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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
Mar 2, 2016

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 episode, our special guest Trish Bertuzzi, President and Chief Strategist for The Bridge Group, Inc., gives advice on hiring Sales Development Reps for startup CEOS, discusses the importance of hiring veterans and how beneficial they are to young companies, as well as a plethora of other great tactics and tips. Key areas covered are:

  • Defining what sales development really means and how the process of forming this definition was a trigger event for Trish to write her new book, The Sales Development Playbook, a purely tactical look at sales development.
  • Advice for startup CEOs when hiring SDRs on practices that hurt their company and alternatives to help make the most of these early hires.
  • Reasons to outsource your company’s sales development functions and how to properly filter good outsource partners from the bad ones.
  • How to properly use numbers to strengthen your value proposition and understanding the different variables of said proposition (#VariablesMatter).

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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!

Podcast Notes

02:15 – The Trigger event for Trish to write the book “The Sales Development Playbook.”

04:13 – How do you define Sales Development for people?

05:20 – The Five Whys. Why listen? Why Care? Why change? Why you? Why now?

06:45 – What advice would you give a team to stop doing now and start doing right away relating to sales development.

07:55 – What is the one thing startup CEOs should do that they’re not already doing?

10:00 – What’s the first thing startup CEOs should do where they misstep early in the process of setting up the sales development process?

12:56 – Why a 50/50 breakdown making a good hire.

13:30 – If you can’t afford to hire more than one, should you hire one?

14:15 – Reasons why outsourcing Sales Development Rep functions to a vendor fails.

16:05 – Why don’t startup CEOs spend more effort on the time piece of the investment?

18:15 – Why military to civilian transitions and job shifters are good targets for potential SDRs? 

20:00 – The one question to immediately ask to vet out if a candidate is worth pursuing in a formal interview process.

25:03 – After passing the 40 second interview, what’s the next part of that call that makes for a good SDR call. 

26:45 – How do you use numbers if you don’t know those could actually apply?

32:00 – How do you vet out whether or not somebody has budget early on?

34:28 – Why to choose a scale of 1 to 4.

36:05 – A skeleton key question to make a person not guarded or have their armor on to open up.

40:00 – Shutouts to make sure people hear the message.

41:02 – How to reach Trish.

 

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