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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: Category: general
Sep 22, 2020

In this episode of the Startup Selling Podcast, I interviewed Nick Casale.

 

Nick is the Director of Sales at Sendoso, the leading Sending Platform, where he’s responsible for the mid-market and enterprise sales teams. As the third employee and first sales hire, Nick built Sendoso’s sales process from the ground up before stepping into management to focus on scaling the sales organization. 

 

Nick is passionate about empowering sales reps to rise above the digital noise and connect with prospects and customers on a human level. Prior to Sendoso, Nick was an early sales hire at Talkdesk.

 

Some of the topics that we discussed in this episode are:

 

  • The difference between implies versus actual ROI.
  • How to track the results from sending a physical object?
  • The three specific areas in your sales funnel where you could be using physical impressions. These are: 
    1. At the start of your sale “engagement” stage
    2. Using it mid-funnel as a way to build rapport to pull a deal from early, to middle, to late stage.
    3. At the end of the sales funnel “close to conversion”.
  • What are some gifts/objects that you could be sending?
  • How gifts can help you with building a relationship and in your conversion rate. 
  • Nick’s experience as an early-stage company leader and moving from Account Executives to Director role. 

 

 

Link & Resources:

 

Sendoso: sendoso.com

 Nick on LinkedIn: www.linkedin.com/in/casalenick

 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

Sep 15, 2020

In this episode of the Startup Selling Podcast, I interviewed Anthony Garcia.

 

Anthony is an expert in sales training, recruiting, goal achievement, and motivating salespeople to peak performance. He created his 1st business and built a team of over 100 sales reps at the age of 22 and has gone on to coach and mentor hundreds of top-performing sales professionals whose accolades have been national rep of the year, rookie of the year, and hall of fame. 

 

As an 18-year veteran of sales, Anthony has achieved top accolades in direct sales, B2B, and medical sales.  In his previous roles, he has trained and developed sales teams for Cutco Cutlery and Paychex.  His experiences have included managing teams of highly compensating sales professionals, facilitating international training programs, and launching products in new and emerging markets.

 

 As the author of the International Best-Selling book “Catapulting Commissions”, he provides strategies to get into the mental game of selling. Anthony has delivered numerous keynotes focusing on complacent sales syndrome, goal achievement, and S.M.A.R.T.E.R. goal setting.

He is also the host of the Catapulting Commissions podcast where he discusses the complacency that robs people of their full potential and interviews some of the world’s top sales performers and entrepreneurs.

 

His thoughts and opinions have been featured in Forbes, CNBC, FOX, and CBS.  

 

Some of the topics that we discussed in this episode are:

 

  • The importance of identifying limits.
  • The limitations that we have and could be preventing us from hitting your next phase of growth.
  • “Crossing the Redline” when selling your product.
  • The complacent sales syndrome and how it’s robbing your growth. 
  • How can you become a “dream manager” so that you can understand your team?
  • How do you help push your team to get to the outcome they want to achieve?
  • Catapulting Commissions and understanding how to get to the next big outcome.
  • The power circle of influence (people that support you). 
  • How do you eliminate doubt?
  • The importance of getting clarity with you and the people around you. 

 

 

Link & Resources:

 

Website: anthonypgarcia.com

 

Anthony on LinkedIn: www.linkedin.com/in/anthonypgarcia99

 

Catapulting Commissions by Anthony Garcia: www.catapultingcommissions.com/free-book-page1593218776016

 

 

Book: Dream Manager Matthew Kelly: amzn.to/3hA0IzD

 

 

 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

Sep 10, 2020

In this episode of the Startup Selling Podcast, I interviewed Doug Sandler.

 

Doug has over 30 years of business experience as an entrepreneur and leader. His book, Nice Guys Finish First is a #1 ranked Amazon Best Seller.  As podcast host of The Nice Guys on Business Podcast, Doug has interviewed Gary Vaynerchuk, Arianna Huffington from HuffPost, Dan Harris from Good Morning America, Ron Klain, White House Chief of Staff, and dozens of celebs. 

 

Doug specializes in teaching others the "how-to's" of building relationships and strengthening connections. He is a nationally recognized speaker and writer.  

 

Some of the topics that we discussed in this episode are:

 

  • The importance of using podcasts as a way to influence and create community.
  • The virtues of podcasting and how you could be using it in your market.
  • The importance of having a specific market niche and how it can be helpful for your audience.
  • Ford Mustang Podcast by Doug Sandler and how his message educates people.
  • What are some ways to start your own podcast?
  • How do you go from idea to implementation?

