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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: Page 1
Nov 1, 2021

David Sandler famously said: 

 

“If you don’t have a process for selling you’re at the mercy of your buyer’s process for buying.” 

 

One of the biggest challenges startups selling to the enterprise have is keeping control and momentum through the sales process.

 

As a startup, when we're selling our new product, knowing our sales process is crucial to landing your next customer.

 

Why? 

 

Because your prospects don’t know how to buy our thing.

 

They’ve never bought anything like it before. They know how to order new laptops and renew their CRM subscription. But they don’t know how to buy YOUR product.

 

Most startups sell products that replace spreadsheets… or manual processes… or Sharepoint… some antiquated system that was installed around the same time as Windows NT…

 

That means that it’s our job as sellers to lead our prospects through the sale, and that starts with the next call. 

 

Remember that your prospects want to be led. This is your opportunity to take control of the sale.

 

This daily dose shows you a framework I developed years ago that works a charm every time, in every sales call. 

 

Yes, really.

 

It’s called Confirm-Ask-Explore.

 

Confirm: Start every call recapping the last conversation or new developments that have come up since the last call. Then confirm the purpose and intended outcome of the meeting.

 

Ask: This is the centerpiece of your meeting — discover new information by asking questions. Showing your product and asking the prospect how they could see themselves using it – how it solves the problems and helps them achieve their business objectives. Ask about their key objectives and priorities. 

 

Explore: Always leave time to talk about next steps — the next meeting with whom and when, how they'll share that sample data file and who’s responsible for getting it to you, and who else should be involved in the process going forward.

 

Leave every meeting with clear next steps - a mutual action plan.

 

Follow this structure and you’ll nail every sale call every time. Yes, really.

 

— 

 

BTW… If you want some help building more structure and repeatability into your startup’s sales process, I’d like to help.

 

Next week, I’m running a FREE Sales Masterclass for B2B startup founders & CEOs.

 

I’ll teach the core frameworks and systems that every B@B startup needs to implement to achieve a repeatable, scalable sales process. 

 

Plus, we’ll do a diagnostic of your startup’s sales process so that you can see exactly where to focus on building repeatable systems in the next 3 months.

 

Here’s the link to our next Sale Masterclass: https://www.salesqualia.com/masterclass

 

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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