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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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Ep. 70: Customer Success Leadership, Ownership & Responsibility to Your Customers – A Conversation with Leah Chaney 0
Sep 17, 2019

Leah is a Customer Success pioneer with almost two decades of experience.

 

After successfully starting and growing Customer Success teams for over 8 successful startups, Leah decided to go out on her own and join BetterGrowth as a Founding Partner. BetterGrowth is an agency that focuses on in-house talent for SAAS companies around the world.

 

BetterGrowth's core offerings include a model where they hire, train, and employee Customer Support agents, sales agents, and recruiters in their Portland office.

 

 In just over 7 months BetterGrowth has grown its Portland Oregon team to over 15 full-time employees focused on servicing some of the world's top technology companies. 

 

Some of the topics that we discussed in this podcast are:



  • Defining what is ‘Customer Success’ from the buyer's point of view.

 

  • The importance of being an investigative reporter as part of your customer success work.

 

  • Getting clear about your known outliers and challenges when creating your implementation plan.

 

  • The importance of setting up a clear cadence with your new customers.

 

  • The ‘80/20 rule’ - the biggest kryptonite in customer success.

 

  • Who runs the quarterly business reviews.

 

  • Conversation programs for customer success for upsells and renewals.

 

  • The ‘triple-A’ scorecard for your customer success team.

 

  • Leah’s dedication and active work around diversity and inclusion around the LGBT community.




Links & Resources

 

BetterGrowth: www.bettergrowth.co

 

Leah Chancy on LinkedIn: www.linkedin.com/in/leahchaney

 

Thanks for the rainbow logo... but let's do better.

www.linkedin.com/pulse/thanks-rainbow-logo-lets-do-better-leah-chaney




Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com

 

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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