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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: 2024
May 24, 2024

In this episode, Scott Sambucci discusses the importance of making the most of unexpected downtime, managing schedules effectively, and maintaining a healthy lifestyle while traveling to maximize productivity. He highlights the need for being prepared and efficient during travel to reduce frustrations and ensure optimal performance.

Scott also emphasizes the value of scheduling breaks and naps to stay refreshed, managing time and routines while on the road, and avoiding over-scheduling meetings. He shares practical tips such as bringing instant coffee packets, packing healthy snacks, and staying hydrated to maintain energy levels and productivity during travel.

 



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May 17, 2024

In this episode, Scott Sambucci sits down with Dan Waldschmidt, a best-selling author, motivational speaker, and business strategist, to explore the application of Dan's EDGY Framework to the life of an entrepreneur and startup CEO. Dan's journey from success to failure and back again, including a moment where he nearly took his own life, brings a unique perspective to the conversation. Despite facing immense challenges, Dan's resilience and determination have propelled him forward, reflected in his book "Edgy Conversations: How Ordinary People Can Achieve Outrageous Success," which has become a 9-time bestseller. With a personal goal of setting the world record for the most running miles covered in 24 hours, Dan's intensity and purpose shine through as he and Scott delve into strategies for achieving success in the entrepreneurial world.



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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.

 

May 10, 2024

In this episode, Scott discusses the benefits of automating decisions to maintain discipline and productivity in both personal and professional settings. He emphasizes the importance of time blocking and accountability in overcoming distractions and ensuring consistency in routines. By sharing examples from his own life, such as scheduling specific times for workouts or prospecting and sticking to them, Scott provides listeners with practical strategies to enhance their focus and efficiency.

Scott offers five strategies for automating decisions to increase productivity and satisfaction, including automating daily stand-ups and regular meetings with the team, and preparing ahead by laying out gear and materials in advance. Additionally, he stresses the importance of structured prospecting schedules to avoid decision fatigue and maintain a disciplined approach to achieving goals. Through actionable insights and systems, Scott encourages listeners to adapt his strategies to suit their own situations for personal and professional growth.



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.

 

May 3, 2024

In this episode, Scott Sambucci explores the balance between deliberate and emergent strategies in personal and professional settings. Drawing from his ultra running experiences and work life, he shares practical applications of this balance, such as his decision-making process for participating in a 200-mile race and his strategic decision to work with Monica Stewart. Scott highlights strategies for being deliberately emergent, including monthly planning sessions, learning to say no, and maintaining effective communication with team members and partners.

Scott addresses customer needs by discussing the challenge of balancing planned strategies with emergent opportunities and the importance of openness to new ideas. He emphasizes effective communication with team members and advisors to navigate challenges and opportunities. Additionally, Scott shares insights into recognizing and pursuing opportunities that align with one's interests and bring joy to their work. His advice includes actively listening to oneself and exploring new possibilities that enhance work fulfillment and excitement.



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.

 

Apr 26, 2024

In this episode, Scott emphasizes the crucial role of routines in achieving both goals and happiness. He shares personal examples and strategies to guide listeners on their journey to success. Scott highlights the importance of routine in ultra running and training, as well as establishing structured routines at work. He underscores the value of repetition and consistency in routines as drivers of personal growth and productivity.

Addressing customer needs, Scott discusses the benefits of finding a routine in work and personal life, such as reducing decision fatigue, focusing on priorities, and creating predictability. He suggests structuring work weeks with themed days, dedicating specific days to content creation, client work, coaching, operations, and other tasks. Scott also emphasizes the importance of eliminating distractions by turning off notifications and using airplane mode, allowing for greater focus and adherence to routines. Additionally, he stresses the need for consistent scheduling to maintain discipline and cultivate habits.



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.

 

Apr 19, 2024

In this episode, Scott underscores the pivotal role of clarity, control, and confidence in attaining success, offering a structured approach to goal-setting. He emphasizes the importance of visualization, effective planning, and preparation, advocating for the mapping out of timeframes and conducting standups and meeting prep. Introducing the concept of account planning meetings for key accounts, Scott provides a detailed example of preparing for an on-site meeting, highlighting the significance of thorough planning and communication with stakeholders. Addressing customer needs, he stresses the ability to capitalize on opportunities and execute plans through principles of planning, preparation, and visualization. Additionally, Scott shares strategies for setting and achieving key performance indicators (KPIs) to reach specific goals and milestones, offering practical insights for effective implementation. Through actionable advice and real-world examples, Scott equips listeners with the tools and mindset necessary for achieving success in their endeavors.



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.

 

Apr 12, 2024

In this episode, Scott underscores the crucial elements of clarity, control, and confidence in the pursuit of success, offering a structured approach to goal-setting. Emphasizing the significance of visualization and effective planning, he advocates for meticulous preparation through time mapping, standups, and meeting prep. Introducing the concept of account planning meetings for key accounts, Scott provides a detailed example of preparing for an on-site meeting, highlighting the importance of thorough planning and communication with stakeholders. Addressing customer needs, he stresses the ability to seize opportunities and execute plans by adhering to principles of planning, preparation, and visualization. Additionally, Scott shares strategies for setting and achieving key performance indicators (KPIs) to reach specific goals and milestones, offering actionable next steps for implementing account planning meetings, conducting standups and meeting prep, and blocking time for planning and preparation. Through practical insights and actionable advice, Scott equips listeners with the tools and mindset necessary for achieving success in their endeavors.

