Shows
Startup Selling: Talking Sales with Scott SambucciDaily Dose Throwback: The Process is the Process.In this episode of the Startup Selling podcast, Scott and Stephen explore the crucial idea that "the process is the process." They emphasize the importance of having a defined and repeatable process rather than solely focusing on outcomes. Scott explains how a structured approach not only ensures consistent results but also allows for effective testing and continuous improvement. The episode includes a candid look at a process that didn’t go as planned with a new client, detailing the lessons learned and how the team refined their approach moving forward. Listen & subscribe to The Startup Sel...
2024-09-1321 minStartup Selling: Talking Sales with Scott SambucciEp. 163: GTM motions for SaaS Startups that drive ARR growth with Karan ChaudhryIn this episode of the Sprouts AI Podcast, Karan Chaudhry interviews Scott Sambucci, who delves into his transition from history major to sales expert and founder of Sales Qualia. Scott shares his journey and discusses key strategies for moving from founder-led sales to scalable processes. He covers essential topics like going from zero to one million and scaling from one to ten million in revenue, emphasizing the need for a repeatable sales process and founder involvement in the early stages. Scott also highlights effective sales strategies, such as understanding your ideal customer profile and leveraging your network, while drawing...
2024-08-3037 minStartup Selling: Talking Sales with Scott SambucciEp. 162: Enhancing Communication and Training with AI with Chad BurmeisterIn this episode, Chad Burmeister interviews Scott Sambucci about the evolving landscape of sales in the tech industry. They discuss the role of AI in supporting, rather than replacing, sales teams and the ongoing importance of human connection in an increasingly automated world. The conversation also touches on post-COVID trends, including the renewed interest in face-to-face interactions, and how real-time AI tools can enhance communication and sales effectiveness. Scott also shares practical insights on how growth-stage B2B tech startups can navigate these shifts to improve their sales processes. Links & Resources: ...
2024-08-2237 minStartup Selling: Talking Sales with Scott SambucciGo Farther BONUS Episode #23: My NUTS 100k Race Report with Stephen SteersIn this episode of the Go Farther series, Stephen Steers interviews Scott Sambucci about his recent ultra marathon experience and the invaluable lessons he learned along the way. Scott opens up about the mental and physical challenges of the race, the importance of coaching in breaking through personal barriers, and how meticulous preparation and nutrition played a crucial role in his success. Drawing fascinating parallels between endurance sports and the demands of entrepreneurship, Scott shares insights on how the discipline and planning required in running can translate into achieving business milestones. Tune in for an inspiring conversation on the...
2024-08-1654 minStartup Selling: Talking Sales with Scott SambucciGo Farther Episode #22: The Journey is the JoyIn this episode of the Go Farther series, Scott dives deep into the theme of pushing beyond limits and finding joy in the journey. Inspired by American runner Grant Fisher's remarkable performance at the Olympics, Scott draws compelling parallels between the high stakes of competitive athletics and the relentless pressures of entrepreneurship. He confronts the fears of both falling short and succeeding, and introduces practical strategies like daily journaling and fear setting. These tools help cultivate a mindset of gratitude, keep motivation alive, and turn everyday challenges into opportunities for growth. Scott reminds listeners that the real joy comes...
2024-08-1036 minStartup Selling: Talking Sales with Scott SambucciGo Farther Episode #21: Implementing = LearningIn this episode, Scott Sambucci delves into the concept of "implementing equals learning," underscoring the importance of experimenting with new strategies in sales. Drawing parallels from his ultra-running experiences, Scott highlights the significance of pushing boundaries to foster growth and achievement. He discusses actionable strategies such as committing to new approaches, thorough preparation, documenting progress, setting and managing risks, and seeking help when needed. Scott addresses common concerns like hesitation and anxiety about trying new sales tactics and shares personal anecdotes to illustrate how overcoming these fears leads to success. Tune in to learn how embracing implementation can transform...
