In this episode of the Startup Selling Podcast, I interviewed Richard Smith.

Richard is the Co-Founder and Head of Sales for Refract. He has 10+ years of sales experience working for and building high activity and scalable outbound software sales teams. 

He has been a regular contributor to leading sales content sites such as Hubspot and SalesHacker and was nominated this year as a Top 50 SaaS Sales Leader in the UK.  

Richard is passionate about fixing the broken mindset to sales coaching and helping salespeople become the very best they can be.

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

• Richard’s new book “Problem Prospecting?!”
• Identifying your Ideal Customer Profile (ICP)
• Using rubrics and metrics as a scoring system to identify ICPs 
• What do your prospects moan about at the dinner table?
• How to think about cold calling and messaging?
• How to be human in your interactions with your prospects?

Links and Resources:

Refract (website): www.refract.ai

Richard on LinkedIn: www.linkedin.com/in/richard-smith-refract

(Book) Problem Prospecting?!: Completely Eradicate Your Prospecting Troubles By Leading With Problems: amzn.to/3orOLjf

(Book) The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million: amzn.to/2YrevBx

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Hiring SDRs vs Outsourcing – Which option is better, and when should we bring in some help on our Outbound Strategy?

That's a question I got 3 times THIS WEEK from #startup founders...

It’s now a classic conundrum for #B2Bstartup founders that want to kick off their #Outbound Selling strategy. 

Two perspectives:

Running your outbound in-house means you own the process, work in tight feedback loops and hire a team that will be part of your culture.

OTOH… 

Outsourcing just looks so damn efficient – spin up a whole team of experienced SDRs with their tech stack and “Voila!” – your calendar fills with sales calls.

So which should you choose?

Both.

First, you’ve got to build v 1.0 of your sequence around five core elements:

1. Market
2. Message
3. Medium
4. Mode
5. Metrics

Once you’ve got that working, you’ve got a system that you can hand over to an outsourced SDR team – or hire an SDR on your own.

Watch the video for a deeper dive on the “How?” and “Why?” on this…

Check out the LinkedIn Live here:

www.linkedin.com/video/live/urn:li:ugcPost:6740324404963655680

Listen & subscribe to The Startup Selling Show here:

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The pipeline's thin. Lead gen is a grind. You’re booking demos and slinging proposals, but deal flow is slow. Or maybe never really got going in the first place…

Your early customers were easy to convert and are seeing massive results, but reaching that magic $1mm ARR mark is way tougher than you thought.

And you need to hit that next revenue milestone so you can raise the next round.

I know what you’re thinking –

“If only I had a salesperson to close some deals. That’d fix everything…”

I get it. That’s exactly where too many founders make a crucial mistake.

In this session, I’ll share the 3 biggest sales hiring mistakes that kill B2B startups and how to avoid them...

Want a copy of our Complete Sales Hiring System? 

Click here to request a copy of a recorded training & workbook: lnkd.in/eeeYytF

Check out the LinkedIn Live here:

www.linkedin.com/video/live/urn:li:ugcPost:6724356167147024385

Listen & subscribe to The Startup Selling Show here:

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Start at the Beginning...

It's January 4th. The Internet is slow. Zoom keeps cutting out. Slack isn't working. 

After holidays every year, I feel disappointed that I didn't get all the projects done I wanted during the break. I feel anxious about jumping back into the flow of work.  Where should I start? What should I do first?

Then I tell myself – The beginning is always a good place.

Start the morning... 

Start the project...

Start the training...

Start the parenting... 

Start every day... 

Choosing to take action. It's the first day back in the new year, but it's just another day – day to make a choice about what actions to take, what choices to make.

Just do right now. Pick one action, one task. Do that task well and move to the next. 

Focus on Now now; worry about Later later.

You got this.

Check out the LinkedIn Live here:

www.linkedin.com/video/live/urn:li:ugcPost:6751933918745829376

Listen & subscribe to The Startup Selling Show here:

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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.

It's a simple model:

1/ Contacts  – Who you contact (your target prospect) & How (how many, how often)

2/ Conversations – Focusing on engagement by identifying problems and qualifying your leads.

3/ Conversions – Showing ROI and giving clarity on implementation.

But the real question is whether or not sales really is your top priority... (This is the part you might not like to hear...)

