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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 22, 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, Scott and Robert discuss what to do around the holiday season in preparation for the coming year. Key areas we cover are:

  • How going old school and writing a hand written note that isn’t electronically sent can help bring a fizzling prospect back to the table.
  • Taking the time to clear out your CRM and email contacts from the past year and a method for clearing out that brings old prospects back into your conversion funnel.
  • How to “Go Social” at the end of the year by preforming some social media research that will help you stay strong through the holidays and hit 2016 running while everyone is crawling.

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

04:26 – Things you could be doing that would motivate sales in the holidays or the next year.

04:46 – Write handwritten notes to people.

06:50 – Going through your top 20 contact.

10:04 – Email your contacts to see who’s interested or not.

12:10 – Clear your virtual desk, and archive all emails. Send an email to contacts you’ve been in touch with over a 6-month period.

17:30 – Go social, use it for research.

Resources mentioned or related to this podcast

  • LinkedIn, a business-oriented social networking service. 
  • MineMyMail, sifts through all of the messages stored in your email account looking for the information you care about.
  • MailChimp, an online email marketing solution to manage contacts, send emails and track results.
  • Quora, a question-and-answer website.
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