2024-07-1245 minStartup Selling: Talking Sales with Scott SambucciGo Farther Episode #20: Relentless Forward Progress – Patience, Persistence & Perseverance at the 2024 Western States 100In this episode, Scott Sambucci explores the theme of "relentless forward progress" through the inspiring story of Patrick, a runner in the Western States 100 race. Scott delves into the key elements of patience, persistence, and perseverance, illustrating how maintaining a positive attitude, overcoming challenges, and adjusting goals can lead to success in both ultra-running and sales. He shares practical strategies such as sticking to the process and seeking help, emphasizing the importance of support and collaboration. Tune in to discover how these insights can drive continuous improvement and success in your sales endeavors. Listen & subscribe t...
2024-07-0543 minStartup Selling: Talking Sales with Scott SambucciGo Farther Episode #19: Train Harder Than Your Race – Do the WorkIn this episode, Scott Sambucci explores the importance of making hard tasks routine to achieve success, sharing insights drawn from his experiences as an ultra-runner. Scott discusses key strategies such as committing to the task, starting easy, and creating a dedicated workspace. He emphasizes avoiding overthinking and the significance of tracking progress. Scott also shares his plans to support an international runner in a grueling race and his approach to honest communication and team leadership. Tune in to discover practical tips for transforming challenging tasks into routine actions and reaching your goals. Listen & subscribe to T...
2024-06-2844 minStartup Selling: Talking Sales with Scott SambucciGo Farther Episode #18: Put Yourself FirstIn this episode, Scott delves into the importance of putting yourself first to achieve your best in every aspect of life. He explores how setting goals, like training for an ultra marathon, can sharpen your focus and elevate your daily routines. Scott shares his insights on how scheduling everything, from exercise to work commitments, ensures you stay on track and prioritize your well-being. Scott discusses the concept of "Yes, And" as a powerful tool to protect your time and maintain balance. Whether it's managing work interruptions or family requests, he reveals how this approach helps you stay...
2024-06-2136 minStartup Selling: Talking Sales with Scott SambucciGo Farther Episode #17: Keeping Consistent – Motivation vs DisciplineIn this episode, Scott and Stephen discussed the critical importance of consistency and the distinction between discipline and motivation. Discipline gets things done whether you feel like it or not, whereas motivation is merely a temporary boost. Staying consistent is challenging, especially for entrepreneurs with demanding schedules. For tasks such as regularly releasing new marketing content or making your sales calls, success comes from discipline, not motivation. While motivation is fleeting, discipline breeds consistency and lasting results. Listen & subscribe to The Startup Selling Show here: BluBrry | Deezer | Amazon | Stitcher | Sp...
2024-06-1620 minStartup Selling: Talking Sales with Scott SambucciGo Farther Episode #16: You are not alone - Why we do thisGo Farther Episode #16: You are not alone - Why we do this In this episode, we had a genuine human-to-human conversation. As entrepreneurs, we're often expected to wear a mask or a Superman cape, but what’s real is behind all that. I shared a day where I ended feeling exasperated and frustrated. If you're a parent, spouse, or partner and an entrepreneur, you’ve likely had days like this. Knowing I'm not alone reminded me that others are going through similar challenges. If you’re working hard to build a company...
2024-06-0737 minStartup Selling: Talking Sales with Scott SambucciGo Farther Episode #15: Find a CoachIn this episode, Scott Sambucci emphasizes the critical role of having a coach, sharing examples of renowned coaches and their impact on top performers. He discusses his personal experiences with coaches and underscores the value of seeking coaching for both personal and professional growth. Scott also highlights the importance of being willing to invest in coaching and outlines five strategies for finding the right coach. Scott addresses the challenge of having a peer group at the same level, which can slow progress, and stresses the need for coaches who push individuals out of their comfort zones. He...
2024-05-3142 minStartup Selling: Talking Sales with Scott SambucciGo Farther Episode #14: 9 Travel Tips from LondonIn this episode, Scott Sambucci discusses the importance of making the most of unexpected downtime, managing schedules effectively, and maintaining a healthy lifestyle while traveling to maximize productivity. He highlights the need for being prepared and efficient during travel to reduce frustrations and ensure optimal performance. Scott also emphasizes the value of scheduling breaks and naps to stay refreshed, managing time and routines while on the road, and avoiding over-scheduling meetings. He shares practical tips such as bringing instant coffee packets, packing healthy snacks, and staying hydrated to maintain energy levels and productivity during travel.