Because too often, we say "sales is the top priority," but if you look at your Calendar, is it really?

Do you have Conviction around your message and strategy?

Are you getting yourself into the Classroom to make sure you're doing the best you can?

Check out the LinkedIn Live here:

www.linkedin.com/video/live/urn:li:ugcPost:6717857634432684033

Listen & subscribe to The Startup Selling Show here:

Deezer | Amazon | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia

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.

In this episode of the Startup Selling Podcast, I interviewed Jeremy Macleod.

As a proud Kiwi, Jeremy hails from the North Island of New Zealand and has been fortunate enough to call Wellington, Sydney, London, and San Francisco home at various times in his life. He has an addiction to working with some of the most exciting businesses in the world, in particular early-stage hyper-growth disruptors who understand the value of the top talent.  

Jeremy splits his time between Sydney and San Francisco (pre-COVID) as he helps mentor New Zealand and Australian start-ups who are looking to take on the US.

Jeremy has over 15 years of experience working with the recruitment industry and 2 years ago launched The Search Experience with his business partner Natalie Adams.  The Search Experience provides search and recruitment services to high growth technology companies and through TSE Ventures, Jeremy and Natalie take equity positions in companies they work with.

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

• What are signals to indicate that it’s time to hire a sales leader?
• What is the Head of Sales role?
• How to allow yourself room to hire above the sales leaders if necessary?
• What are the expectations for the first sales leaders?
• How do you find sales leaders to scale up your business?
• How do you recruit and hire in today’s environment? 
• How do you manage your sales hiring process?
• What’s the speed at which you should be hiring? 
• Hiring remote and how remote should the person be?

Link & Resources:

(Website) The search experience: www.thesearchex.com

Jeremy Macleod on LinkedIn: www.linkedin.com/in/jeremymacleod

Listen & subscribe to The Startup Selling Show here:

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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.

In this episode of the Startup Selling Podcast, I interviewed Arjun Rai.

Arjun Rai is an NYC based entrepreneur who is on a mission to support small businesses with the power of visualized data science and artificial intelligence for digital marketing at HelloWoofy.com. 

He is a firm believer that every SMB should have an unfair advantage to compete against unlimited marketing budgets. He has raised from professional investors and personally invested nearly $500,000 in pre-seed VC funding as well as obtained corporate partners (including Fortune 500 companies, such as Microsoft and Google) resulting in over $135,000 in strategic resources.

Since high school, Arjun has been networking with some of the most well-known entrepreneurs and even worked on a few projects and startups of his own. Upon graduation, Arjun pursued his career opportunities and came to New York City where he enrolled at the New York Institute of Technology in 2011 with scholarships and grants. Following a few weeks into college, Arjun launched his second startup, fuelbrite.com, a social media agency focused on small businesses and startups, and a student-focused organization, TheBizDen. 

Arjun currently lives in New York City with his girlfriend, two cats, and a dog. You can find him working from home, doing carpentry, pitching his startup at a meetup, or driving around town on his e-scooter.

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

• Arjun’s development of HelloWoofy.
• What are some key strategies when communicating with your buyers?
• Using emojis in your message.
• The effectiveness of using emojis.

Link & Resources:

Website: hellowoofy.com

Arjun on LinkedIn: www.linkedin.com/in/arjunrai

Season 3 of Meet the Drapers: youtu.be/MtHxCFv9St4

Hello Woofy on Facebook: www.facebook.com/hellowoofy

Listen & subscribe to The Startup Selling Show here:

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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.

In this episode of the Startup Selling Podcast, I was interviewed by Tom Pisello.

Known as the ROI Guy, Tom is the host of the EVOLVERS podcast series, author of the book Evolved Selling, founder of the Evolved Selling Institute, and Chief Evangelist for sales enablement platform provider Mediafly.  

Tom is a successful serial entrepreneur, founder of several firms focused on business value sales and marketing, and a Gartner veteran.

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

• The linkage of ultra running with running a startup.
• Lessons from the trail and applying it to selling.
• Challenges in the marketplace in a post-COVID world.
• Shifts in the selling environment.
• Paying attention to your internal economy.
• Changes and ways you can think about measurements and sales forecasting.
• The importance of sorting versus selling in your prospecting and outbound.
• Keeping control of your sales process.