 

 

Link & Resources:

 

Doug Sandler on LinkedIn:www.linkedin.com/in/doug-sandler-1a346649

Nice Guys on Business Podcast: www.niceguysonbusiness.com

TurnKey Podcast: www.turnkeypodcast.com/toolkit

Nice Guys Finish First by Doug Sandler: amzn.to/2Z0jQAs

 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

Sep 8, 2020

In this episode of the Startup Selling Podcast, I interviewed Doug Sandler.

 

Doug has over 30 years of business experience as an entrepreneur and leader. His book, Nice Guys Finish First is a #1 ranked Amazon Best Seller.  As podcast host of The Nice Guys on Business Podcast, Doug has interviewed Gary Vaynerchuk, Arianna Huffington from HuffPost, Dan Harris from Good Morning America, Ron Klain, White House Chief of Staff, and dozens of celebs. 

 

Doug specializes in teaching others the "how-to's" of building relationships and strengthening connections. He is a nationally recognized speaker and writer.  

 

Some of the topics that we discussed in this episode are:

 

  • Book: Nice Guys Finish First by Doug Sandler.
  • How does being a nice person help you with sales?
  • The importance of putting people over products whenever you’re selling.
  • The importance of putting your clients over technology.
  • Accepting the reality of the numbers when you’re selling and getting rid of the “Head-trash”. 
  • The core tenants for making you a nice guy. 
  • Focusing on your customers and being honest with them. 

 

 

 

 

 

Link & Resources:

 

Doug Sandler on LinkedIn:www.linkedin.com/in/doug-sandler-1a346649

 

Nice Guys on Business Podcast: www.niceguysonbusiness.com

 

TurnKey Podcast: www.turnkeypodcast.com/toolkit

 

Nice Guys Finish First by Doug Sandler: amzn.to/2Z0jQAs

 

 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

Sep 1, 2020

Blend officially reached unicorn status this week, with the announcement of their Series F – now valued at $1.7 billion.

 

These announcements lead to a bunch of messages and questions –

 

What was it like starting the sales process as the first head of sales?

 

Where did we find our first customers?

 

How did you get on the path to unicorn status in the early days?

 

So... I decided to kick-off my LinkedIn Live account by sharing 4 key factors that made a huge difference in getting from 0 to 1 at Blend.

 

Check out the LinkedIn Live here: https://www.linkedin.com/video/live/urn:li:ugcPost:6699690106762092545/

 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

Aug 25, 2020

In this episode of the Startup Selling Podcast, I interviewed Greg Accardo.

 

With over 20 years of business and sales experience, Greg serves as the Director of the LSU Professional Sales Institute. Since 2015, he has been in the Department of Marketing conducting extensive work developing and executing strategy, acting as the industry liaison, chief fundraiser, managing budgets, overseeing internships and placements, overseeing & coaching the university sales team and sales competitions, job fares, and other PSI events.

 

Greg teaches two sections of undergraduate classes for Professional Sales and Sales Practicum. He also teaches Advanced Professional Sales and Negotiation Tactics & Strategies for LSU Executive Education. 

 

He successfully launched a CRM education program in partnership with HubSpot for all current and future LSU PSI students.

 

Some of the topics that we discussed in this episode are:

 

  • The evolution of sales as an academic pursuit. 
  • The evolution of inside sales and how it went from telemarketing to a true sales position. 
  • The development and science of marketing and how it has augmented the evolution of sales.
  • The percentage of business majors coming out of college to focus on sales as their first job.
  • National and International sales competitions occurring across the country.
  • How you as an employer can be involved in these sales competitions as a judge, sponsor, etc.

Link & Resources:

 

Greg on LinkedIn: https://www.linkedin.com/in/greg-accardo/

 

LSU Professional Sales Institute: https://www.lsu.edu/business/psi/index.php

 

 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

Aug 18, 2020

In this episode of the Startup Selling Podcast, I interviewed Jeroen Corthout.

 

Jeroen is the co-founder and CEO of Salesflare, an intelligent CRM built for SMBs selling B2B, mostly popular with agencies and SaaS companies.

 

Salesflare itself was founded when Jeroen and his co-founder Lieven wanted to manage the leads for their software company in an easier way. They didn't like to keep track of them manually and built Salesflare, which pulls customer data together automatically.

 

It's now the most popular CRM on Product Hunt and top-rated on review platforms like G2 for its ease of use and automation features.