2024-05-2431 minStartup Selling: Talking Sales with Scott SambucciGo Farther Episode #12: What’s Your Box of Awesome?In this episode, Scott Sambucci sits down with Dan Waldschmidt, a best-selling author, motivational speaker, and business strategist, to explore the application of Dan's EDGY Framework to the life of an entrepreneur and startup CEO. Dan's journey from success to failure and back again, including a moment where he nearly took his own life, brings a unique perspective to the conversation. Despite facing immense challenges, Dan's resilience and determination have propelled him forward, reflected in his book "Edgy Conversations: How Ordinary People Can Achieve Outrageous Success," which has become a 9-time bestseller. With a personal goal of setting the...
2024-05-171h 05Startup Selling: Talking Sales with Scott SambucciThe Go Farther Episode #12: Automate DecisionsIn this episode, Scott discusses the benefits of automating decisions to maintain discipline and productivity in both personal and professional settings. He emphasizes the importance of time blocking and accountability in overcoming distractions and ensuring consistency in routines. By sharing examples from his own life, such as scheduling specific times for workouts or prospecting and sticking to them, Scott provides listeners with practical strategies to enhance their focus and efficiency. Scott offers five strategies for automating decisions to increase productivity and satisfaction, including automating daily stand-ups and regular meetings with the team, and preparing ahead by laying...
2024-05-1042 minStartup Selling: Talking Sales with Scott SambucciThe Go Farther Episode #11: Be Deliberately EmergentIn this episode, Scott Sambucci explores the balance between deliberate and emergent strategies in personal and professional settings. Drawing from his ultra running experiences and work life, he shares practical applications of this balance, such as his decision-making process for participating in a 200-mile race and his strategic decision to work with Monica Stewart. Scott highlights strategies for being deliberately emergent, including monthly planning sessions, learning to say no, and maintaining effective communication with team members and partners. Scott addresses customer needs by discussing the challenge of balancing planned strategies with emergent opportunities and the importance of...
2024-05-0340 minStartup Selling: Talking Sales with Scott SambucciThe Go Farther Episode #10: Find Your RoutineIn this episode, Scott emphasizes the crucial role of routines in achieving both goals and happiness. He shares personal examples and strategies to guide listeners on their journey to success. Scott highlights the importance of routine in ultra running and training, as well as establishing structured routines at work. He underscores the value of repetition and consistency in routines as drivers of personal growth and productivity. Addressing customer needs, Scott discusses the benefits of finding a routine in work and personal life, such as reducing decision fatigue, focusing on priorities, and creating predictability. He suggests structuring work...
2024-04-2630 minStartup Selling: Talking Sales with Scott SambucciThe Go Farther Episode #9: Schedule EverythingIn this episode, Scott underscores the pivotal role of clarity, control, and confidence in attaining success, offering a structured approach to goal-setting. He emphasizes the importance of visualization, effective planning, and preparation, advocating for the mapping out of timeframes and conducting standups and meeting prep. Introducing the concept of account planning meetings for key accounts, Scott provides a detailed example of preparing for an on-site meeting, highlighting the significance of thorough planning and communication with stakeholders. Addressing customer needs, he stresses the ability to capitalize on opportunities and execute plans through principles of planning, preparation, and visualization. Additionally, Scott...
2024-04-1940 minStartup Selling: Talking Sales with Scott SambucciThe Go Farther Episode #8: Plan, Prepare & VisualizeIn this episode, Scott underscores the crucial elements of clarity, control, and confidence in the pursuit of success, offering a structured approach to goal-setting. Emphasizing the significance of visualization and effective planning, he advocates for meticulous preparation through time mapping, standups, and meeting prep. Introducing the concept of account planning meetings for key accounts, Scott provides a detailed example of preparing for an on-site meeting, highlighting the importance of thorough planning and communication with stakeholders. Addressing customer needs, he stresses the ability to seize opportunities and execute plans by adhering to principles of planning, preparation, and visualization. Additionally, Scott...
2024-04-1250 minStartup Selling: Talking Sales with Scott SambucciGo Farther Episode #7: GratitudeIn this episode, Scott delves into the transformative power of gratitude, emphasizing its profound impact on both personal and professional growth. He underscores the importance of recognizing abundance and opportunities, urging listeners to shift their mindset towards problem-solving and ownership. By reframing challenges as opportunities for growth and learning, Scott introduces a powerful strategy for overcoming obstacles and achieving success. Addressing customer needs, Scott emphasizes the significance of understanding and addressing prospects' problems, highlighting the importance of creating demand for software systems by solving real-world business challenges. Moreover, he stresses the value of aligning with customers' strategic priorities and...
