Welcome to another episode of the Daily Dose —
In this episode, we talk about a couple of the reasons why you're deals are being stalled.
1- Procurement.
2- Not talking directly to the Decision Maker.
If you're enjoying our content, share it with a friend, or 10 :-).
Keep your eyes peeled for our next episode.
Welcome to another episode of the Daily Dose —
In this episode, we talk about mindset. We specifically cover the Joy of Choice and the Joy of Accomplishment.
“Comparison is the thief of joy.” — Theodore Roosevelt
If you're enjoying our content, share it with a friend, or 10 :-).
Keep your eyes peeled for our next episode.
In this episode we cover:
Keep your eyes peeled for our next episode of The Daily Dose.
Welcome to another episode The Startup Selling Podcast - The Daily Dose.
In this episode, the team and I talk about how to mindset and how to shape yours for success.
Specifically, we cover:
If you are enjoying the content and liking the format please let us know, and if you are on iTunes it would be awesome to get a review from you :-).
Keep your eyes peeled for our next episode of The Daily Dose.
Welcome to another episode The Startup Selling Podcast - The Daily Dose.
In this episode, the team and I talk about how to measure success when you try new stuff.
Specifically, we cover:
If you are enjoying the content and liking the format please let us know, and if you are on iTunes it would be awesome to get a review from you :-).
Keep your eyes peeled for our next episode of The Daily Dose.
Welcome to another episode The Startup Selling Podcast - The Daily Dose.
In this episode, the team and I talk about distractions and how to avoid them.
Specifically, we cover:
If you are enjoying the content and liking the format please let us know, and if you are on iTunes it would be awesome to get a review from you :-).
Keep your eyes peeled for our next episode of The Daily Dose.
Sales Hiring: How to Find & Screen Your Next Sales Team Hire – An Interview with Wayne Herring
Show Notes and Topics:
Links and Resources:
David is the leading expert when it comes to sales compensation. His book - Compensating the Sales Force - talks about building out a sales team: how to build a sales team, compensate your sales team, decide between paying commissions vs. bonuses, and so much more. Aside from David’s book, Compensating the Sales Force, he is also the author of The Sales Growth Imperative, and he publishes the Sales Compensation Almanac annually. He is the Senior Vice President at the Alexander Group where he works on Sales Compensation.
In this episode we talk about the difference between Professional Sales ‘Producers’ and Sales Representatives, when to use stock options for sales compensation, why it’s important to adjust quotas on a regular basis, the cost of selling, and much more.
Show Notes
0:33 - Introduction to David and his book, Compensating the Sales Force
3:00 - What The Alexander Group does and how Sales Compensation fits into the broader spectrum
7:30 - The 3 Modes of Startups - Start Up, Ramp Up, Scale Up
11:00 - Sales Professional as Shakespearean Actor vs Playwright
12:20 - Market Makers - Part sales / part marketing. Situational Job b/t Founder Selling and Professional Scalable Sales Organization
15:00 - Two types of sellers :
1) Producer - Real estate agents
2) Sales Representative - Buying Labor, Paying for Persuasion, Base + Commission; Quota-based.
20:30 - When to use stock options for sales comp, and why it shouldn’t be a significant amount of compensation
22:55 - The risks of the Producer Model
25:16 - Expiring vs Flat Guarantee
29:25 - Varied revenue types and sales models
33:30 - $100,000 and $160,000 are the standard pay levels for the tech market
34:23 - Why you need to adjust your quotas all the time
36:30 - Why you shouldn’t do a draw commission, no clawbacks
38:00 - Paying SDR-AE-CS
40:50 - The Cost of Selling & Persuasion Responsibilities
46:12 - Commit to the Money, and not the Mechanics
Resources:
www.alexandergroup.com
https://www.worldatwork.org/
https://techcrunch.com/2014/07/08/inside-boxs-updated-s-1/
Guest: Stacy McKenzie
Stacy McKenzie is the director of Lucid Studios--at Lucid they are developing the next level of camera technology to enable VR and AR content creation with real-time image processing. She is also the founder of Optical North, a San Francisco based video and film production team dedicated to bringing vision and creativity to every story.