Some of the topics that we discussed in this episode are:

 

  • Jeroen’s background story.
  • How do you think about a CRM that you own and use?
  • How do you follow up with leads and customers?
  • How do you bridge gaps?
  • How to make your leads feel as if they’re the only person you’re talking to?
  • Proper account mapping and adopting the outreach/communication with your sales leads based on individual situations.
  • What are some nudges for follow-ups?
  • How do you get thoughtful with your follow-ups and establishing the links between accounts and people at the accounts you are targeting?

 

Link & Resources:

 

Salesflare website: salesflare.com

 

Jeroen's LinkedIn: www.linkedin.com/in/jeroencorthout

 

Jeroen's podcast, Founder Coffee: foundercoffee.salesflare.com




Listen & subscribe to The Startup Selling Show here:

 

Stitcher | Spotify | iTunes | Soundcloud |SalesQualia.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.

Aug 11, 2020

In this episode of the Startup Selling Podcast, I interviewed Todd Caponi.

 

Todd is the author of the 3x best-book-award-winning, The Transparency Sale, a speaker & workshop leader as Founder & CEO of Sales Melon LLC, and the Managing Director of Chicago’s VentureSCALE. Todd is also a multi-time C-Level sales leader, a behavioral science nerd, and has guided two companies to successful exits.

 

Some of the topics that we discussed in this episode are:

 

  • Tommy Boy the movie and ways to set up the distinction between Authenticity and Transparency. 
  • Todd’s book – The Transparency Sale.
  • The importance and techniques to disarm your prospects using The Transparency Sale method.
  • Ways to be truthful when it comes to measuring ourselves.
  • The Result’s Formula – It looks at four specific KPIs that if you’re moving in the right direction, larger changes and growth will occur in your sales or company.
  • Prospecting and the importance of adding value.
  • The importance of focusing and doing firmographics studies

 

Link & Resources:

 

Todd Caponi on LinkedIn: www.linkedin.com/in/toddcaponi

Todd Caponi on Twitter: twitter.com/tcaponi

The Transparency Sale: www.transparencysale.com

Book: The Transparency Sale: amzn.to/2BxenrF

Media Kit for more information: www.transparencysale.com/mediakit

Five Great Rules of Selling by Percy H Whiting: amzn.to/2XHRo5Y

 

 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

 

 

Aug 4, 2020

In this episode of the Startup Selling Podcast, I interviewed Steve Benson.

 

Steve is the Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, he joined Google, where he became Google Enterprise's Top Sales Executive globally in 2009.

 

In 2012 Steve founded Badger Maps to help field salespeople be more successful by optimizing their routes and schedules to save time and be on time so they can sell more. 

 

He hosts the Outside Sales Talk podcast where he interviews industry experts on their top sales tips. He is also the President of the Sales Hall of Fame.  

 

Some of the topics that we discussed in this episode are:

 

  • Steve’s process of getting on to podcasts and shows.
  • How to think through the process of ‘outside sales’.
  • How do you make adjustments in a world where you can’t go out and sell?
  • How to leverage your Product Champion in ways that you’re not doing but you should be doing?
  • How to think through and how to build an account map?
  • How to think about motivation as a Sales Leader or CEO?
  • What should you be doing as a Sales Leader to keep your reps sharper?
  • Why you should not be discounting your price.
  • How to shift the structure of compensation plans for your sales team. 

 

 

Link & Resources:

 

Outside Sales Talk Podcast: www.outsidesalestalk.com

 

Badger Maps for Field Sales: www.badgermapping.com

 

Steve Benson on LinkedIn: www.linkedin.com/in/stevenbenson

 

Sales Hall of Fame: www.badgermapping.com/sales-hall-of-fame

 

 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

Jul 28, 2020

In this episode of the Startup Selling Podcast, I interviewed Ernest Owusu.

 

As the Sr. Director of Sales Development at 6sense, Ernest leverages his passion for helping others succeed as well as his insights from the field to foster a winning team. With previous experience as an NFL athlete, Ernest thrives in team environments full of high collaboration and healthy competition.

 

Outside of the office, you’ll find him tackling the industry’s diversity problem by mentoring and empowering under-represented people so they can confidently grow their careers.

 

Some of the topics that Ernest and I discussed in this episode are:

  • Ernest’s background as an NFL athlete.
  • How to research and how to hire?
  • What to look for in your SDR hire?
  • How does it work being an SDR manager?
  • What to look for and what are some lead indicators when hiring?
  • Strategy Adjustments: What to do when you see a dip (things that worked in the past but no longer do)?
  • How do you make strategy adjustments when you have dips?
  • How Ernest runs his sales meeting with his team. 

