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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
Ep. 72: Transactional vs Relational Sales, and Managing Your Sales Team's Key Activities: An Interview with Joe Curtis 0
Oct 22, 2019

In this episode of the Startup Selling Podcast, I interviewed Joe Curtis, Chief Operating Officer at Pango Group. Joe expertly manages the operations, sales and marketing efforts of

the business.

 

Pango Group is a family of companies that provides personalized services for a diverse range of

real estate and escrow related transactions. In addition to escrow services, the subsidiary

companies focus on the areas of notary, insurance, document archiving and leasing: offering

clients a full range of services. Pango Group owns and manages 20 offices throughout California and has a staff of more than 50 escrow officers and over 250 employees across the state.

 

Some of the topics that Joe and I discussed in this episode are:

 

  • The difference between a transactional sale and a relational sale.
  • The importance of a follow-up system for the transactional sale.
  • Terminal Unique Syndrome - what makes your company unique in your sales process.
  • The importance of being your authentic self.
  • How do I set a quota for my prospective customers.
  • Why Joe doesn’t use sales quotas at his company.
  • Training opportunities for your sales team in order to be successful.




 

 

 

Links & Resources

 

Find Joe on LinkedIn here: www.linkedin.com/in/joecurtis

Pango Group: https://pangogroup.com/

 

 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | Apple Podcasts | 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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