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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: 2023
Jul 31, 2023

Scott and Christopher engage in conversations covering various subjects, including founder-led sales and common fundraising errors. Additionally, they delve into the details of the Rally Innovation Summit, highlighting its emphasis on fostering collaboration across different sectors. Christopher stresses the significance of participating in events like Rally, as they provide valuable opportunities to achieve breakthroughs and adapt when needed.

 

About our guest:

Toph Day, CEO of Elevate Ventures is an active investor in the #1 most active seed & early stage Venture Capital Firm in the Great Lakes Region and #24 in the US. He is a best-selling author of Pillar-Based Marketing and has been a part of starting 8 different companies throughout his career in 7 different verticals. Toph has a perspective to offer on the “creative collisions” that will fuel the midwest’s growth as an innovation hub through Rally Innovation. Rally was developed to bring together companies, universities, entrepreneurs, and investors to forge the creative, cross-sectors that power innovation.

 

Some of the topics that we covered are:

- Toph’s Creative Collisions Term 

- Rally Innovations Event 

- Mid- west region as a hub for innovation 



Links & Resources: 

 

Rally Innovation: www.rallyinnovation.com/ 

Elevate Ventures: www.elevateventures.com/

LinkedIn: http://linkedin.com/in/christopherday2

 

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.

 

Jun 29, 2023

In this episode, Scott and Ryan discuss the importance of referrals in building an effective sales strategy, including the key components of a referral process and the importance of consistency. They also discuss using AI for sales, with Ryan sharing tips and tactics for implementation. Scott promotes his coaching program, Startup Selling, and encourages listeners to email him for a free consultation.

About our Guest: 

Ryan Stanley is the Founder and CEO of Whale Boss where he helps Technology Founders grow from $1M-$30M through the principles he used to achieve the same results personally. Ryan Has taught over 800 CROs, VPs, or Leaders his proprietary Enterprise Sales frameworks for startups and companies like Google, Amazon Web Services, Stripe, Salesforce, Uber, etc.

 

Some of the topics that we covered are:

 

- AI and chat GPT In sales

- Effective ways to ask for referrals 

- Examples of how AI is being used by SaaS founders.



Links & Resources: 

 

Website: www.ryanstaley.io/

LinkedIn: https://www.linkedin.com/in/ryan-staley/

Podcast:https://podcasts.apple.com/us/podcast/the-scale-up-show/id1527278610

 

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.

 

Jun 9, 2023

Amy is an enterprise sales fanatic and startup junkie with over 20 years and $100M+ worth of deals closed. She's experienced how startups too often short-circuit their potential (and their salespeople’s) by missing the mark on one very important thing: recruiting. This is where Amy and ATP come in! Amy is well known on LinkedIn and on the sales speaker circuit, hosting and Co-Founding the very popular Thursday Night Sales, the #1 weekly Virtual Sales Happy Hour.

Prior to Avenue Talent Partners , Amy was the Director of National Accounts at ZipRecruiter, Enterprise Sales Director at Glid, and the Senior Executive Account Director at Indeed.com.



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.

 

Some of the topics that we covered are:

 

  • Timing of Sales Personnel Hiring

  • Establishing a Solid Sales Foundation

  • Challenges Faced by Founders

  • Building a Supportive Startup Community



Links & Resources: 

 

Website: www.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.

 

May 26, 2023

In this episode, Scott focuses on the principle:

 

“Relentless Forward Progress.”

May 20, 2023

In this episode, Scott focuses on the principle:

 

“Extreme Ownership.”

May 17, 2023

Meet Eric Quanstrom, the Chief Marketing Officer at CIENCE, where he leads all marketing efforts from creating brand awareness to cultivating passionate fans. With a wealth of experience in marketing, digital media, technology, and strategy, Eric brings a unique perspective to his role.

Prior to joining CIENCE, Eric held various executive positions, including CMO at Pipeliner CRM, Nimble, and Sorenson Media. He also served as VP of Marketing at SightSpeed (acquired by Logitech, 2008), Director of Business DocuComp (acquired by DocsCorp), and West Coast head of the Fox Online Properties at News Corporation.

Eric holds an MBA in Marketing from San Francisco State University and a BA in Journalism from San Diego State University. As an Aztec, he takes pride in his alma mater's achievements.