Link & Resources: 

Tom Pisello on LinkedIn: www.linkedin.com/in/tompisello

The Evolved Selling institute: www.evolvedselling.com

Evolved Selling Book: www.evolvedselling.com/evolved-selling-book

Evolvers Podcast: open.spotify.com/show/2K9MRd11NQuIitXsoCKbYX

Evolved Selling Institute on LinkedIn:

www.linkedin.com/company/evolved-selling-institute/?viewAsMember=true

Listen & subscribe to The Startup Selling Show here:

BluBrry | Deezer | Amazon | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia

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.

In this episode of the Startup Selling Podcast, I interviewed Todd Caponi.

Todd is the author of the 3x best-book-award-winning, The Transparency Sale, a speaker & workshop leader as Founder & CEO of Sales Melon LLC, and the Managing Director of Chicago’s VentureSCALE. Todd is also a multi-time C-Level sales leader, a behavioral science nerd, and has guided two companies to successful exits.

Some of the key topics that we discussed in Part 2 of this episode are:

• The history and principles of selling.
• How do we relate to people and show up the right way?
• How do we communicate in sales?
• What makes a great salesperson.
• The salesmanship magazine.

Link & Resources:

Todd Caponi on LinkedIn: www.linkedin.com/in/toddcaponi

Todd Caponi on Twitter: twitter.com/tcaponi

The Transparency Sale: www.transparencysale.com

Book: The Transparency Sale: https://amzn.to/2K0TRV1

Media Kit for more information: www.transparencysale.com/mediakit

Five Great Rules of Selling by Percy H Whiting: https://amzn.to/2XHRo5Y

The 5 Great Rules of Selling Percy H Whiting (The Revised and Enlarged Edition): https://amzn.to/38B0vM2

Tthe Art of Selling by Arthur Sheldon: https://amzn.to/3pnqrjZ

The Art and Science of Selling, Volume V by National Salesmen's Training Association: https://amzn.to/32B0LXD

Shirley Ann Jackson: en.wikipedia.org/wiki/Shirley_Ann_Jackson

The Ten Fundamental Traits of a Successful Seller - circa 1921

www.transparencysale.com/blog/tractorworldtraits

Listen & subscribe to The Startup Selling Show here:

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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.

In this episode of the Startup Selling Podcast, I interviewed Doug Brown.

Doug C. Brown is a highly acclaimed Sales Revenue Growth Expert and an international bestselling author. He has coached, consulted, and advised thousands of people in business as well as companies including Enterprise-Rent Car, Nationwide, Intuit, Proctor and Gamble, CBS television, and others.

He has collected an impressive amount of experience throughout his life in different fields, especially sales. During this period, he created over 35 companies. Doug served as an independent President of Sales and Training for Tony Robbins, Chet Holmes, Russ Whitney, and others. 

He has generated over $500 million in sales; his last client made $3 million in 5 weeks. His most outstanding professional achievement is increasing the company’s close rate by 862% and its revenue growth by 116% in four months.

Doug is a 12-year veteran of the US Army and a proud father of two wonderful daughters. His mission is to help companies grow their sales revenue and to have better-performing sales teams. Additionally, he instructs B2B coaches and consultants on how to build a more profitable business.

Three of the key topics that we discussed in this episode are:

• What are some of the blind spots that companies have in their sales process?
• How to find “A” players for your sales team?
• What to do when you are stuck in your growth phase?

Link & Resources:

Business Success Factor: www.businesssuccessfactors.com

Win-Win Selling by Doug Brown: ww.winwinsellingbook.com

High-Velocity Training by Doug C. Brown or @DougBrown.BSF:  www.facebook.com/pg/DougBrown.BSF

Doug C. Brown on LinkedIn: www.linkedin.com/in/dougbrown123

Doug C. Brown on Twitter or @dougbrown123456: twitter.com/dougbrown123456

Listen & subscribe to The Startup Selling Show here:

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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.

Just because a lead requests a demo, doesn't mean they get a demo.  They have to deserve it.

And it's your job to qualify every lead. 

You wouldn't you walk into a doctor's office and say – "Show me your medicines."

Diagnosing your problem a necessary step before that doctor would know if or how they could help.

Your sales leads are no different. You have to qualify them to know if or how you can help them.

