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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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Jul 2, 2019

We have a first in today’s episode! It’s our first returning guest. Joining me on the show today is Marylou Tyler. 

 

Marylou is the founder of Strategic Pipeline, a Fortune 1000 sales process improvement consulting group. Her client roster includes prestigious companies such as Apple, Bose, AMA, Talend, CIBC, Gartner, Prudential, UPS, Logitech, Orkin, AAA and Mastercard.

 

Marylou is also an author and a contributor of two #1 bestselling books – “Predictable Revenue” and “Predictable Prospecting.” Both books have sold over 60,000 copies worldwide.

 

She specializes in optimizing top-of-funnel sales process and implementing predictable new sales opportunity models. Her approach walks clients through a 7-point outreach framework that is part behavioral, part predictive and part creative, which when combined together, yields a persuasive storytelling process for sales outreach.

 

Here are the highlights of the topics that we covered in today’s episode:

 

  • The Yellow Brick Road Matrix – Selling new products vs. existing products and selling to new clients vs. existing clients.
  • Becoming a pleasant and reliable machine as a salesperson, entrepreneur and founder. 
  • The five (5) levels of a prospect perception of a problem - starting from “unaware” and going to “extremely aware.”
  • The Engagement Pyramid – a process for lead-scoring that shows what to offer your sales leads as the next step in your sales process.
  • The importance of disqualifying potential customers that might not be ready to take action with you, and discover the ones that are ready to take action. 
  • The Importance of Storytelling in your Sales and the five (5) steps of the story arc.




Show Notes

 

Marylou Tyler:

 

Robert Cialdini:

 

Nancy Duarte:

 

Chet Holmes

 

Twila Tharp’s book, “The Creative Habit” – www.amazon.com/Creative-Habit-Learn-Use-Life/dp/0743235274





Listen & Subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com

 

Make sure to grab your free copy of my book – “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 a free PDF version of the book.



Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

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