Some of the topics that we covered are:

 

  • Three ways you can do outbound 

    • List Building 

    • Intent led outbound 

    • Inbound led outbound 

  • Working with an outsourcing agency 

    • Ownership 

    • Partnership 

    • Readiness

 

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.



Links & Resources: 

LinkedIn - https://www.linkedin.com/in/quanstrom/

Podcast: https://www.cience.com/podcast

 

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.

May 16, 2023

In this episode, Scott focuses on the principle:

 

“Hire slowly, fire quickly.”

May 10, 2023

Wes Bush is a challenger. He’s challenged himself by running marathons, skydiving, and building a remote business. He’s challenged an entire industry to find a better way to approach SaaS growth. Wes is allergic to the status quo.

As founder and president of the ProductLed, Wes spends his days teaching SaaS businesses how to flip the traditional sales playbook on its head and build products that sell themselves.

Wes holds a Bachelor’s Degree in Global Business and Digital Arts from the University of Waterloo. A respected business consultant, Wes understands that flashy marketing and hard sells can’t replace the value a customer receives from an exceptional product. 

A strong brand and social proof are no longer enough to build trust with the modern buyer. People need to try before they buy. Product-Led Growth turns that philosophy into an executable business strategy.

 

Some of the topics that we covered are:

 

  • Product-led Growth vs. Sales-Led Growth

    • Approach to demonstrating value

    • When is it appropriate to use either or even both?

    • Strategies for growth

    • Onboarding New Customers





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.



Links & Resources: 

 

Twitter - https://twitter.com/wes_bush

LinkedIn - https://www.linkedin.com/in/wesbush/

Website -https://productled.com/book/product-led-growth

 

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.




May 5, 2023

Collin Mitchell - 4x founder and the Chief Evangelist at Humantic AI

Meet Collin Mitchell, a 4x founder passionate about Sales, Entrepreneurship, and Podcasting. Collin is the Chief Evangelist at Humantic AI where they are helping sellers personalize the entire sales process to build more rapport and close more deals.

Collin is also the host of Sales Transformation. He started with nothing but managed to grow his first business from 0 to 5M ARR in 26 months!



Some of the topics that we covered are:

 

  • How to move away from Batch and Blast

  • Difference between Target Market and Persona 

  • Importance of Specific Personalization
    Buyer Personalities types 



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.



Links & Resources: 

 

Twitter - https://twitter.com/collinM_Sales

Facebook - https://www.facebook.com/Collin.SalesHustle

Instagram - https://www.instagram.com/collinm_sales/reels/

Youtube - https://youtu.be/qs61feJWbLw

LinkedIn - https://www.linkedin.com/in/collincmitchell/

Humantic AI Website - https://humantic.ai/

 

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.

 

Apr 18, 2023

This is Part 6 of our series – First Principles for Startup Founders

 

In this episode, Scott shares why EVERY startup must find a niche within their TAM as a starting point for sales, growth, and achieving Product-Market Fit down the road.

 

The reason this is such a critical part of your sales processes is because it is IMPOSSIBLE to sell to every customer type in your total addressable market.

 

Yes, you want to make a big impact, and you want to affect an entire industry. But for now there’s only a certain niche or sub-segment within that larger marketplace that you are able to sell to for a variety of reasons FOR NOW…




 

👣 Now, let's talk about YOU and YOUR startup’s journey... 👣

 

If you're a startup CEO that's on your journey to make the climb to $100mm ARR...

 

If you’re one of those rare breed of founders that’s willing to acknowledge & accept that there are no shortcuts...

 

If you're willing to work step-by-step, day-by-day with patience, persistence & perseverance...

 

Then I’ve got some pretty incredible news…

 

I'm partnering with Amy Volas & Avenue Talent Partners to bring you a 2-day, IRL immersive experience specifically for startup founders & CEOs whose companies are selling to the enterprise.

 

Yes this an "In Real Life" event – next month at a top-notch location in a world-class city with 5-star amenities provided by us.

 

You'll work alongside Amy Volas, me, the SalesQualia team & an unrivaled peer group of fellow founders & CEOs ready to transform their business and mindset, and yours.

