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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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Sep 29, 2015

Startup Selling: Talking Sales with Scott Sambucci

SalesCast #2 – “Being a Connector”

This SalesCast is brought to you by, well, SalesQualia. Improve Sales Performance with:

  1. Self-learning resources, including books on Amazon.com and self-paced online courses.
  2. Workshops & Training, hosted at venues across Silicon Valley and the US.
  3. 1:1 Coaching & Consulting for company founders and sales professionals that want a personalized plan.

In this episode, Scott (sitting in the lobby of a Marriot at a conference and probably looking slightly crazy for talking to himself) discusses the importance of making yourself a good connection for other people and how building this image of a “Good Connector” can benefit your company.  Key areas covered:

  • Discussing with a prospect their customer problems, market issues, and connections versus focusing on selling your own product.
  • Build connections with new and interesting people/companies in your market by simply picking up the phone.
  • A bad prospect for your company can still be a good connection for better prospects.
  • Finding a balance between selling and learning.
  • Creating the image of being a good connection.

We hope you enjoy the podcast and would greatly appreciate feedback!  Any suggestions on future topics you would like to hear covered and/or podcast guests you’d like to hear would be great!  Enjoy!

Podcast Notes

0:30 – The benefits of hearing about a prospects company problems, market issues, and their connections versus only talking about your own product.

1:45 – Hear about an interesting company or team?  Pick up the phone and call them!

4:00 – Even when someone is not a good prospect, they can still be helpful for finding the right prospect.

6:30 – Balance between meetings to sell your product and learning more about your market and industry.

8:00 – Creating the image of being a good connection for others.

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