Show Notes & Topics:
Links & Resources:
Stacy McKenzie on LinkedIn: www.linkedin.com/in/stacymckenzie/
Contact email: opticalnorth@gmail.com
Lucid Studios: http://getlucidcam.com/
Optical North Productions: http://www.opticalnorth.com/
Optical North videos: https://vimeo.com/user28608336
TedX Talk on Virtual Memory with Stacy McKenzie: https://vimeo.com/200733646
UN Women, inequality in the workplace: http://www.unwomen.org/en
He for She Campaign, Emma Watson: www.heforshe.org/en
Guest: Steven Benson, CEO of Badger
Badger’s tag line is “automating busy work for outside sales reps to save ten hours a week.” Badger is #1-selling sales app in the Apple App store. The app optimizes and plans sales routes. Prior to founding Badger, Steven was a sales manager for Google and IBM. He’s also a contributor to The Huffington Post, and has written over 180 LinkedIn posts on sales, company management, and running a startup.
Show Notes & Topics:
Links & Resources:
Steven Benson on LinkedIn: https://www.linkedin.com/in/stevenbenson/
Badger Maps - Route Planner for Sales: Mention The Startup Selling Podcast (http://salesqualia.com/the-sales-podcast/) and get two months free of Badger mapping for free at www.badgermapping.com!
Badger Maps on the Apple App Store: https://itunes.apple.com/us/app/badger-map/id789934914
The Traveling Salesman Problem: https://en.wikipedia.org/wiki/Travelling_salesman_problem
Steve’s recent article on Huffington Post – 4 Valuable Leadership Lessons From My Google Days: https://www.huffingtonpost.com/entry/4-valuable-leadership-lessons-from-my-google-days_us_59e5e6c0e4b08c75593ce659
Sara Blakely, founder of Spanx, on Selling Fax Machines door-to-door: http://nymag.com/vindicated/2016/10/how-selling-fax-machines-helped-sara-blakely-invent-spanx.html
Sara Blakely on the James Altucher Show: https://jamesaltucher.com/2017/02/sara-blakely/
Episode 35: Scott Sambucci
Today’s featured guest is…. me! – Scott Sambucci – your podcast host and Sales Geek extraordinaire. I’ve spent more than two decades building and selling technology products, leading three Silicon Valley startups each to their first millions in revenue.
Now with SalesQualia, I’m the Founder of SalesQualia where I work with enterprise/B2B startups on achieving scalable revenue growth. I’ve authored two books on Startup Selling, spoken at a TEDx and presented at The Lean Startup Conference (to name a few accolades I’m awfully proud of…)
Outside of work, I tackle crazy long endurance events, including three Ironman triathlons, marathon swims across The Catalina Channel, Uberman and most recently, the Tahoe 200 – a 200-mile foot race circumnavigating Lake Tahoe. Call or email anytime at scott@salesqualia.com or (415) 596-0804.
With SalesQualia, I help early stage B2B enterprise startups achieve scalable revenue growth.
Show Notes & Topics:
Links & Resources:
Love the podcast? Leave a review on iTunes right here: https://itunes.apple.com/us/podcast/the-sales-podcast/id1044359904?mt=2
Connect with me on LinkedIn: https://www.linkedin.com/in/scottsambucci
Request Your Sales Audit: www.salesqualia.com/salesaudit
Altos Research: www.altosresearch.com
Mike Simonson, Founder & CEO @ Altos Research: https://www.linkedin.com/in/simonsen/
Aplia: www.aplia.com
Paul Romer: http://www.stern.nyu.edu/faculty/bio/paul-romer
Blend: www.blend.com
Guest: John Roberts, Successly
About our guest…
John Roberts founded Successly in 2016, a company dedicated to helping Customer Success teams make a big impact. John recently moved to Silicon Valley after a successful run guiding his previous startup – Buzz.Report – in North Carolina.
3 Key Takeaways:
On moving from the Research Triangle (North Carolina) to Silicon Valley
Customer Success: Definition & Importance
Customer Success & Its Role in the Sales Process
Organizational Design for Start-up CEOs
Customer Success teams vs Product teams
Hiring customer success teams when someone wants to be the sales or the product manager:
Links & Resources:
Adam O'Donnell, John’s cofounder @ Successly, on LinkedIn
Website: www.Successly.io
Check out Successly Live video-cast/podcast: Interviews with CS Executives and leaders from companies like MixPanel, Coursera, Splunk & HelloSign
The Podcast Version on iTunes & SoundCloud:
Marylou Tyler is the author of Predictable Revenue and Predictable Prospecting. She has worked with a number of few co-authors and produced a book that will certainly help any startup company out there. Being one of the best sales enablement strategist, she is an expert when it comes to maximizing your resources and is always willing to share her knowledge to everyone who needs help.