If you don't, you'll end up playing a game "Demo-Proposal-Chase" with every prospect.

When you do qualify your leads, when you know their critical business issue, and when you can show them how you can solve their problem, you'll get more CLARITY, CONTROL & CONFIDENCE in your sales process.

That's why Lead Qualification is one of the 9 Sales Accelerators - it'll help you move faster with the right leads, and avoid wasting days or weeks or months with the wrong leads.

Check out the LinkedIn Live here:

www.linkedin.com/video/live/urn:li:ugcPost:6717121319198093312

Listen & subscribe to The Startup Selling Show here:

Deezer | Amazon | Stitcher | Spotify | iTunes| Soundcloud | SalesQualia

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.

In this episode of the Startup Selling Podcast, I interviewed Todd Caponi.

Todd is the author of the 3x best-book-award-winning, The Transparency Sale, a speaker & workshop leader as Founder & CEO of Sales Melon LLC, and the Managing Director of Chicago’s VentureSCALE. Todd is also a multi-time C-Level sales leader, a behavioral science nerd, and has guided two companies to successful exits.

Two of the key topics that we discussed in Part 1 of this episode are:

• Transparency negotiations
• Transparency pricing

Link & Resources:

Todd Caponi on LinkedIn: www.linkedin.com/in/toddcaponi

Todd Caponi on Twitter: twitter.com/tcaponi

The Transparency Sale: www.transparencysale.com

Book: The Transparency Sale: https://amzn.to/2K0TRV1

Media Kit for more information: www.transparencysale.com/mediakit

Five Great Rules of Selling by Percy H Whiting: https://amzn.to/2XHRo5Y

The 5 Great Rules of Selling Percy H Whiting (The Revised and Enlarged Edition): https://amzn.to/38B0vM2

Tthe Art of Selling by Arthur Sheldon: https://amzn.to/3pnqrjZ

The Art and Science of Selling, Volume V by National Salesmen's Training Association: https://amzn.to/32B0LXD

Shirley Ann Jackson: en.wikipedia.org/wiki/Shirley_Ann_Jackson

The Ten Fundamental Traits of a Successful Seller - circa 1921

www.transparencysale.com/blog/tractorworldtraits

Listen & subscribe to The Startup Selling Show here:

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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.

You know more about the problem your product solves that anyone – that’s why you started your company in the first place. No one else is solving the problem the right way, or none of the current products work.

57% of the purchase decision is made before a prospect contacts you & 67% of the buying journey is now done digitally. 

You HAVE to be front & center to teach your prospects about their problem and how to think about options to solve it.

That's why “Authority Voice” is one of the 9 Sales Accelerators that every startup needs to build and run to get more repeatability and predictability in their sales process.

Most of all, when you build and implement your Authority Voice Strategy this right way, you’re not just EDUCATING your prospects about their problem – you’re SEPARATING yourself from the rest of the marketing and INDOCTRINATING your prospects as to why they should work with you.

When you do this the right way, you’ll get more CLARITY, CONTROL & CONFIDENCE in your sales process.

If you'd like some help with your Authority Voice Strategy, or any of the 9 Sales Accelerators, send me a DM and I'll show you how my team & I can help.

Let's do this…

Check out the LinkedIn Live here:

www.linkedin.com/video/live/urn:li:ugcPost:6716745906336727041

Listen & subscribe to The Startup Selling Show here:

Acast | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia

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.

Lead generation and filling your sales funnel is the most important sales work your startup needs do every day.

That's why "Funnel Fillers" are one of the 9 key Sales Accelerators that every startup needs to build and run to get more repeatability and predictability in their sales process.

In this video, I'm sharing three (3) foundations of a Funnel Filler strategy, including why their important and if implemented the right way, will help you get more CLARITY, CONTROL & CONFIDENCE in your startup's sales process.

Check out the LinkedIn Live here:

https://www.linkedin.com/video/live/urn:li:ugcPost:6716389768202137600/

Listen & subscribe to The Startup Selling Show here:

Acast | 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.

In this episode of the Startup Selling Podcast, I was interviewed by Scott Cowley.

Scott Cowley began selling at 15 and has helped industries ranging from Healthcare to Fintech to Event Management. Scott has personally closed deals on every inhabited continent (if you can help him with the only uninhabited continent, Antarctica, please reach out) and led teams selling in multiple languages. 