 

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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.

Apr 5, 2024

In this episode, Scott delves into the transformative power of gratitude, emphasizing its profound impact on both personal and professional growth. He underscores the importance of recognizing abundance and opportunities, urging listeners to shift their mindset towards problem-solving and ownership. By reframing challenges as opportunities for growth and learning, Scott introduces a powerful strategy for overcoming obstacles and achieving success. Addressing customer needs, Scott emphasizes the significance of understanding and addressing prospects' problems, highlighting the importance of creating demand for software systems by solving real-world business challenges. Moreover, he stresses the value of aligning with customers' strategic priorities and seizing opportunities to assist them, fostering a sense of gratitude for the ability to make a positive impact. Through strategic insights and actionable advice, Scott empowers listeners to embrace gratitude as a catalyst for driving meaningful change and achieving their goals.



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, 2024

In this episode, Scott Sambucci delves deep into the transformative power of confidence, drawing from his rich tapestry of experiences, which include training for arduous 100-mile races and competing in Brazilian Jiu-Jitsu tournaments. Through captivating anecdotes and practical insights, Scott underscores the indispensable role of confidence in both professional and personal realms. He highlights the importance of instilling confidence in oneself and others, exemplified by a customer's approach to empowering soccer players on the field. Moreover, Scott addresses common challenges encountered by company founders, such as the tendency to seek constant validation, and advocates for the implementation of structured sales processes to bolster confidence and expertise in client interactions. Additionally, Scott offers invaluable guidance on navigating stakeholder engagements, providing strategic advice on pricing strategies and decision-making processes. Through actionable next steps, including assistance in webinar content creation and outreach strategies, Scott empowers listeners to cultivate unwavering confidence, refine their sales approach, and navigate complex business landscapes with conviction and resilience.



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 22, 2024

In this episode, Scott emphasizes the universal importance of resilience, offering three essential steps: commitment, control, and challenge. He shares a personal story of resilience during a demanding training run, illustrating the power of perseverance in overcoming obstacles. Customer needs revolve around persisting with business efforts, including prospecting and maintaining focus amid distractions. Budget considerations stress the ongoing necessity of consistent prospecting efforts in business operations. Scott introduces strategies for building resilience, such as leveraging past experiences and setting aside dedicated time for prospecting. Overall, the episode provides actionable insights for cultivating resilience in both personal and professional spheres, empowering listeners to overcome challenges and achieve their goals.



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 15, 2024

In Episode 4 of the Go Farther series, Scott delves into the intricacies of overcoming obstacles, drawing inspiration from the hero's journey archetype. He underscores the importance of maintaining flexibility and relentless progress in the face of challenges, urging listeners to view obstacles as integral parts of their own narratives. Throughout the episode, Scott emphasizes the significance of problem-solving, meticulous planning, and the willingness to seek assistance when encountering hurdles. He outlines a practical four-step process for adapting to obstacles, empowering listeners to confront challenges head-on with confidence and determination.

Key customer needs discussed include the potential loss of top clients, the ramifications of making a bad hire and navigating shifts in market demand. Stakeholder insights shed light on challenges such as team members' potential leave or illness, as well as personal emergencies impacting business operations. Customer budget considerations highlight the importance of asking for assistance when faced with obstacles.

In essence, Scott's episode serves as a beacon of guidance, reminding listeners to embrace challenges as opportunities for growth and to seek help when needed on their journey to success.



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.

 

Mar 7, 2024

In this episode of the Go Farther podcast, Scott shares valuable insights into the art of staying focused on the present moment while effectively managing future concerns. He dives into practical planning strategies, emphasizing the importance of prioritization and time management for achieving productivity.

Throughout the episode, Scott addresses common customer needs and concerns, such as hiring decisions and budget considerations, offering practical advice applicable to various industries and scenarios. Stakeholder discussions revolve around organizational strategies and pipeline management, providing actionable insights for listeners.

 

 

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 1, 2024

Join Scott as he recounts his transformative experience with the Uberman triathlon, sparking the inception of GoFarther. In this episode, he highlights the importance of tackling difficult challenges and forging personal frontiers.

 

With fervor, Scott encourages listeners to pursue bold ideas, emphasizing the invaluable lessons learned through adventurous endeavors. Tune in for inspiration to embrace discomfort, push boundaries, and embark on your own extraordinary journey of growth and discovery.

 

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 23, 2024

In this podcast episode Scott explores the dynamic interplay between personal growth, entrepreneurship, and breaking through limitations. After a period of introspection in 2023, Scott reemerged with a fresh perspective, attracting consulting clients and revamping the podcast format.

Now, in 2024, join us for the "Go Farther" series, where we spotlight individuals who have defied conventional wisdom, embraced challenges, and achieved extraordinary success while balancing personal and entrepreneurial responsibilities. Get ready to push your boundaries and redefine what's possible in life and business with practical insights and inspiring stories. Tune in and let's go farther together.

 

 

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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