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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 21, 2020

In this episode of the Startup Selling Podcast, I interviewed entrepreneur and Founder of Lead Cookie and Content Allies, Jake Jorgovan.

 

Lead Cookie helps B2B sales teams generate leads through LinkedIn prospecting. They manage your LinkedIn account and start conversations between you and your target customers.

 

Content Allies cater to Events associations and Consulting Firms where they create Podcasts, Articles, White Papers, and Social Content. 



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



  • How to use LinkedIn for engagement and lead generation.
  • Why you should think about your engagement campaign in “small segments”.
  • The 3 factors of relevancy on LinkedIn.
  • Technical factors such as the number of LinkedIn connection requests you can send on a daily basis.
  • Sales Navigator and how it is designed for sales research and other sales activity.
  • The 4 step process in your engagement to identify if whether the person you are connecting with is a lead or not.
  • How can the leads that are not qualified be useful to build your LinkedIn network?
  • Tips that will make you feel confident that ‘now’ is the right time to do prospecting.




Links & Resources

 

Jake Jorgovan: www.linkedin.com/in/jakejorgovan

 

Lead Cookie: www.leadcookie.com

 

Content Allies: contentallies.com





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