 

👇 Here's the criteria...👇

 

You MUST:

 

✅ Be a B2B tech startup founder doing at least $50k MRR right now.

✅ Be willing to invest time, energy and focus for two days to work on scaling your sales & your team.

✅ Be friendly & coachable – you will openly ask questions & share ideas.

✅ Acknowledge & accept there are no short cuts, hacks or magicians that will bestow you a $100m revenue engine.

✅ Keep a secret…

 

We have VERY limited space & tickets available for purchase because of our venue & how we’re running this IRL immersive event.

 

If this is you, and you’re ready to transform your business and yourself...

 

Check out the details here and how to save your spot for this exclusive, in-person, immersive event www.salesqualia.com/Chicago2023

 

Let’s do this, shall we?

 

Apr 14, 2023

This is Part 5 of our series – First Principles for Startup Founders

 

 In this episode, Scott shares why startup founders MUST establish Product-Problem Fit BEFORE they establish a Product-Market Fit product.

 

Most founders I talk with started their company because they saw a big problem in the market or a big gap with the existing solutions.

 

The very first thing we need to do when we’re going out and selling is to make sure that our product solves a problem for our future customers AND to establish what sort of customers to target early in the company’s sales work.



 

👣 Now, let's talk about YOU and YOUR startup’s journey... 👣

 

If you're a startup CEO that's on your journey to make the climb to $100mm ARR...

 

If you’re one of those rare breed of founders that’s willing to acknowledge & accept that there are no shortcuts...

 

If you're willing to work step-by-step, day-by-day with patience, persistence & perseverance...

 

Then I’ve got some pretty incredible news…

 

I'm partnering with Amy Volas & Avenue Talent Partners to bring you a 2-day, IRL immersive experience specifically for startup founders & CEOs whose companies are selling to the enterprise.

 

Yes, this an "In Real Life" event – next month at a top-notch location in a world-class city with 5-star amenities provided by us.

 

You'll work alongside Amy Volas, me, the SalesQualia team & an unrivaled peer group of fellow founders & CEOs ready to transform their business and mindset, and yours.

 

👇 Here's the criteria...👇

 

You MUST:

 

✅ Be a B2B tech startup founder doing at least $50k MRR right now.

✅ Be willing to invest time, energy, and focus for two days to work on scaling your sales & your team.

✅ Be friendly & coachable – you will openly ask questions & share ideas.

✅ Acknowledge & accept there are no shortcuts, hacks, or magicians that will bestow you a $100m revenue engine.

✅ Keep a secret…

 

We have VERY limited space & tickets available for purchase because of our venue & how we’re running this IRL immersive event.

 

If this is you, and you’re ready to transform your business and yourself...

 

Check out the details here and how to save your spot for this exclusive, in-person, immersive event www.salesqualia.com/Chicago2023

 

Let’s do this, shall we?

 

Apr 12, 2023

This is Part 4 of our series – First Principles for Startup Founders

 

In this episode, Scott talks about why ACTION is essential to learning when it comes to your startup’s sales and GTM process.

 

Ideas are great, implementation is better. Because that’s the ONLY way you know if your idea is any good, collect metrics and know how to improve.

To understand what is our target market? Who are we selling to? What is the messaging? Why are they buying? What’s the value we create? How do they buy? Who are the people that are involved? What’s the decision process like? How do we implement with new customers?

 

All of these learnings come through implementation, whether you're going from 0 customers to your first 10, or from those 10 customers to your first $1MM in revenue. That continues to shift and change as you grow from $1MM to $3MM, $3MM to $10MM to $30MM, and so on.

Sometimes you win, and sometimes you learn. Either way, you’re ahead of where you were before.

 

 

👣 Now, let's talk about YOU and YOUR startup’s journey... 👣

 

If you're a startup CEO that's on your journey to make the climb to $100mm ARR...

 

If you’re one of those rare breed of founders that’s willing to acknowledge & accept that there are no shortcuts...

 

If you're willing to work step-by-step, day-by-day with patience, persistence & perseverance...

 

Then I’ve got some pretty incredible news…

 

I'm partnering with Amy Volas & Avenue Talent Partners to bring you a 2-day, IRL immersive experience specifically for startup founders & CEOs whose companies are selling to the enterprise.

 

Yes this an "In Real Life" event – next month at a top-notch location in a world-class city with 5-star amenities provided by us.

