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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 23, 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:

  • Going into your industry that you’re selling to and see what are these kind of mini-publications.
  • Using the holidays to map out a blog post series for yourself.
  • Looking at conference planning for the coming year, getting in touch with conference organizers and getting everything ready for the conference.
  • Strategies you can use to make money, and going back and doing some analysis of your pipeline. 
  • Having everyone on board on where the company needs to be, and using a weekly email template.

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

01:16 – Look for media contacts.

08:43 – Use this time of the year to map out a 5 or 10 blog post series for yourself.

15:04 – Looking at the conference planning for 2016.

17:33 – How to go about strategically getting everything ready for the conferences.

21:14 – Get in touch with the conference organizers.

23:16 – Going back to your current customers.

25:43 – Three strategies you can use to make money.

26:45 – Going back and doing some analysis of your pipeline.

28:08 – Who are you selling to?

29:26 – The “WHY?”

29:50 – The “HOW?”

32:00 – Using an email template and having everyone on board on where the company needs to go.

Resources mentioned or related to this podcast

  • The Reverse Review, a monthly publication for reverse mortgage professionals that covers issues affecting the industry.
  • Wall Street Journal, online coverage of breaking news and current headlines from the US and around the world.
  • Forbes, Business news and financial news.
  • DSNews, Service Industry News website.
  • HubSpot, an inbound marketing and sales platform that helps companies attract visitors, convert leads, and close customers.
  • UpWork, the world's largest online workplace where savvy businesses and professional freelancers go to work.
  • Price Intelligently, provides SaaS pricing strategy expertise through our unique combination of data and industry experience.
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