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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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Apr 7, 2020

In this episode of the Startup Selling Podcast, I interviewed author and CEO, Chris Spurvey.

 

After consciously choosing entrepreneurship as a means to create a better life for his family, Chris realized that negative beliefs about sales were holding him back from taking his ventures to the next level. He saw this as a major hurdle to not only his businesses but the businesses of virtually every other entrepreneur. 

 

Chris spearheaded the growth of Plato Consulting to the point it was acquired by one of the largest management consulting firms in the world (KPMG). In the process, he sold over $300 million in consulting services.

 

Following the acquisition, Chris turned his focus to helping other “non-sales sellers” find a way to grow their revenue in a consistent, stress-free manner.

 

Chris’s newest venture is Dockridge Digital, a technology consulting and product development company focusing on helping businesses leverage digital to serve their customers.



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



  • Chris’s background and his transition from the mindset “sales is something you do to people/being pushy” to “sales is a place for problem-solving”
  • The general approach to sales – sales is not about doing something to someone, sales is about curiosity
  • Diagnostic conversation – How to be related and being more relevant
  • How do we sell in our current environment
  • How to problem-solve for our customers




Links & Resources

 

LinkedIn:www.linkedin.com/in/chrisspurvey

 

Website:www.chrisspurvey.com

 

It's time to sell on Amazon: https://amzn.to/2R6vxSs




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