He is the founder of The Sales Mastermind, a business serving founders who sell but aren’t “sales” people with consulting, coaching, and community.

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

• What is it that most founders don’t know about sales?
• How sales is a process and how it works. 
• Why should you never think about sales as “closing the sale”.
• Implementation in the sales process.
• How to avoid proposals?
• How to lead the sale?
• Mistakes that founders make when it comes to building up their sales process. 
• When and how to find repeatability in your sales process so you can hire and grow your sales team.
• Why should sales be 6 months ahead of the product?

Link & Resources:

Scott Cowley on LinkedIn: www.linkedin.com/in/scottcowleyau

The Sales Mastermind: www.thesalesmastermind.com

Listen & subscribe to The Startup Selling Show here:

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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

In this episode of the Startup Selling Podcast, I interviewed Ethan Beute.

As the Chief Evangelist at BombBomb, coauthor of Rehumanize Your Business, and host of The Customer Experience Podcast, Ethan has collected and shared people’s video success stories in a variety of formats for a decade. He’s even sent 10,000 videos himself. 

Prior to joining BombBomb, he spent a dozen years leading marketing teams inside local television stations in Chicago, Grand Rapids, and Colorado Springs. 

He holds undergraduate and graduates degrees from the University of Michigan and UCCS in communication, psychology, and marketing.

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

• How to rehumanize your sales process?
• What does it mean to be more human?
• How do we use videos as a tool kit?
• How video allows you to be more empathetic and curious in a way that email cannot do. 
• Being seen and heard by using videos
• The paradox of vulnerability
• The psychology of proximity
• Social reciprocity
• Commodified products 
• Video creates irrational buyer forces

Link & Resources:

Ethan Beute LinkedIn: linkedin.com/in/ethanbeute

BombBomb Website:   bombbomb.com

BombBomb on LinkedIn: www.linkedin.com/company/bombbomb

Rehumainze Your Business by Ethan Beute: bombbomb.com/book

Listen & subscribe to The Startup Selling Show here:

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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.

In this episode of the Startup Selling Podcast, I interviewed Andy Paul.

Andy has written two award-winning sales books, Zero-Time Selling and Amp Up Your Sales, is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. He has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub, and more, making him one of the leading voices in the sales industry today. 

With more than 175,000 followers on LinkedIn, Andy is a highly sought-after speaker and sales sage who has made it his life's work to bring you strategies and insights that enable you to generate more wins and massive value. 

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

Topics & Key Words:

• The importance of relationships in Sales
• Courage
• Sales Manager vs Sales Coach
• Misallocation of Attention
• Productivity Growth: https://www.bls.gov/lpc/prodybar.htm
• Returns of Time Invested
• Parado

Link & Resources:

Andy Paul on LinkedIn: www.linkedin.com/in/realandypaul

Andy Paul: Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions: amzn.to/30IxUQ0

Sales Enablement Podcast with Andy Paul: 

www.ringdna.com/sales-enablement-podcast-with-andy-paul

Herbert Simon: Bounded Rationality: amzn.to/33IYeeK

Herbert Simon: Administrative Behavior:amzn.to/2Gv112x

Paradox of Choice: amzn.to/33IROwd

Peak-end Rule: en.wikipedia.org/wiki/Peak%E2%80%93end_rule

New B2B Buying Journey & its Implication for Sales:

www.gartner.com/en/sales/insights/b2b-buying-journey

The Identification of Solution Ideas during Organizational Decision Making:

www.jstor.org/stable/2632813

Meet Liverpool's secret weapon: throw-in coach Thomas Grønnemark: es.pn/3nE9qBx

Zero-Time Selling: 10 Essential Steps To Accelerate Every Company's Sales: amzn.to/3nvfZpD

Listen & subscribe to The Startup Selling Show here:

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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.

As soon as you begin to think that there's a good time or a bad time, you've lost it. Your prospects are out there, every day on different channels. Find them and talk to them.

When I was at Blend, Sunday afternoons were my best day. Why? Because the executives I was targeting were catching up on email and messages from their home office.

When I sold textbooks 25 years ago, I'd walk the university hallways into the late afternoon to find that one professor in the office.

