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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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Aug 4, 2020

In this episode of the Startup Selling Podcast, I interviewed Steve Benson.

 

Steve is the Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, he joined Google, where he became Google Enterprise's Top Sales Executive globally in 2009.

 

In 2012 Steve founded Badger Maps to help field salespeople be more successful by optimizing their routes and schedules to save time and be on time so they can sell more. 

 

He hosts the Outside Sales Talk podcast where he interviews industry experts on their top sales tips. He is also the President of the Sales Hall of Fame.  

 

Some of the topics that we discussed in this episode are:

 

  • Steve’s process of getting on to podcasts and shows.
  • How to think through the process of ‘outside sales’.
  • How do you make adjustments in a world where you can’t go out and sell?
  • How to leverage your Product Champion in ways that you’re not doing but you should be doing?
  • How to think through and how to build an account map?
  • How to think about motivation as a Sales Leader or CEO?
  • What should you be doing as a Sales Leader to keep your reps sharper?
  • Why you should not be discounting your price.
  • How to shift the structure of compensation plans for your sales team. 

 

 

Link & Resources:

 

Outside Sales Talk Podcast: www.outsidesalestalk.com

 

Badger Maps for Field Sales: www.badgermapping.com

 

Steve Benson on LinkedIn: www.linkedin.com/in/stevenbenson

 

Sales Hall of Fame: www.badgermapping.com/sales-hall-of-fame

 

 

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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