This podcast focuses both on the incredible things that a startup business owner can do to improve sales and the common mistakes everyone should avoid. The following are some of the topics tackled by Scott and Marylou:
Podcast Notes:
05:10 – The three sections of Predictable Prospecting: Target, Engage, Optimize
05:42 – Internalizing Your Competitive Position
07:25 – Six-Factor SWOT Analysis
14:00 – Importance of taking a break
15: 33 – Developing an Ideal Account Profile
20:16 – McKinsey’s MECE model and Issue Tree
23:33 – Compel with ContentTM
25:07 – Common mistakes start-up businesses make in the selling process
27:42 – Emails and when to use each type
31:38 - Mass personalized versus Hyper personalized emails
37:47 – Eight-Touch, 13-Business Day Email
39:01 – Customer Referral Program
48:12 – Campaign Formula, Appointment-setting and sales funnels
53:26 – Neil Rackham, “The Professor of Professional Selling”
Quick links:
Dionne Mischler is a sales expert. She is the CEO and Founder of Inside Sales by Design, which helps companies to be “deliberate, intentional, and successful”. Aside from that, she is also the Founder of Sales Enablement Society.
In this podcast episode, the main focus is on how you can hire the best people for your sales team and when you should scale it up as a startup selling company. Scott and Dionne tackled a wide range of topics:
Podcast Notes:
5:37 – Why Dionne chose the appendage “…by Design”, why “Inside Sales by Design”
9:00 – Scalability of Inside Sales by Design
12:00 – The importance, process, and options in conducting market validation
18:45 – Why I do what I do at SalesQualia
20:53 – Dionne’s presentation “Plan Your Work, Work Your Plan”; Different views of and approaches to time
31:05 – Sales process; the importance of good customer experience; how we can keep our current customers
35:17 – How we can influence people’s perspective on time; our ideal customer
41:57 – Account-based Sales Development; what you should do in using the account-based approach; who’s who in the zoo
53:54 – Mistakes people commit in hiring more people for their sales team; Realistic revenue expectations, underestimating how hard it is to find good talent
58:50 – Signals that tell whether or not you are ready to ramp on your sales team
Websites mentioned:
Dionne Mischler’s LinkedIn profile: www.linkedin.com/in/dionnemischler
Inside Sales by Design: http://www.insidesalesbydesign.com/
Sales Enablement Society on LinkedIn: www.linkedin.com/company/15155218
This SalesCast is brought to you by SalesQualia. Check out the Startup Selling Program, a 90-day program focused on finding customers, growing revenue and building your sales process.
In this episode, Scott and Lincoln discuss the concept of time to first value, customer success and customer acquisition. How to have a successful pull through rate for potential customers and the cost of free. Key areas we cover are:
Detailed Notes:
This episode is brought to you by SalesQualia. If you’re a startup looking to Find Customers, Grow Revenue and Build Your Sales Process, check out the Startup Selling Program.
In this episode, I interview Peter Cohan, most known for his “GREAT DEMO!” system and training – teaching software companies the RIGHT way to demo their products.
Key areas we cover are:
Subscribe to the podcast on iTunes!
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
01:55 – How did Peter get into teaching demos.
04:30 – How to assemble data on a when a sale happens.
07:35 – Doing it right the first time your demo’s going to be much shorter and you might only have to do one of those and get you to the finish line.
09:00 – No such thing as a standard customer/demo.
15:00 – Doing discovery, ask sufficient questions to be able to design a demo that fits the customer’s need.
23:18 – The curse of knowledge, when you have seen it all before and you forget that every customer is unique. Put the knowledge you think you have behind your back and ask the right questions.
26:05 – Pre answering questions before they are asked takes away the role of the audience. Takes away the ability to interact.
28:47 – How to address having new people in the meeting that you haven’t had a chance to do needs assessment with.
33:46 – Always start a demo that has people you haven’t interacted with before with three questions; what’s your name, job title and what would they like to take away from the demo.
41:18 – Turning the demo from being all about the vendor, to being all about the customer.
46:33 – Have the fewest number of steps to complete any particular task.
50:27 – Manage your infrastructure. Expect your hard disk will crash! Be ready for anything.
57:17 – Do the last thing first, don’t teach people how things work but show them what good things you’re offering to help them solve their problems.
Resources mentioned or related to this podcast
Key words: startup selling, sales, product demos, scott sambucci, salesqualia, startups, enterprise sales