Today, running SalesQualia, our future customers are startup founders. It's Friday at 5:16pm and we just booked two meetings for next week from LinkedIn chat messages.

Prospecting is a mindset – either you believe in your bones that your customers want to hear from you because you solve an important problem, or you're just going through the motions.

Make it happen for yourself.

Check out the LinkedIn Live here: https://www.linkedin.com/posts/scottsambucci_whens-the-best-time-to-do-your-prospecting-activity-6710340824145702912-kPzm

Listen & subscribe to The Startup Selling Show here:

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Every day feels like a race when you're growing your startup.

But do you have a system in place to get better along the way between those races – to build your strengths, to improve where you need?

For me, "getting out to the garage" means committing time and effort everyday, no matter what, to get better.

Where's your garage?

Check out the LinkedIn Live here:

www.linkedin.com/video/live/urn:li:ugcPost:6701843992394440704

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.

In this episode of the Startup Selling Podcast, I interviewed Nick Casale.

Nick is the Director of Sales at Sendoso, the leading Sending Platform, where he’s responsible for the mid-market and enterprise sales teams. As the third employee and first sales hire, Nick built Sendoso’s sales process from the ground up before stepping into management to focus on scaling the sales organization. 

Nick is passionate about empowering sales reps to rise above the digital noise and connect with prospects and customers on a human level. Prior to Sendoso, Nick was an early sales hire at Talkdesk.

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

• The difference between implies versus actual ROI.
• How to track the results from sending a physical object?
• The three specific areas in your sales funnel where you could be using physical impressions. These are: 
• 1. At the start of your sale “engagement” stage
  2. Using it mid-funnel as a way to build rapport to pull a deal from early, to middle, to late stage.
  3. At the end of the sales funnel “close to conversion”.
• What are some gifts/objects that you could be sending?
• How gifts can help you with building a relationship and in your conversion rate. 
• Nick’s experience as an early-stage company leader and moving from Account Executives to Director role. 

Link & Resources:

Sendoso: sendoso.com

 Nick on LinkedIn: www.linkedin.com/in/casalenick

Listen & subscribe to The Startup Selling Show here:

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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.

In this episode of the Startup Selling Podcast, I interviewed Anthony Garcia.

Anthony is an expert in sales training, recruiting, goal achievement, and motivating salespeople to peak performance. He created his 1st business and built a team of over 100 sales reps at the age of 22 and has gone on to coach and mentor hundreds of top-performing sales professionals whose accolades have been national rep of the year, rookie of the year, and hall of fame. 

As an 18-year veteran of sales, Anthony has achieved top accolades in direct sales, B2B, and medical sales.  In his previous roles, he has trained and developed sales teams for Cutco Cutlery and Paychex.  His experiences have included managing teams of highly compensating sales professionals, facilitating international training programs, and launching products in new and emerging markets.

 As the author of the International Best-Selling book “Catapulting Commissions”, he provides strategies to get into the mental game of selling. Anthony has delivered numerous keynotes focusing on complacent sales syndrome, goal achievement, and S.M.A.R.T.E.R. goal setting.

He is also the host of the Catapulting Commissions podcast where he discusses the complacency that robs people of their full potential and interviews some of the world’s top sales performers and entrepreneurs.

His thoughts and opinions have been featured in Forbes, CNBC, FOX, and CBS.  

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

• The importance of identifying limits.
• The limitations that we have and could be preventing us from hitting your next phase of growth.
• “Crossing the Redline” when selling your product.
• The complacent sales syndrome and how it’s robbing your growth. 
• How can you become a “dream manager” so that you can understand your team?
• How do you help push your team to get to the outcome they want to achieve?
• Catapulting Commissions and understanding how to get to the next big outcome.
• The power circle of influence (people that support you). 
• How do you eliminate doubt?
• The importance of getting clarity with you and the people around you. 

Link & Resources:

Website: anthonypgarcia.com

Anthony on LinkedIn: www.linkedin.com/in/anthonypgarcia99

Catapulting Commissions by Anthony Garcia: www.catapultingcommissions.com/free-book-page1593218776016

Book: Dream Manager Matthew Kelly: amzn.to/3hA0IzD

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In this episode of the Startup Selling Podcast, I interviewed Doug Sandler.