Link & Resources:

 

6sense: 6sense.com

In-Market Demand Report: bit.ly/3f05XY8

Ernest Owusu on LinkedIn: www.linkedin.com/in/ernestowusu

Jeb Blount, Fanatical Prospecting: amzn.to/3fZhM2g

Trish Bertuzzi,  The Sales Development Playbook: amzn.to/2OW0rLO

Jeremey Donovan, Leading Sales Development: amzn.to/3fTVlLM

 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

Jul 21, 2020

In this episode of the Startup Selling Podcast, I interviewed Doll Avant.

 

Doll, Founder and CEO of Aquagenuity, is an award-winning inventor & data scientist, a graduate of Harvard University, & TEDx speaker, honored on Google’s home page with the global designation of “Google's Woman of Water” for creating the “world’s largest water database.”

 

She has been featured by the New York Times, SoftBank, BMW, Coca-Cola, Forbes, WIRED magazine, and on the homepage of Google for making it easy for any citizen to safely answer the question: “What’s In Your Water?”

 

Some of the topics that Doll and I discussed in this episode are:

 

  • The transition from being a data scientist to becoming an entrepreneur.
  • The known data collection challenges that Doll had.
  • How to make the data useful to test the quality of your water.
  • The unknown challenges in her journey with Aquagenuity. 
  • Doll’s experience as a Black entrepreneur.
  • The ability to tell a story and transfer enthusiasm. 
  • Becoming a TEDx speaker. 



Link & Resources: 

 

Aquagenuity: aquagenuity.com

 

Doll Avant on LinkedIn: www.linkedin.com/in/dollavant

 

Check your AquaScore for free at myAquaScore.com

 

 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

Jul 14, 2020

In this episode of the Startup Selling Podcast, I was interviewed by Adam Springer. 

 

Adam has been the first salesperson for three startups, successfully growing to $1 Million ARR in under a year then scaling it out to $5 million.

 

He specializes in B2B complex sales and has helped over 100 companies create sales systems to get to and above $5 million in revenue.

 

Adam hosts the Startup Sales podcast which speaks with Founders, VC’s globally to create actionable insights for creating early-stage sales processes.

 

Some of the topics that Adam and I discussed in this episode are:

 

  • Where to start if you’re an early-stage sales team?
  • How and where to look for your first 10-paying customers?
  • 2/2 metrics – Friction and Value: How many values can you add to a target customer and how many frictions it takes to implement your solution.
  • When to hire your first salesperson?
  • What are the biggest mistakes that Startups make when hiring?
  • What are the problems when you’re hiring Mr. & Mrs. Rolodex? 




Links & Resources

 

Startup Sales: startupsales.io

 

Adam Springer on LinkedIn: www.linkedin.com/in/b2b-startup-sales-expert



Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

Jul 7, 2020

GROW. Because that’s what your competitors are doing.

 

Over these past 6 weeks, I’ve coached and talked with over 100 B2B #startups across the health care, retail, manufacturing, construction, and financial sectors about their sales and selling strategy.

 

“Selling to hospitals is impossible…”

 

Two of our clients have signed 5- and 6-figure contracts in the past two weeks.

 

“Retail is dying.”

 

One client is on-boarding 7 new customers in the next 2 months. Two more teams selling to large-scale retailers joined our program because of the opportunities they're seeing.

 

“Manufacturers are getting hammered.”

 

Two teams have added customers, including a Fortune 500, to help with production systems and payments.

 

“I’ve got to cut back my sales team.”

 

One client just hired a salesperson to take over an entire customer segment and another has reps hitting 150% of quota.

 

These teams are no different than any other startup in this market, except for one thing…

 

They made the decision to #grow – to resist “ride it out" as a strategy.

 

The global economy is $80+ trillion. Your market NEEDS you now more than ever. Find them & help them.



#growth #startupselling

Jun 30, 2020

In this episode of the Startup Selling Podcast, I was interviewed by Joseph Fung. 

 

Joseph is the CEO of Uvaro, a tech sales career accelerator, and of Kiite, a sales enablement platform purpose-built to provide sales teams with the information they need when they need it. 

 

As a graduate of the University of Waterloo’s Computer Engineering program, Joseph is a repeat Founder & CEO with multiple successful exits. He speaks frequently on the topics of sales leadership, diversity, and corporate social responsibility. 

 

He is an active early-stage investor who ensures that the majority of his investments are into women-led companies. Joseph also sits on the boards of Communitech, the Golden Triangle Angel Network, and the Kitchener-Waterloo Symphony.

