Info

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.
RSS Feed Subscribe in Apple Podcasts
Startup Selling: Talking Sales with Scott Sambucci
2024
March
February


2023
July
June
May
April
March
January


2022
November
October
August
July
June
May
April
March
February
January


2021
December
November
October
September
August
July
June
May
April
March
February
January


2020
December
November
October
September
August
July
June
May
April
March
February
January


2019
December
November
October
September
August
July
June
May
April
March
February
January


2018
December
September
August
July
June
May
February


2017
December
November
October
May
March
February
January


2016
November
October
June
April
March
February


2015
December
November
October
September


Categories

All Episodes
Archives
Categories
Now displaying: Page 1
Oct 7, 2021

One of the biggest sales mistakes most startups, especially ones selling enterprise solutions and targeting Above-the-Line executives make, is that they don't focus on their prospect's PRIORITIES. 

 

Instead, most startups make their outreach and pitches all about their PRODUCT –

 

“Hi NAME – I'm contacting you because I would like to give you further information about our product called _____…”

 

or

 

"Hi NAME – Our company has a blah-blah platform that does feature this and feature this... Would you like to see a demo?"

 

Ugh. Delete.

 

Occasionally I'll see messaging that's PROBLEM–focused –

 

"Hi NAME – Even with a great sales team, there’s a good chance you’re hurting your growth if your blah-blah-blah is anything less than optimal..."

 

A little better, but even that isn't nearly good enough if you want to sell to ABL executives.

 

Executives get paid the big bucks because their job is to lead their company's strategic initiatives. 

 

When they step into the office every day, they're focused on their PRIORITIES – not the day-to-day problems that crop up.

 

They have people down the chain that are paid to handle the fires. 

 

And they definitely don't care about your product (even if it's AI or Blockchain or automates something or other...).

 

It's your job as a seller to know these priorities and show how you can help those executives get where they want to go.

 

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.

 

0 Comments
Adding comments is not available at this time.