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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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Oct 3, 2015

Startup Selling: Talking Sales with Scott Sambucci

SalesCast #6: Burning Sales Questions Answered Pt. 1

This SalesCast is brought to you by, well, SalesQualia. Improve Sales Performance with:

  1. Self-learning resources, including books on Amazon.com and self-paced online courses.
  2. Workshops & Training, hosted at venues across Silicon Valley and the US.
  3. 1:1 Coaching & Consulting for company founders and sales professionals that want a personalized plan.

In this episode, Scott hosts a webinar where participants ask their most burning sales question for both business to customer (B2C) and business to business (B2B or enterprise) markets.  This episode is the first half of a Burning Sales Question webinar that SalesQualia hosts regularly. Key areas covered:

  • How to uncover existing pain points from a prospective client who is reluctant to speak about their problems.
  • Using the Challenger Sales Model to approach your target market with researched pain points for their companies versus asking what problems they are experiencing.
  • Best sales tactics for competing with super powerful competitors like Facebook, Google, and other industry giants.
  • How to generate leads for a new niche market that you believe your product is well suited to help.
  • How to generate leads to scale from a few customers to a hundred within your target market

We hope you enjoy the podcast and would greatly appreciate feedback!  Any suggestions on future topics you would like to hear covered and/or podcast guests you’d like to hear would be great!  Enjoy!

Podcast Notes

2:00 – How do you uncover existing pain points with a prospective client?

3:00 – The Who, Why, How method of identifying buyers, markets, and how your product fits their needs.

5:10 – How to use the Challenger Sales Model to approach prospective clients using your own research to identify the pain points of their target market.

8:10 – What are the best sales tactics to compete with super powerful competitors like Facebook, Google, and other large established companies in your industry.

9:40 – How to work alongside established competitors by filling the gaps that their services provide to your prospective clients.

11:38 – How to generate leads for a new niche market that you believe your product would be a good fit for.

13:15 – How running a small experiment on prospective new customers in your target market can help you test value, gain powerful testimonials from a new customer base, and help your company better define your value proposition for new clients.

16:20 – How running small experiments in the enterprise sales world can help you scale from early adopters to the market at large.

17:30 – How to generate sales leads finding all the target companies and their relevant contacts within your target market.

18:10 – How to use industry conferences to generate leads and what to do with all those new leads.

21:00 – Ways to use LinkedIn and Virtual Assistants to make the most out of a conference and, most importantly, your time.

Resources Mentioned or Related to this Podcast 

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