 

Some of the topics that Joseph and I discussed in this episode are:

 

  • How I first got into sales 
  • My transition to product management
  • My biggest surprise in tech 
  • My journey as a sales advisor

 

Links & Resources



Kiite - kiite.ai

 

Uvaro: uvaro.com

 

Podcast: uvaro.com/podcast

 

Joseph Fung on LinkedIn: linkedin.com/in/josephfung



Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

Jun 23, 2020

In this episode of the Startup Selling Podcast, I interviewed Latane Conant.

 

Latané was instrumental in aligning sales and marketing in her previous position as CMO of Appirio, resulting in 5x more effective field marketing programs and a 300% increase in inbound leads.

 

Now as the Chief Market Officer of 6sense, Latané empowers revenue teams to compete and win in the age of account-based buying through 6sense’s solution — allowing them to uncover, prioritize, and engage with demand by uniting one common, AI-powered platform. 

 

This allows them to know everything they need to know and do anything they need to do, ultimately generating 40% more opportunities, closing deals 2x faster, and winning 2x more often. 

 

Some of the topics that Latane and I discussed in this episode are:

 

  • “The Dark Funnel” – The activity and research your buyers are doing before contacting the seller.
  • Identifying which accounts are “in-market”.
  • “New Inbound” – Get clear on the Ideal Customer Profile (ICP), the buyer’s intent, and focusing your marketing and sales effort on the account that are “in-pocket”.
  • “In-pocket” – problem aware and solution aware. 
  • The importance of demand capture versus demand gen.
  • The value card and how you create content for the different buyers.
  • The importance of using video and how you can create quick content. 
  • How to leverage AI to create an amazing customer experience.
  • The importance of orchestrating to create a positive experience for your buyer.
  • The importance of the “next best action” with your prospects.
  • Racial inequality and improvements we can all be making when it comes to diversity within our teams, customers, and community.



Links & Resources

 

Rapid Adoption. Immediate Impact: 6sense.com

 

Latane on Linkedin: www.linkedin.com/in/latane-conant

 

Manifesto for the Future of B2B Customer Engagement: 

hub.6sense.com/breakthroughplus/manifesto-for-the-future-of-b2b-customer-engagement-latane-conant-cmo-of-6sense

 

SV Academy: sv.academy

 

[book] White Fragility: Why It's So Hard for White People to Talk About Racism  www.amazon.com/White-Fragility-People-About-Racism/dp/0807047414

 

[assessment] Impact of Unconscious Bias 

trailhead.salesforce.com/content/learn/modules/workplace_equality_inclusion_challenges



Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

Jun 16, 2020

This is an uncomfortable conversation, and that's why I'm doing it. 

 

Over the past two weeks, I've been watching and supporting the anti-racism protests across the world and embarking on my own personal journey of awareness and analysis about myself, my personal life and my company on the topic of structural racism, white supremacy and anti-blackness.

 

It's been scary and revealing.

 

In this episode, I'm sharing the details of my personal analysis because my guess is that you can relate to one or many of the experiences and environments in which I've lived and worked over the past 40+ years of my life.

 

I'm sharing some personal stories about growing up in South Jersey, getting arrested, joining a college fraternity that was unabashedly racist, and my observations working in the education, real estate, mortgage, and technology industries.

 

This isn't a proclamation or a statement – it's simply my way to share ideas about my own personal analysis and action in the hope that it will contribute to you and others in your own analysis and action.

 

Please share your ideas with me as a comment wherever you're listening to the show, or by sending an email to me at scott@salesqualia.com.

 

This isn't a later problem anymore. This is a now problem that all of us need to work on together.

 

#blacklivesmatter #blacksintech #blackcommunity #startups #leadership #listening 







Links & Resources:

 

Barbara J. Love & Liberatory Consciousness: www.barbarajlove.com

 

Ericka Hines: www.everylevelleads.com

 

Rachel Rodgers & Hello Seven's Town Hall Replay: www.facebook.com/watch/live/?v=884985288645916 

 

The Anti-Racist Small Business Pledge: https://mk0hellosevencogaqta.kinstacdn.com/wp-content/uploads/2020/06/Small-Business-Pledge.pdf

 

Doing more, doing better – Overcoming the racial divide [LinkedIn post with links to people and resources: 

www.linkedin.com/pulse/doing-more-better-overcoming-racial-divide-scott-sambucci

Jun 10, 2020

In this episode of the Startup Selling Podcast, I interviewed Carson Conant.

