding and exited not one... not two... but three tech businesses: Clarity.fm, Spheric and Flowtown.

 

Serial entrepreneur, speaker & investor Dan is a perfect example of someone who has overcome all odds to achieve massive success. Dan now dedicates his time to coaching high performing SaaS entrepreneurs to scale their businesses in a predictable way. 

 

An activator, a tech geek, an adrenaline junkie and, yes, a romantic (ask his wife Renee), Dan splits his time between Canada (where he grew up), and San Diego with his wife Renee and two boys.



Some of the topics that we covered are:

 

  • The Not Been Knowing/Doing Gap
  • Achieve/ Keep Simplicity in your Business 
  • 3 Questions When Deciding To Introduce Something New To Your Business 
  • Examples of the 3 Question Framework 



Links & Resources: 

 

Website: www.danmartell.com/

 

LinkedIn: www.linkedin.com/in/dmartell/

 

Instagram: @danmartell



Listen & subscribe to The Startup Selling Show here:

 

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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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