 

You'll work alongside Amy Volas, me, the SalesQualia team & an unrivaled peer group of fellow founders & CEOs ready to transform their business and mindset, and yours.

 

👇 Here's the criteria...👇

 

You MUST:

 

✅ Be a B2B tech startup founder doing at least $50k MRR right now.

✅ Be willing to invest time, energy and focus for two days to work on scaling your sales & your team.

✅ Be friendly & coachable – you will openly ask questions & share ideas.

✅ Acknowledge & accept there are no short cuts, hacks or magicians that will bestow you a $100m revenue engine.

✅ Keep a secret…

 

We have VERY limited space & tickets available for purchase because of our venue & how we’re running this IRL immersive event.

 

If this is you, and you’re ready to transform your business and yourself...

 

Check out the details here and how to save your spot for this exclusive, in-person, immersive event www.salesqualia.com/Chicago2023

 

Let’s do this, shall we?

Apr 5, 2023

Bocar is a thought leader within the GTM landscape, being a Sales Coach at the Harvard Business School, revenue.fyi, and scalingto100.com. He was an early employee at Hootsuite, starting as a sales rep, pre-revenue, leading multiple GTM teams throughout its growth to $150M+ ARR, 1500+ employees and ~$300M in funding. Since then, his roles have been to consistently build out new revenue growth engines from the ground up.

As Managing Director at Forum Ventures, Bocar supports early-stage founders in establishing their target customers, gaining rapid traction, and establishing sales motion in the early days of a startup.

 

Some of the topics that we covered are:

 

  • How to build a successful Go-To-Market Motion.

  • Launch Partners and Design Partnes 

  • How to reach your funding goal.

  • Importance of Founder-Led selling for early startups 

  • Importance of building an MVB (Minimal Viable Business) Motion

  •  



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.

 

Links & Resources: 

 

Website: https://www.forumvc.com/

LinkedIn: https://www.linkedin.com/in/bocardia/

Twitter: https://twitter.com/mrbocs

Blog: https://scalingto100.com/about/

 

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.

 

Mar 29, 2023

Jeff Bajorek works with B2B sales teams to maximize performance by reframing their approach, their selling skills, and their mindset around their purpose. He helps them rethink the way they sell by reminding them of what needs to be done, showing them how to do it, and then making them believe they can.

When he’s not at work, you can find him on a golf course, or cooking something delicious for his family.

 

Some of the topics that we covered are:

 

  • Psychology of Selling 

  • Inhibitors of why someone can't close a sale

  • Areas of the sales process important for closing a sale 



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.

 

Links & Resources: 

Website: www.jeffbajorek.com/

Twitter: https://twitter.com/jeffbajorek

LinkedIn: https://www.linkedin.com/in/jeffbajorek/

Rethink the way you sell Podcast: https://pod.link/1555332957

Donate to Chosen Vision: www.jeffbajorek.com/chosenvision

Resources: https://www.jeffbajorek.com/tools

 

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.

Mar 13, 2023

This is Part 3 our series – First Principles for Startup Founders

 

In this episode, Scott focuses on the principle:

 

“No one cares about your product.”

 

In this episode, Scott talks about a very basic principle that might be one of the most obvious once you hear it, but is often most difficult for many startups to implement.

 

Your prospects only care about the problem that they're dealing with every day, or the priority that they need to achieve. Then, and only then do they care about how your product might be able to help them solve that problem, or how your product might be able to help them achieve that priority.

 

This is a principle you can apply across your sales funnel – from your prospecting and lead gen to your customer success and up-selling.

 

Focus on the problem & priority, not your product.  Because that’s what your prospects do.

 

 

👣 Now, let's talk about YOU and YOUR startup’s journey... 👣

 

If you're a startup CEO that's on your journey to make the climb to $100mm ARR...

 

If you’re one of those rare breed of founders that’s willing to acknowledge & accept that there are no shortcuts...

 

If you're willing to work step-by-step, day-by-day with patience, persistence & perseverance...

 

Then I’ve got some pretty incredible news…

 

I'm partnering with Amy Volas & Avenue Talent Partners to bring you a 2-day, IRL immersive experience specifically for startup founders & CEOs whose companies are selling to the enterprise.