 

Carson Conant is the CEO and Founder of Chicago-based sales enablement solution provider Mediafly.

 

Having grown up in an entrepreneurial family, Carson is no stranger to the challenges and rewards of building a company from the ground up and assembling a brilliant team to successfully execute on his vision. 

 

Under Carson’s leadership, Mediafly has been recognized as an Inc. 5000 Fastest Growing Company for five consecutive years, one of Inc.’s Best Workplaces of 2018, and a Best Place to Work by Crain’s Chicago Business. Mediafly’s software is currently leveraged by top Fortune 500 companies including PepsiCo, MillerCoors, Disney, and Goldman Sachs.

 

Some of the topics that Carson and I discussed in this episode are:

 

  • What does sales enablement mean?
  • The difference between marketing and sales content.
  • When and how to use content in your sales process.
  • The lessons from marketing and its functions in an organization.
  • When to update your content whether it is a video presentation, case study, or powerpoints.
  • When is the best time to establish a sales-enablement role in your organization? 




Links & Resources

 

Mediafly: www.mediafly.com

 

The Evolved Selling Institute: www.evolvedselling.com

 

Carson Conant on LinkedIn: ww.linkedin.com/in/carsonconant




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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.

Jun 2, 2020

In this episode of the Startup Selling Podcast, I interviewed Aaron Krall.

 

Aaron Krall helps SaaS companies drive more leads, convert more users, and accelerate growth. His proven, done-for-you systems and frameworks have increased conversions, automated sales, and reduced churn for companies like Reply.io and IBM.

 

Aaron also runs the largest SaaS community in the world: SaaS Growth Hacks on Facebook. 

 

He lives in Salt Lake City with his wife, Natalie, his son, Arlo, and dog, Penny.

 

Some of the topics that Aaron and I discussed in this episode are:

 

  • Self-Serve vs Sales – What are the types of products that work with a self-serve system versus the types of products that require a sale.
  • Selling vs Marketing – When & how should you be marketing and how should you be selling?
  • What makes a good marketing strategy?
  • Internal vs External Realities – How you can use your internal realities as part of your marketing strategy.
  • What are key metrics that you should be looking at in your Marketing?
  • The importance of looking at your metrics on a weekly basis and identifying the impact areas within the business.



Links & Resources

 

Aarons Linkedin profile: www.linkedin.com/in/aaronkrall

 

SaaS Growth Hacks: www.facebook.com/groups/SaaSgrowthhacking

 

Understanding Your Customer’s Desired Outcome: sixteenventures.com/customer-success-desired-outcome



People & Products mentioned:



Bench: www.bench.co

Sujan Patel: sujanpatel.com

Mailshake: www.mailshake.com

ClickFunnels: www.clickfunnels.com

Superhuman: https://superhuman.com/

Russell Brunson: www.russellbrunson.com/hi



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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 27, 2020

In this episode of the Startup Selling Podcast, I interviewed CEO at Chorus, Jim Benton.

 

Jim joined Chorus.ai as CEO to bring Conversation Intelligence, the fastest-growing category in sales technology, to the masses. 

 

As a former Co-Founder of ClearSlide and CEO of Apollo, Benton’s career is defined by revenue generation and applying the voice of the customer. 

 

Chorus will continue delivering solutions to improve the consistency and quality of the customer experience, quota attainment, and shortening new-hire onboarding for high-growth teams, like those of Zoom and MongoDB.

 

Some of the topics that Jim and I discussed in this episode are:

 

  • Sales Productivity – connect rates and follow up meetings resulting from the initial conversation.
  • How many times have phrases like “COVID” come up in your conversation?
  • Tactical changes that can be made to the way that you’re operating your sales team. 
  • How the work of a salesperson has changed as we enter into this new way of selling.
  • The importance of getting clear on the problems and who the buyers are on the other side of the table.
  • The importance of bringing both sides of the executive team to the meeting.
  • The importance of authenticity. Give your team permission to be human in their conversation.
  • Jim’s experience cold-emailing Steve Jobs and how he got a deal between Ticket Master and Apple.




Links & Resources

 

Chorus.ai: www.chorus.ai

 

ClearSlide: www.clearslide.com

 

Jim Benton on LinkedIn:  www.linkedin.com/in/benton




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 19, 2020

In this episode of the Startup Selling Podcast, I interviewed Laura Janusik.

 

Laura Janusik is a dynamic professor, trainer, researcher, speaker, and business consultant. Laura has won numerous research and teaching awards from different professional and academic associations, and she is one of the world’s leading experts in teaching and training listening.