2024-04-0532 minStartup Selling: Talking Sales with Scott SambucciGo Farther Episode #6: ConfidenceIn this episode, Scott Sambucci delves deep into the transformative power of confidence, drawing from his rich tapestry of experiences, which include training for arduous 100-mile races and competing in Brazilian Jiu-Jitsu tournaments. Through captivating anecdotes and practical insights, Scott underscores the indispensable role of confidence in both professional and personal realms. He highlights the importance of instilling confidence in oneself and others, exemplified by a customer's approach to empowering soccer players on the field. Moreover, Scott addresses common challenges encountered by company founders, such as the tendency to seek constant validation, and advocates for the implementation of structured...
2024-03-2935 minStartup Selling: Talking Sales with Scott SambucciGo Farther Episode #5: Resilience: Be ResilientIn this episode, Scott emphasizes the universal importance of resilience, offering three essential steps: commitment, control, and challenge. He shares a personal story of resilience during a demanding training run, illustrating the power of perseverance in overcoming obstacles. Customer needs revolve around persisting with business efforts, including prospecting and maintaining focus amid distractions. Budget considerations stress the ongoing necessity of consistent prospecting efforts in business operations. Scott introduces strategies for building resilience, such as leveraging past experiences and setting aside dedicated time for prospecting. Overall, the episode provides actionable insights for cultivating resilience in both personal and professional spheres...
2024-03-2248 minStartup Selling: Talking Sales with Scott SambucciGo Farther Episode #4: Obstacles: No matter what happens, run your perfect raceIn Episode 4 of the Go Farther series, Scott delves into the intricacies of overcoming obstacles, drawing inspiration from the hero's journey archetype. He underscores the importance of maintaining flexibility and relentless progress in the face of challenges, urging listeners to view obstacles as integral parts of their own narratives. Throughout the episode, Scott emphasizes the significance of problem-solving, meticulous planning, and the willingness to seek assistance when encountering hurdles. He outlines a practical four-step process for adapting to obstacles, empowering listeners to confront challenges head-on with confidence and determination. Key customer needs discussed include the potential loss...
2024-03-1546 minStartup Selling: Talking Sales with Scott SambucciGo Farther Episode #3: Focus on Now, now. Worry about Later, later.In this episode of the Go Farther podcast, Scott shares valuable insights into the art of staying focused on the present moment while effectively managing future concerns. He dives into practical planning strategies, emphasizing the importance of prioritization and time management for achieving productivity. Throughout the episode, Scott addresses common customer needs and concerns, such as hiring decisions and budget considerations, offering practical advice applicable to various industries and scenarios. Stakeholder discussions revolve around organizational strategies and pipeline management, providing actionable insights for listeners. Listen & subscribe to The Startup Selling Show he...
2024-03-0830 minStartup Selling: Talking Sales with Scott SambucciGo Farther Episode #2: Go – One Crazy IdeaJoin Scott as he recounts his transformative experience with the Uberman triathlon, sparking the inception of GoFarther. In this episode, he highlights the importance of tackling difficult challenges and forging personal frontiers. With fervor, Scott encourages listeners to pursue bold ideas, emphasizing the invaluable lessons learned through adventurous endeavors. Tune in for inspiration to embrace discomfort, push boundaries, and embark on your own extraordinary journey of growth and discovery. Listen & subscribe to The Startup Selling Show here: BluBrry | Deezer | Amazon | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia
2024-03-0127 minStartup Selling: Talking Sales with Scott Sambucci#1: We’re back! Introducing the “Go Farther™” SeriesIn this podcast episode Scott explores the dynamic interplay between personal growth, entrepreneurship, and breaking through limitations. After a period of introspection in 2023, Scott reemerged with a fresh perspective, attracting consulting clients and revamping the podcast format. Now, in 2024, join us for the "Go Farther" series, where we spotlight individuals who have defied conventional wisdom, embraced challenges, and achieved extraordinary success while balancing personal and entrepreneurial responsibilities. Get ready to push your boundaries and redefine what's possible in life and business with practical insights and inspiring stories. Tune in and let's go farther together.