Doug has over 30 years of business experience as an entrepreneur and leader. His book, Nice Guys Finish First is a #1 ranked Amazon Best Seller.  As podcast host of The Nice Guys on Business Podcast, Doug has interviewed Gary Vaynerchuk, Arianna Huffington from HuffPost, Dan Harris from Good Morning America, Ron Klain, White House Chief of Staff, and dozens of celebs. 

Doug specializes in teaching others the "how-to's" of building relationships and strengthening connections. He is a nationally recognized speaker and writer.  

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

• The importance of using podcasts as a way to influence and create community.
• The virtues of podcasting and how you could be using it in your market.
• The importance of having a specific market niche and how it can be helpful for your audience.
• Ford Mustang Podcast by Doug Sandler and how his message educates people.
• What are some ways to start your own podcast?
• How do you go from idea to implementation?

Link & Resources:

Doug Sandler on LinkedIn:www.linkedin.com/in/doug-sandler-1a346649

Nice Guys on Business Podcast: www.niceguysonbusiness.com

TurnKey Podcast: www.turnkeypodcast.com/toolkit

Nice Guys Finish First by Doug Sandler: amzn.to/2Z0jQAs

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.

In this episode of the Startup Selling Podcast, I interviewed Doug Sandler.

Doug has over 30 years of business experience as an entrepreneur and leader. His book, Nice Guys Finish First is a #1 ranked Amazon Best Seller.  As podcast host of The Nice Guys on Business Podcast, Doug has interviewed Gary Vaynerchuk, Arianna Huffington from HuffPost, Dan Harris from Good Morning America, Ron Klain, White House Chief of Staff, and dozens of celebs. 

Doug specializes in teaching others the "how-to's" of building relationships and strengthening connections. He is a nationally recognized speaker and writer.  

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

• Book: Nice Guys Finish First by Doug Sandler.
• How does being a nice person help you with sales?
• The importance of putting people over products whenever you’re selling.
• The importance of putting your clients over technology.
• Accepting the reality of the numbers when you’re selling and getting rid of the “Head-trash”. 
• The core tenants for making you a nice guy. 
• Focusing on your customers and being honest with them. 

Link & Resources:

Doug Sandler on LinkedIn:www.linkedin.com/in/doug-sandler-1a346649

Nice Guys on Business Podcast: www.niceguysonbusiness.com

TurnKey Podcast: www.turnkeypodcast.com/toolkit

Nice Guys Finish First by Doug Sandler: amzn.to/2Z0jQAs

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.

Blend officially reached unicorn status this week, with the announcement of their Series F – now valued at $1.7 billion.

These announcements lead to a bunch of messages and questions –

What was it like starting the sales process as the first head of sales?

Where did we find our first customers?

How did you get on the path to unicorn status in the early days?

So... I decided to kick-off my LinkedIn Live account by sharing 4 key factors that made a huge difference in getting from 0 to 1 at Blend.

Check out the LinkedIn Live here: https://www.linkedin.com/video/live/urn:li:ugcPost:6699690106762092545/

Listen & subscribe to The Startup Selling Show here:

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In this episode of the Startup Selling Podcast, I interviewed Greg Accardo.

With over 20 years of business and sales experience, Greg serves as the Director of the LSU Professional Sales Institute. Since 2015, he has been in the Department of Marketing conducting extensive work developing and executing strategy, acting as the industry liaison, chief fundraiser, managing budgets, overseeing internships and placements, overseeing & coaching the university sales team and sales competitions, job fares, and other PSI events.

Greg teaches two sections of undergraduate classes for Professional Sales and Sales Practicum. He also teaches Advanced Professional Sales and Negotiation Tactics & Strategies for LSU Executive Education. 

He successfully launched a CRM education program in partnership with HubSpot for all current and future LSU PSI students.

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

• The evolution of sales as an academic pursuit. 
• The evolution of inside sales and how it went from telemarketing to a true sales position. 
• The development and science of marketing and how it has augmented the evolution of sales.
• The percentage of business majors coming out of college to focus on sales as their first job.
• National and International sales competitions occurring across the country.
• How you as an employer can be involved in these sales competitions as a judge, sponsor, etc.

Link & Resources:

Greg on LinkedIn: https://www.linkedin.com/in/greg-accardo/

LSU Professional Sales Institute: https://www.lsu.edu/business/psi/index.php

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.