 

Yes this an "In Real Life" event – next month at a top-notch location in a world-class city with 5-star amenities provided by us.

 

You'll work alongside Amy Volas, me, the SalesQualia team & an unrivaled peer group of fellow founders & CEOs ready to transform their business and mindset, and yours.

 

👇 Here's the criteria...👇

 

You MUST:

 

✅ Be a B2B tech startup founder doing at least $50k MRR right now.

✅ Be willing to invest time, energy and focus for two days to work on scaling your sales & your team.

✅ Be friendly & coachable – you will openly ask questions & share ideas.

✅ Acknowledge & accept there are no short cuts, hacks or magicians that will bestow you a $100m revenue engine.

✅ Keep a secret…

 

We have VERY limited space & tickets available for purchase because of our venue & how we’re running this IRL immersive event.

 

If this is you, and you’re ready to transform your business and yourself...

 

Send an email to scottsambucci@salesqualia.com and my team can send over the details of how to save your spot for this exclusive, in-person, immersive event

 

Let’s do this, shall we?

 

Mar 10, 2023

Daily Dose: First Principles for Startup Founders – Sales is an Everyday Activity [Part 2]

 

This is Part 2 our series – First Principles for Startup Founders

 

In this episode, Scott focuses on the principle:

 

“Sales is an everyday activity.”

 

Booking booth space at a few industry conferences… Outsourcing your lead gen work to an SDR firm to batch and blast your market… Paying a marketing firm thousands of dollars every month to create DemandGen…

 

They can be good short-term forcing functions to drive leads and generate sales behavior, none of those are scalable or install a culture of sales in your startup.

 

Founders need to take action everyday, to take better control of their sales process. Making sales an everyday activity also gets founders more clarity about what we're doing every day, while giving themselves, their team and the market confidence.

 

👣 Now, let's talk about YOU and YOUR startup’s journey... 👣

 

If you're a startup CEO that's on your journey to make the climb to $100mm ARR...

 

If you’re one of those rare breed of founders that’s willing to acknowledge & accept that there are no shortcuts...

 

If you're willing to work step-by-step, day-by-day with patience, persistence & perseverance...

 

Then I’ve got some pretty incredible news…

 

I'm partnering with Amy Volas & Avenue Talent Partners to bring you a 2-day, IRL immersive experience specifically for startup founders & CEOs whose companies are selling to the enterprise.

 

Yes this an "In Real Life" event – next month at a top-notch location in a world-class city with 5-star amenities provided by us.

 

You'll work alongside Amy Volas, me, the SalesQualia team & an unrivaled peer group of fellow founders & CEOs ready to transform their business and mindset, and yours.

 

👇 Here's the criteria...👇

 

You MUST:

 

✅ Be a B2B tech startup founder doing at least $50k MRR right now.

✅ Be willing to invest time, energy and focus for two days to work on scaling your sales & your team.

✅ Be friendly & coachable – you will openly ask questions & share ideas.

✅ Acknowledge & accept there are no short cuts, hacks or magicians that will bestow you a $100m revenue engine.

✅ Keep a secret…

 

We have VERY limited space & tickets available for purchase because of our venue & how we’re running this IRL immersive event.

 

If this is you, and you’re ready to transform your business and yourself...

 

Send an email to scottsambucci@salesqualia.com and my team can send over the details of how to save your spot for this exclusive, in-person, immersive event

 

Let’s do this, shall we?

Mar 8, 2023

When things get tough, go back to First Principles. That’s what these next few podcast episodes are all about.

 

In this episode, Scott focuses on the principle:

 

“Focus on Now now; worry about Later later.”

 

I’m seeing a lot of trepidation in the market right now, especially for startup founders, and founders are nervous for lots of reasons.

 

First, founders are seeing and feeling the crunch when it comes to the financing and funding part of the world. VCs and investors are pulling back because they like to mitigate risk, not take risk.

 

A second reason is the general economic slowdown. Now, I never subscribe to the excuse that the economy is slow, therefore I can't sell my stuff. As a startup, you should be focused on early adopters and nailing a niche of early customers ready to take action regardless of the macroeconomy. 

