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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
Feb 1, 2022
  Did a keynote talk at a client's Sales Kickoff this week. They asked me –

 

"How do you keep people engaged in a sales call, or in the sales process in general?"

 

The first answer that came to mind was to remember that your prospects are people. They have stuff happening all around them everyday, just like you.

 

Personal stuff. Family stuff. Health stuff. COVID. Kid stuff. Spouse stuff.

 

Sure, the past two years have been stranger than normal, but that's the normal we're in now. Strange is normal.

 

Remember that when you're making that cold call, or pissed off that the prospect is late for your Zoom, or they seemed distracted during the demo.

 

It's probably not personal, because it could well be something personal for them.

 

#leadership #sales #BeHuman



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