2024-02-2335 min
CEO Sales StrategiesBusiness Growth: A Blueprint For Repeatable And Scaling Processes In Business With Scott Sambucci [Episode 109]Almost every business owner, especially startups, wants their business to grow and scale. But many companies make the mistake of trying to scale on talent alone, only to get stuck when they reach a certain point. In this episode, Doug C. Brown interviews Scott Sambucci, the owner of SalesQualia, to talk about the importance of building a predictable, measurable process into your scaling efforts. His company is dedicated to helping businesses build repeatable and scalable processes, so Scott is an expert in this area. He shares his insights on the difference between growth and scalability, the right way to scale...
2023-11-0145 minStartup Selling: Talking Sales with Scott SambucciEp. 161: The False Positives of Product-Market Fit & Other Early Stage Startup Lessons: A Conversation with Christopher "Toph" Day, CEO of Elevate VenturesScott and Christopher engage in conversations covering various subjects, including founder-led sales and common fundraising errors. Additionally, they delve into the details of the Rally Innovation Summit, highlighting its emphasis on fostering collaboration across different sectors. Christopher stresses the significance of participating in events like Rally, as they provide valuable opportunities to achieve breakthroughs and adapt when needed. About our guest: Toph Day, CEO of Elevate Ventures is an active investor in the #1 most active seed & early stage Venture Capital Firm in the Great Lakes Region and #24 in the US. He is a b...
2023-07-3138 minStartup Selling: Talking Sales with Scott SambucciEp. 160: Referrals as a Process not an Event, plus ChatGPT Tips for Sales – A Conversation with Ryan StaleyIn this episode, Scott and Ryan discuss the importance of referrals in building an effective sales strategy, including the key components of a referral process and the importance of consistency. They also discuss using AI for sales, with Ryan sharing tips and tactics for implementation. Scott promotes his coaching program, Startup Selling, and encourages listeners to email him for a free consultation. About our Guest: Ryan Stanley is the Founder and CEO of Whale Boss where he helps Technology Founders grow from $1M-$30M through the principles he used to achieve the same results personally. R...
2023-06-2949 min
CEO Sales StrategiesBusiness Growth: A Blueprint For Repeatable And Scaling Processes In Business With Scott Sambucci [Episode 109]Almost every business owner, especially startups, wants their business to grow and scale. But many companies make the mistake of trying to scale on talent alone, only to get stuck when they reach a certain point. In this episode, Doug C. Brown interviews Scott Sambucci, the owner of SalesQualia, to talk about the importance of building a predictable, measurable process into your scaling efforts. His company is dedicated to helping businesses build repeatable and scalable processes, so Scott is an expert in this area. He shares his insights on the difference between growth and scalability, the right way to...
2023-06-2045 minStartup Selling: Talking Sales with Scott SambucciEp.159: Why You Don’t Need a VP of Sales. Yet. A Conversation with Amy Volas.Amy is an enterprise sales fanatic and startup junkie with over 20 years and $100M+ worth of deals closed. She's experienced how startups too often short-circuit their potential (and their salespeople’s) by missing the mark on one very important thing: recruiting. This is where Amy and ATP come in! Amy is well known on LinkedIn and on the sales speaker circuit, hosting and Co-Founding the very popular Thursday Night Sales, the #1 weekly Virtual Sales Happy Hour. Prior to Avenue Talent Partners , Amy was the Director of National Accounts at ZipRecruiter, Enterprise Sales Director at Glid, and the Se...
2023-06-0955 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: First Principles for Startup Founders – Relentless Forward Progres [Part 9]In this episode, Scott focuses on the principle: “Relentless Forward Progress.”
2023-05-2633 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: First Principles for Startup Founders – Extreme Ownership [Part 8]In this episode, Scott focuses on the principle: “Extreme Ownership.”
