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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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Ep.80: Part 2: Bonus Track! Product Demos, Lead Qualification & More Sales Talk with Richard Smith 0
Jan 22, 2020

In this episode of the Startup Selling Podcast, I interviewed Refract Co-Founder, Richard Smith.

 

Richard has over ten years of sales experience working for and building high activity and scalable outbound software sales teams. He has been a regular contributor to leading sales content sites such as Hubspot and SalesHacker and was nominated as a Top 50 SaaS Sales Leader in the UK. 

 

Richard is passionate about fixing the broken mindset towards sales coaching and helping salespeople become the very best they can be.

 

Some of the topics that Richard and I discussed in this episode are:

 

  • The importance of product demo as a catalyst in your sales process.
  • Why is it important to qualify your leads.
  • Understanding when it is fitting to have a smaller pipeline. 
  • The importance of being vigilant when qualifying your leads.
  • Keeping yourself accountable when it comes to selling your product.





Links & Resources



Richard on LinkedIn: www.linkedin.com/in/richard-smith-refract



Refract website:  www.refract.ai



The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million:

 

www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072 




Listen & subscribe to The Startup Selling Show here:

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