 

All of Laura’s work is supported by the most current research, which she shares and applies in training, coaching, and consulting. Her approach to communication, both oral and written, is practical and other-centered. Her specialty areas include listening cognitions and metacognitions, healthcare, pedagogy, intercultural listening, and interpersonal communication.   

 

She is a past president of the International Listening Association, and she is published both nationally and internationally.  

 

Laura uses the ECHO Listening Profile™ in much of her work with individuals and teams. The ECHO is a scientifically validated instrument to measure an individual or team’s listening dominance. With this tool, listening blind spots are quickly identified, and Laura helps individuals and teams listen from their blind spots so that they can increase shared understanding, make sure everyone is working towards the same goal at the same time and decreases costs by reducing meeting times as well as rework.

 

 She holds a Ph.D. in Communication from the University of Maryland at College Park and an MBA from Rockhurst University in Kansas City, MO.

 

Some of the topics that Laura and I discussed in this episode are:



  • What does it mean to have a listening strategy.
  • What is the process for listening and how does the brain work.
  • The difference between listening and hearing.
  • Cognitive pieces of the brain and how does listening work.
  • How we understand the information that we hear and how do we process it from a response or no response standpoint.
  • The four listening habits – Connective, Reflective, Analytical, and Conceptual.
  • Defining and identifying which of those might be your dominant listening habit.
  • Signal that you can use to identify other people’s listening habits to understand their type of communicating.




Links & Resources



Laura Janusik on LinkedIn: www.linkedin.com/in/laurajanusikphd

 

ECHO Listening Intelligence: www.echolistening.com

 

Interested in learning more? Feel free to contact Laura at LJanusik@gmail.com for a free consultation.





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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 12, 2020

In this episode of the Startup Selling Podcast, I was interviewed by Business Coach and Mentor, Jason Everett.

 

Jason Everett is one of those rare individuals that have the ability to harness and leverage technology like a second nature superpower and use if for online teaching, training, and education. 

 

As the founder of several successful international digital training and technology companies, he is a powerhouse of information and can pack weeks worth of technology learning into an easily digestible short format class that makes learning it a pleasure.

 

 He breaks things down into simple to implement an easy step by step approach no matter what level of “tech nerd” you are. He’s has generated millions in sales as a result of his videos and courses and has been asked to speak in Japan, Peru, Paris, Egypt and countless other counties to share his passion for digital education.

 

 He has always been a pioneer and out-front leader in the virtual and real-world of all things digital.

 

If you are looking to upskill your team or kick your tech-knowledge to the next level then bring in Jason to share his knowledge and passion – he will leave you feeling charged up and ready to take on this new world over video. 



Some of the topics that Jason and I discussed in this episode are:



  • The idea that everyone is running their own Ultra Marathon right now – and it’s a race without a finish line in sight. 
  • Hair Salon Owners doing virtual consults, doorstep beauty kit drop-offs & give-yourself-a-haircut videos. 
  • Making 10 calls every day to the books as a Hair Salon Owner.
  • Action. Ownership. Leadership.



Links & Resources

 

Jason Everett: www.linkedin.com/in/jasoneverett

 

High Performance Salon: www.facebook.com/highperformancesalon




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 5, 2020

In this episode of the Startup Selling Podcast, I interviewed best-selling author, and coach, Brian Robinson.

 

Brian Robinson is a sales and marketing expert, best-selling author, and coach. He has worked for some of the best-known companies in the world, including Coca-Cola USA and Johnson & Johnson.

 

Upon leaving his corporate career, he helped launch a successful startup where he was the first person in the history of the industry to sell more than one million dollars in business in twelve months—entirely by phone.

 

He has over two decades of in-the-trenches, battle-tested, face-to-face, and phone-presentation experience that can benefit virtually anyone, from Fortune 500 companies to entrepreneurial ventures.

 

Brian is the author of the Amazon #1 Best-Seller, THE SELLING FORMULA: 5 Steps for Instant Sales Improvement.

 

Brian and his wife Cindy reside in the Oklahoma City area and have eight children - which could be the topic of an entire podcast in and of itself!

 

Some of the topics that Brian and I discussed in this episode are:



  • THE SELLING FORMULA: 5 Steps for Instant Sales Improvement: Connect, Interview, Present, Share, and Close.
  • The “Why” behind each of the five steps.
  • The importance of having a pre-built list of questions in your sales calls.
  •  The importance of using fact-finding and emotional types of questions in your sales call.
  • Why is it necessary to set the agenda for every meeting? 
  • Interview as if you are a reporter.
  • Pricing strategies and ways to share your price.
  • The importance of including and creating a guarantee with your products and presenting it early in your sales process.