2023-05-2018 minStartup Selling: Talking Sales with Scott SambucciEp. 158: Inbound-Led Outbound with Eric Quanstrom, Chief Marketing Officer at CIENCEMeet Eric Quanstrom, the Chief Marketing Officer at CIENCE, where he leads all marketing efforts from creating brand awareness to cultivating passionate fans. With a wealth of experience in marketing, digital media, technology, and strategy, Eric brings a unique perspective to his role. Prior to joining CIENCE, Eric held various executive positions, including CMO at Pipeliner CRM, Nimble, and Sorenson Media. He also served as VP of Marketing at SightSpeed (acquired by Logitech, 2008), Director of Business DocuComp (acquired by DocsCorp), and West Coast head of the Fox Online Properties at News Corporation. Eric holds an...
2023-05-1751 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: First Principles for Startup Founders – Hire slowly, fire quickly [Part 7]In this episode, Scott focuses on the principle: “Hire slowly, fire quickly.”
2023-05-1634 minStartup Selling: Talking Sales with Scott SambucciEp. 157: Product-Led Growth vs Sales-Led Growth: Your User's Success is your Success – A Conversation with Wes BushWes Bush is a challenger. He’s challenged himself by running marathons, skydiving, and building a remote business. He’s challenged an entire industry to find a better way to approach SaaS growth. Wes is allergic to the status quo. As founder and president of the ProductLed, Wes spends his days teaching SaaS businesses how to flip the traditional sales playbook on its head and build products that sell themselves. Wes holds a Bachelor’s Degree in Global Business and Digital Arts from the University of Waterloo. A respected business consultant, Wes understands that flashy market...
2023-05-1048 minStartup Selling: Talking Sales with Scott SambucciEp. 156: Selling to Personalities, NOT Personas with Collin Mitchell, Chief Evangelist at Humantic AICollin Mitchell - 4x founder and the Chief Evangelist at Humantic AI Meet Collin Mitchell, a 4x founder passionate about Sales, Entrepreneurship, and Podcasting. Collin is the Chief Evangelist at Humantic AI where they are helping sellers personalize the entire sales process to build more rapport and close more deals. Collin is also the host of Sales Transformation. He started with nothing but managed to grow his first business from 0 to 5M ARR in 26 months! Some of the topics that we covered are: How to move...
2023-05-0545 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: First Principles for Startup Founders – Narrow your niche [Part 6]This is Part 6 of our series – First Principles for Startup Founders In this episode, Scott shares why EVERY startup must find a niche within their TAM as a starting point for sales, growth, and achieving Product-Market Fit down the road. The reason this is such a critical part of your sales processes is because it is IMPOSSIBLE to sell to every customer type in your total addressable market. Yes, you want to make a big impact, and you want to affect an entire industry. But for now there...
2023-04-1820 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: First Principles for Startup Founders – Product-Problem fit before Product-Market Fit [Part 5]This is Part 5 of our series – First Principles for Startup Founders In this episode, Scott shares why startup founders MUST establish Product-Problem Fit BEFORE they establish a Product-Market Fit product. Most founders I talk with started their company because they saw a big problem in the market or a big gap with the existing solutions. The very first thing we need to do when we’re going out and selling is to make sure that our product solves a problem for our future customers AND to establish what sor...
2023-04-1418 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: First Principles for Startup Founders – Implementing = Learning [Part 4]This is Part 4 of our series – First Principles for Startup Founders In this episode, Scott talks about why ACTION is essential to learning when it comes to your startup’s sales and GTM process. Ideas are great, implementation is better. Because that’s the ONLY way you know if your idea is any good, collect metrics and know how to improve. To understand what is our target market? Who are we selling to? What is the messaging? Why are they buying? What’s the value we create? How do they buy...
2023-04-1226 minStartup Selling: Talking Sales with Scott SambucciEp. 155: Building Your Startup’s Minimal Viable Business Motion & Saying No to Disney – A Conversation with Bocar Dia, Managing Director at Forum VenturesBocar is a thought leader within the GTM landscape, being a Sales Coach at the Harvard Business School, revenue.fyi, and scalingto100.com. He was an early employee at Hootsuite, starting as a sales rep, pre-revenue, leading multiple GTM teams throughout its growth to $150M+ ARR, 1500+ employees and ~$300M in funding. Since then, his roles have been to consistently build out new revenue growth engines from the ground up. As Managing Director at Forum Ventures, Bocar supports early-stage founders in establishing their target customers, gaining rapid traction, and establishing sales motion in the early days of a...
