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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
Jun 26, 2018

Today’s guest is Brian “I Help Startups Grow” Manning, he’s the Head of Growth at PatientPing which is a company in the HealthTech sector that connects health care providers and allows them to share information, coordinate care, and work together to get patients healthier faster.

Brian was also the CoFounder of Zocdoc's Enterprise Team and has been doing enterprise sales for 18+ years.

In this episode, we really focused on two main themes: Enterprise Sales and Sales Team Management. Just a few of the topics we covered include:

  • The biggest mistake entrepreneurs make when selling to big companies - The Sales Process vs. The Buy Process.
  • Helping your buyers through their own "Buying Process"
  • How enterprise sales is a lot like project management
  • Being empathetic in your sales process.
  • How to sell innovation.
  • The Access Audit.
  • Known Said/ Known Unsaid/ Unknown Problems.
  • How to use scarcity to move the sale forward -- Creating FOMO.
  • Sales management - From individual contributor to manager.
  • How to build effective, and real, relationships with your team - 1:1s, weekly, monthly and quarterly strategies.
  • Sharing failures to create confidence with the team.

Some of the books and resources that were mentioned by Brian:

Where to find Brian on the Interwebs:

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