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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. 97: SDR Development and Management – Lessons in Learning & Leading with 6sense's Ernest Owusu 0
Jul 28, 2020

In this episode of the Startup Selling Podcast, I interviewed Ernest Owusu.

 

As the Sr. Director of Sales Development at 6sense, Ernest leverages his passion for helping others succeed as well as his insights from the field to foster a winning team. With previous experience as an NFL athlete, Ernest thrives in team environments full of high collaboration and healthy competition.

 

Outside of the office, you’ll find him tackling the industry’s diversity problem by mentoring and empowering under-represented people so they can confidently grow their careers.

 

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

  • Ernest’s background as an NFL athlete.
  • How to research and how to hire?
  • What to look for in your SDR hire?
  • How does it work being an SDR manager?
  • What to look for and what are some lead indicators when hiring?
  • Strategy Adjustments: What to do when you see a dip (things that worked in the past but no longer do)?
  • How do you make strategy adjustments when you have dips?
  • How Ernest runs his sales meeting with his team. 

Link & Resources:

 

6sense: 6sense.com

In-Market Demand Report: bit.ly/3f05XY8

Ernest Owusu on LinkedIn: www.linkedin.com/in/ernestowusu

Jeb Blount, Fanatical Prospecting: amzn.to/3fZhM2g

Trish Bertuzzi,  The Sales Development Playbook: amzn.to/2OW0rLO

Jeremey Donovan, Leading Sales Development: amzn.to/3fTVlLM

 

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com

 

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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