2023-04-0646 minStartup Selling: Talking Sales with Scott SambucciEp. 154 You Don't Have a Closing Problem – A Conversation with Jeff BajorekJeff Bajorek works with B2B sales teams to maximize performance by reframing their approach, their selling skills, and their mindset around their purpose. He helps them rethink the way they sell by reminding them of what needs to be done, showing them how to do it, and then making them believe they can. When he’s not at work, you can find him on a golf course, or cooking something delicious for his family. Some of the topics that we covered are: Psychology of Selling Inhibitors of wh...
2023-03-2956 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: First Principles for Startup Founders – No One Cares About Your Product [Part 3]This is Part 3 our series – First Principles for Startup Founders In this episode, Scott focuses on the principle: “No one cares about your product.” In this episode, Scott talks about a very basic principle that might be one of the most obvious once you hear it, but is often most difficult for many startups to implement. Your prospects only care about the problem that they're dealing with every day, or the priority that they need to achieve. Then, and only then do they care about...
2023-03-1314 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: First Principles for Startup Founders – Sales is an Everyday Activity [Part 2]Daily Dose: First Principles for Startup Founders – Sales is an Everyday Activity [Part 2] This is Part 2 our series – First Principles for Startup Founders In this episode, Scott focuses on the principle: “Sales is an everyday activity.” Booking booth space at a few industry conferences… Outsourcing your lead gen work to an SDR firm to batch and blast your market… Paying a marketing firm thousands of dollars every month to create DemandGen… They can be good short-term forcing functions to drive leads and gen...
2023-03-1020 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: Introduction to First Principles for Startup Founders & Their Sales Work, Plus a Live Event Announcement [Part 1]When things get tough, go back to First Principles. That’s what these next few podcast episodes are all about. In this episode, Scott focuses on the principle: “Focus on Now now; worry about Later later.” I’m seeing a lot of trepidation in the market right now, especially for startup founders, and founders are nervous for lots of reasons. First, founders are seeing and feeling the crunch when it comes to the financing and funding part of the world. VCs and investors are pulling...
2023-03-0831 minStartup Selling: Talking Sales with Scott SambucciEp. 153: Avoiding the South Park Model for Enterprise Account Management – A Conversation with Monica StewartOver the last 10 years, Monica has built sales teams for Panjiva (acquired by S&P Global), Trello (acquired by Atlassian), and RedIQ (acquired by Berkadia/Berkshire Hathaway). Then, in 2018, She decided to change everything. She wanted to help founders and sales teams reach their goals in the fastest way possible. She wanted to get out of the day-to-day grind and get to the heart of what was going to drive meaningful results. Now, She has helped over 100 companies unlock their next level of growth, delivering well over $20M in revenue and $100M...
2023-01-3158 minStartup Selling: Talking Sales with Scott SambucciEp. 152: Running the Enterprise Deal UltramarathonGetting an enterprise deal across the finish line can feel like you've just crossed the 25 mile mark... and you've still got 25 more to go 😩 How do you sustain momentum in long deal cycles? What's required to get that deal to the finish line? Scott Sambucci shares lessons learned from being an ultramarathon athlete AND an enterprise seller. The two have more in common than you might think 😉 Some of the topics that we covered are: Sustaining momentum with large buying committees Keeping deals moving even when...
2023-01-241h 01
The Business Builder Way8. Scale Your Business and Make An Impact ft. Scott SambucciIn today's episode, Scott Sambucci, Founder, Ceo, and Sales Coach at SalesQualia joins us to give actionable frameworks and advice that we can use in our businesses right now so that we can grow! Scott and his team work specifically with business owners on the sales side of their business. We help them build repeatable processes so that they can grow and scale and make an impact in their industry for their market. We also talk about Scott's experience as an Ultra Triathlon (you won't want to miss that part!). Scott's skillset helped startups in Silicon Valley t...
2022-12-1347 minStartup Selling: Talking Sales with Scott SambucciEp. 151: Why Outbound is a Moral Responsibility for Startups – A Conversation with Seamless.ai Founder, Brandon BornancinIn this episode of the Startup Selling Podcast, I interviewed Brandon Bornancin. Brandon Bornancin is the #1 best-selling author of 3 books, a serial salesperson (sold over $100M in sales), an eight-figure entrepreneur (2x), an inventor of Seamless.AI, and a motivational speaker who is obsessed with helping you maximize your success. Over the past 10 years, Brandon has built a following of salespeople & entrepreneurs in the millions, he’s sold hundreds of thousands of his books, popularized the concept of "Sales Lists", and founded the software company Seamless.AI that helps over 150,000 salespeople maximize their sales…. all in j...
