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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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Startup Selling: Talking Sales with Scott Sambucci
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Now displaying: Page 1
Dec 21, 2015

This SalesCast is brought to you by, well, SalesQualia. Improve Sales Performance with:

  1. Self-learning resources, including books on Amazon.comand self-paced online courses.
  2. Workshops & Training, hosted at venues across Silicon Valley and the US.
  3. 1:1 Coaching & Consulting for company founders and sales professionals that want a personalized plan.

In this episode, our special guest Sean Murphy, of SKMurphy, sits down with Scott to discuss the concept of diagnosing new ideas in a startup, discovering early adopters, and much more. Key areas we cover are:

  • Why it’s important to diagnose ideas of discovery for entrepreneurs and startups, as well as having models of the kind of impact your enterprise software has on a prospect’s business operations.
  • Tips for CEOs in preparing questioning strategies, including powerful responses to use when not able to answer some questions.
  • Understanding how a prospect’s worries about the risk of working with your startup and methods for reducing said risk to overcome this objection.
  • How to find early adopters at organizations that have a pain and are willing to accept partial solutions, and getting customer feedback in a positive way.

We hope you enjoy the podcast and would greatly appreciate feedback! Any suggestions on future topics you would like to hear covered and/or podcast guests you’d like to hear would be great! Enjoy!

Podcast Notes

03:42 – How to describe the idea of diagnosing a discovery for startups and entrepreneurs, why it’s important when it comes to sales.

07:40 – Having a model of what the impact of your enterprise software is going to be on a person’s operations.

10:00 – Tips for a Startup CEO in preparing for a questioning strategy.

15:00 – “I don’t know,” is a powerful response.

17:00 – Creating more communication nodes between you as a startup and the target company.

20:58 – The purchase decision and what the customer is really worried about.

22:43 – How to reduce risk as salesperson or as a startup CEO for people to work with you as a startup.

25:44 – Challenges working with startups.

28:18 – The right way to get customer feedback and use it in a positive way.

31:37 – The early market problems.        

35:15 – Zone of proximal development.

40:14 – Ways you can tell you’re working with a successful change agent, early adopter.

44:11 – As a startup, how to find early adopters, innovators at organizations that have the pain and are willing to accept partial solutions.

46:00 – Where to find early adopters.

48:37 – The number where you finally say “All right, I need to switch my hypothesis.”

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