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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: March, 2023
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?

 

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