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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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Apr 28, 2020

In this episode of the Startup Selling Podcast, I interviewed CEO of Chili Piper, Nicolas Vandenberghe.

 

Nicolas started his career by selling newspapers in the streets of Paris in high school, studied Maths at Ecole Polytechnique, and then received his MBA from Stanford GSB. 

 

He then started and sold 2 tech companies with up to 65 employees and $11M in revenues, and also ran sales for a $2B telecom firm negotiating billion-dollar deals with companies like Google.

 

After having his 3rd tech startup put out of business by Salesforce, Nicolas rebranded his company “Floating Apps” to “Chili Piper” and then self-funded with no remaining employees. He used the “Bull’s Eye” marketing strategy to close in-person the first $1 million in revenues himself with companies like Intuit, Square, Twilio, and Greenhouse in under 12 months.

 

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



  • How to reduce friction in the sales process.
  • The importance of a “Thank You!” page for requesting demos or other pieces of information from your page.
  • How quickly you can get someone from ‘Interested’ to ‘booking the meeting’.
  • The importance of selling a product that does not exist and getting your customers to prepay you.
  • The importance of having a quick response rate in order to take advantage of the people that are interested in your product.
  • Call times and conversion rate – How sales can be lost due to slow response times.
  • The importance of reference points in making decisions when it comes to pricing and anchoring your customers to what your product does and how it can solve their problems.



Links & Resources

 

Chili Piper: www.chilipiper.com

 

Nicolas Vandenberghe: www.linkedin.com/in/nvandenberghe





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