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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 24, 2020

Just because a lead requests a demo, doesn't mean they get a demo.  They have to deserve it.

 

And it's your job to qualify every lead. 

 

You wouldn't you walk into a doctor's office and say – "Show me your medicines."

 

Diagnosing your problem a necessary step before that doctor would know if or how they could help.

 

Your sales leads are no different. You have to qualify them to know if or how you can help them.

 

If you don't, you'll end up playing a game "Demo-Proposal-Chase" with every prospect.

 

When you do qualify your leads, when you know their critical business issue, and when you can show them how you can solve their problem, you'll get more CLARITY, CONTROL & CONFIDENCE in your sales process.

 

That's why Lead Qualification is one of the 9 Sales Accelerators - it'll help you move faster with the right leads, and avoid wasting days or weeks or months with the wrong leads.

 

Check out the LinkedIn Live here:

www.linkedin.com/video/live/urn:li:ugcPost:6717121319198093312

Listen & subscribe to The Startup Selling Show here:

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