Links & Resources

 

The Selling Formula (audio): brianrobinsonbook.com/free-audio-download

 

The Selling Formula: thesellingformula.com

 

Brian Robinson: linkedin.com/in/brianwrobinson

 

Calfussman: www.calfussman.com





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 30, 2020

In this episode of the Startup Selling Podcast, I was interviewed by Neil Fontenot. 

 

Neil is an entrepreneurial and versatile technology sales leader, skilled at exceeding quotas and maximizing revenue.

 

His experience in Fortune 100 Financial Services, FinTech, InsureTech, AI, and SaaS startups combined with storytelling talent allows him to convey value, ROI, and close deals. 

 

As a leader of people, Neil is not afraid to roll up his sleeves and get my hands dirty to find and address any challenge a business may face.

 

Some of the topics that Neil and I discussed in this episode are:



  • What’s been working for me in this new environment?
  • What have been the biggest changes in my day and life with COVID?
  • The challenges and adjustments when you’re a parent with a child now home from school?
  • How do you stay positive and find progress in daily life?
  • The importance of discipline and exercise every day.
  • Doing your best and accepting that you’re doing the best that you can.
  • What’s changed in my life and what new activities have I done in the past two months?
  • What are the sales strategies we’re recommending to our clients?
  • The importance of setting small goals every day, celebrating those wins, and then keeping yourself moving.
  • Why every person that’s struggling should ask for help?




Links & Resources

 

Neil Fontenot on LinkedIn: www.linkedin.com/in/neilfontenot




Listen & subscribe to The Startup Selling Show here:

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Apr 28, 2020

In this episode of the Startup Selling Podcast, I interviewed CEO of Chili Piper, Nicolas Vandenberghe.

 

Nicolas started his career by selling newspapers in the streets of Paris in high school, studied Maths at Ecole Polytechnique, and then received his MBA from Stanford GSB. 

 

He then started and sold 2 tech companies with up to 65 employees and $11M in revenues, and also ran sales for a $2B telecom firm negotiating billion-dollar deals with companies like Google.

 

After having his 3rd tech startup put out of business by Salesforce, Nicolas rebranded his company “Floating Apps” to “Chili Piper” and then self-funded with no remaining employees. He used the “Bull’s Eye” marketing strategy to close in-person the first $1 million in revenues himself with companies like Intuit, Square, Twilio, and Greenhouse in under 12 months.

 

Some of the topics that Nicolas and I discussed in this episode are:



  • How to reduce friction in the sales process.
  • The importance of a “Thank You!” page for requesting demos or other pieces of information from your page.
  • How quickly you can get someone from ‘Interested’ to ‘booking the meeting’.
  • The importance of selling a product that does not exist and getting your customers to prepay you.
  • The importance of having a quick response rate in order to take advantage of the people that are interested in your product.
  • Call times and conversion rate – How sales can be lost due to slow response times.
  • The importance of reference points in making decisions when it comes to pricing and anchoring your customers to what your product does and how it can solve their problems.



Links & Resources

 

Chili Piper: www.chilipiper.com

 

Nicolas Vandenberghe: www.linkedin.com/in/nvandenberghe





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 21, 2020

In this episode of the Startup Selling Podcast, I interviewed entrepreneur and Founder of Lead Cookie and Content Allies, Jake Jorgovan.

 

Lead Cookie helps B2B sales teams generate leads through LinkedIn prospecting. They manage your LinkedIn account and start conversations between you and your target customers.

 

Content Allies cater to Events associations and Consulting Firms where they create Podcasts, Articles, White Papers, and Social Content. 



Some of the topics that Jake and I discussed in this episode are:



  • How to use LinkedIn for engagement and lead generation.
  • Why you should think about your engagement campaign in “small segments”.
  • The 3 factors of relevancy on LinkedIn.
  • Technical factors such as the number of LinkedIn connection requests you can send on a daily basis.
  • Sales Navigator and how it is designed for sales research and other sales activity.
  • The 4 step process in your engagement to identify if whether the person you are connecting with is a lead or not.
  • How can the leads that are not qualified be useful to build your LinkedIn network?
  • Tips that will make you feel confident that ‘now’ is the right time to do prospecting.




Links & Resources

 

Jake Jorgovan: www.linkedin.com/in/jakejorgovan

 

Lead Cookie: www.leadcookie.com

 

Content Allies: contentallies.com





Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

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