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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, 2023
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.

 

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