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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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Jun 11, 2019

Today’s episode is a very special edition because it relates to my personal life and the lessons learned from it. Stephen Anderson and I take a deep dive into my most recent personal challenge – the Bryce Canyon 100-mile ultramarathon – and how the experience relates to startup life and selling.

 

Over the past five months, I’ve been training and preparing myself for the race. As a runner, a sales coach and an entrepreneur, I constantly see parallels and lessons that I feel are important to share with my team, clients and startup CEOs and Founders.

 

The race took place in Bryce Canyon in Southern Utah, and took over 30 hours to complete with more than a few obstacles and challenges along the way – elevation, weather and a challenging course.

 

It was a nervous and exciting feeling at the start, knowing that I’d put in the time and effort to get myself there.

 

It is the same when you’re starting a company – you’re excited to get started, ready to build and  grow your business, but nervous for all of the challenges ahead.

 

As a startup, there are so many obstacles on your journey and so you have to figure out ways to work through them without affecting or damaging yourself and the business to get to where you want to go.

 

This is the journey we chose. Excitement gets you started, but recognizing the reality of the journey requires emotional maturity and perseverance. It’s hard, and we know it’s going to be hard – it’s the only way to discover what we’re really capable of doing, who we really are, and what impact we can make to the people around us.

 

I also wrote a series of articles about the experience. Here are the links if you’d like to check them out:

 

1. Starting the Journey: From Excitement to Reality – Startup Lesson #1 from the Bryce Canyon 100:

 

https://salesqualia.com/starting-the-journey-from-excitement-to-reality-startup-lesson-1-from-the-bryce-canyon-100/

2. Knowing What’s Ahead Makes It Even Tougher – Startup Lesson #2 from the Bryce Canyon 100:

 

https://salesqualia.com/knowing-whats-ahead-makes-it-even-tougher-startup-lesson-2-from-the-bryce-canyon-100/

3. The Reality of the Distance: The Long F&cking Road Ahead – Startup Lesson #3 from the Bryce Canyon 100L

 

https://salesqualia.com/the-reality-of-the-distance-the-long-fcking-road-ahead-startup-lesson-3-from-the-bryce-canyon-100/

 

Listen & Subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com

 

Thanks for taking the time to listen to the Startup Selling podcast. If you are enjoying the content here, we’d love it if you would do two things, please.

 

One, leave us a review on Apple Podcasts, SoundCloud, Spotify, Stitcher or wherever you are listening to The Startup Selling Show.

 

And two, please tell a friend or ten! The best way for others to find out about The Startup Selling Show is for them to hear it from people just like you. So if you’re liking the content here, please tell a friend or ten so that we can get the word out to as many people as possible.

 

Also, if you’re interested in learning more about Startup Selling, one of the easiest ways for me to help you is to download a free copy of my book called: “Startup Selling: How to Sell If You Really, Really Have To And Don’t Know How.”

 

Just go to www.startupselling.co and you can download your free copy right there.

 

Thanks so much for listening!

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