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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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Feb 16, 2016

SalesCast 18 – Revenue Acquisition Portfolio

This SalesCast is brought to you by, well, SalesQualia. Check out the Startup Selling Program, a 90-day program focused on finding customers, growing revenue and building your sales process.

In this special, On the Road with Scott Sambucci episode of the Startup Selling podcast, Scott discusses the idea of Revenue Acquisition Portfolios; a way of looking at the amount of time (investment) you place into different lead funnels versus the return on that investment (sales). Key areas covered:

  • The importance of analyzing how much time you are investing in different sales funnels (cold calling, inbound leads, webinars, referrals, conferences, etc.) and what type of return you are seeing from each.
  • Discovering the risk versus reward of your different investments (time spent on different lead gens) based on the returns you are actually seeing versus what you think you should be doing.
  • Why focusing your time on one lead gen is just as bad as focusing on too many.
  • Scott presents a case study for a former startup he worked at to illustrate the idea in the real world.

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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!

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