 

That said, if you’re selling to the enterprise, you know that large companies like the Fortune 500s are pulling back. They're pulling back on budgets. They're pulling back on expenses. They're pulling back and cutting their own workers, including some of the people you might have been working with as part of a sales deal over the last 6 months. All of a sudden you find out that person just isn’t there anymore. 

 

Thirdly, I think the reason for some anxiety started with the sales goals and projections founders established early in the year. Many teams go into the new year with a fervor and excitement and enthusiasm – this is going to be OUR year, putting together strategies and sales plans, maybe having hired a sales team in the last few months, expecting that now they're going to be fully onboard. Plus there are some deals in the sales pipeline which carried over from Q4.

 

When everything slows down, against what we wanted or needed for the year, it’s time to get back to basics and First Principles.






👣 Now, let's talk about YOU and YOUR startup’s journey... 👣

 

If you're a startup CEO that's on your journey to make the climb to $100mm ARR...

 

If you’re one of those rare breed of founders that’s willing to acknowledge & accept that there are no shortcuts...

 

If you're willing to work step-by-step, day-by-day with patience, persistence & perseverance...

 

Then I’ve got some pretty incredible news…

 

I'm partnering with Amy Volas & Avenue Talent Partners to bring you a 2-day, IRL immersive experience specifically for startup founders & CEOs whose companies are selling to the enterprise.

 

Yes this an "In Real Life" event – next month at a top-notch location in a world-class city with 5-star amenities provided by us.

 

You'll work alongside Amy Volas, me, the SalesQualia team & an unrivaled peer group of fellow founders & CEOs ready to transform their business and mindset, and yours.

 

👇 Here's the criteria...👇

 

You MUST:

 

✅ Be a B2B tech startup founder doing at least $50k MRR right now.

✅ Be willing to invest time, energy and focus for two days to work on scaling your sales & your team.

✅ Be friendly & coachable – you will openly ask questions & share ideas.

✅ Acknowledge & accept there are no short cuts, hacks or magicians that will bestow you a $100m revenue engine.

✅ Keep a secret…

 

We have VERY limited space & tickets available for purchase because of our venue & how we’re running this IRL immersive event.

 

If this you, and you’re ready to transform your business and yourself...

 

Send an email to scottsambucci@salesqualia.com and my team can send over the details of how to save your spot for this exclusive, in-person, immersive event



Let’s do this, shall we?

 

Jan 31, 2023

Over the last 10 years, Monica has built sales teams for Panjiva (acquired by S&P Global), Trello (acquired by Atlassian), and RedIQ (acquired by Berkadia/Berkshire Hathaway).

 

Then, in 2018, She decided to change everything.

 

She wanted to help founders and sales teams reach their goals in the fastest way possible. She wanted to get out of the day-to-day grind and get to the heart of what was going to drive meaningful results. Now, She has helped over 100 companies unlock their next level of growth, delivering well over $20M in revenue and $100M in value creation.



Some of the topics that we covered are:

 

  • The Concept of Product Led Growth
  • The Concept of Hyper-Specialization
  • The South Park Model of Account Management
  • Importance of Customer Journey Post Sales 
  • The Concept of Highlight Moments 



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.

 

Links & Resources: 

 

5ive Limes: https://www.linkedin.com/company/5ive-limes/

Monica’s LinkedIn: https://www.linkedin.com/in/monica-stewart/ 

 

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 24, 2023

Getting an enterprise deal across the finish line can feel like you've just crossed the 25 mile mark... and you've still got 25 more to go 😩

 

How do you sustain momentum in long deal cycles? What's required to get that deal to the finish line?

 

Scott Sambucci shares lessons learned from being an ultramarathon athlete AND an enterprise seller. The two have more in common than you might think 😉

 

Some of the topics that we covered are:

 

  • Sustaining momentum with large buying committees
  • Keeping deals moving even when all you hear is silence
  • Mindset and preparing yourself for the long haul
  • Lessons from the trail 

...and so much more! 

 

Join us to learn how to sustain momentum with long, enterprise deals! 



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.

 

Links & Resources: 

 

Alignd's website – https://getalignd.co

B2B Power Hour – https://b2bpowerhour.com

Morgan's LinkedIn – https://linkedin.com/in/morganjsmith/

Nicholas' LinkedIn – https://linkedin.com/in/nicholasthickett



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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