2022-11-2958 minStartup Selling: Talking Sales with Scott SambucciEp. 150: Top 3 Problems, Dolphin-Swimming & Avoiding Managers as Sales Team Hires – Building Your Sales Process with Scribe Founder, Jennifer SmithIn this episode of the Startup Selling Podcast, I interviewed Jenifer Smith. If Jennifer Smith is right, the way anyone shares how-to knowledge is about to change forever. A former VC and McKinsey consultant turned accidental CEO, she interviewed more than 1,200 business leaders on a quest to understand everything there is to know about processes, best practices, and productivity. Now with her startup Scribe, she’s empowering people to own their processes by building the world’s first operating system for know-how. Some of the topics that we covered are: The Sa...
2022-11-2252 min
B2B Power Hour145. Running the Enterprise Deal Ultramarathon w/ Scott SambucciGetting an enterprise deal across the finish line can feel like you've just crossed the 25 mile mark... and you've still got 25 more to go 😩
How do you sustain momentum in long deal cycles? What's required to get that deal to the finish line?
Scott Sambucci is joining the show to share lessons learned from being an ultramarathon athlete AND an enterprise seller. The two have more in common than you might think 😉
Join us for this B2B Power Hour Workshop on:
✅ Sustaining momentum with large buying committees
✅ Keeping deals moving even when all you hear is silence
✅ Mindset and preparing yo...
2022-11-2158 minStartup Selling: Talking Sales with Scott SambucciEp. 149: LinkedIn Prospecting: The Rule of 3 & Finding Lurkers – A Conversation with Alignd Founders Morgan Smith & Nicholas ThickettIn this episode of the Startup Selling Podcast, I interviewed Morgan Smith & Nicholas Thickettl. Morgan Smith and Nicholas Thickett are Managing Partners at Alignd, a go-to-market and sales advisory firm, where they help B2B SaaS achieve pipeline momentum with better sales workflows and social prospecting. Morgan is a marketer by trade, originally a web designer that became a brand strategist. Nick is a long-time seller who made his name in investment banking and turnarounds. Together, they host the B2B Power Hour, a podcast & live show helping SDRs and AEs learn modern...
2022-10-0743 minStartup Selling: Talking Sales with Scott SambucciEp. 148: Develop Your LinkedIn Real Estate & Hiring Sales Talent in the Caribbean – A Conversation with Jarrod Best-MitchellIn this episode of the Startup Selling Podcast, I interviewed Jarrod Best-Mitchell. Jarrod is recognized for three things. - His passion for Sales and sharing that knowledge with his community. - His expert understanding of the B2B platform LinkedIn - His undying love for the color yellow. Jarrod is recognized as of one the top content creators and social sellers on LinkedIn in the Caribbean. With over 700K organic views on his content for 2022, Jarrod has used the world’s largest B2B platform to help entrepreneurs and co...
2022-08-1657 minStartup Selling: Talking Sales with Scott SambucciEp. 147: Avoid the Red-Lining Spiral of Doom & Pulling Eggshells Out of Your Sales Enablement Brownies – A Conversation with Revenue Real's Amy HrehovcikIn this episode of the Startup Selling Podcast, I interviewed Amy Hrehovcik. Amy Hrehovcik is a revenue human for life and card-carrying member of #TeamHuman. After selling enterprise tech for a decade, Amy pivoted to Sales Enablement where she built out two sales enablement departments. These days, Amy helps sales leaders launch their first internal sales enablement podcast. Who says learning to sell can’t be mad fun?! She’s also the host of her own hit show Revenue Real Hotline. When not working, Amy can be found chillin at the beach...
2022-07-2657 minStartup Selling: Talking Sales with Scott SambucciEp. 146: TikTok for B2B, Women in Sales & Hard Work vs Hustle: A Conversation with Leslie VenetzIn this episode of the Startup Selling Podcast, I interviewed Leslie Venetz. After 15 years as a top-performing B2B sales professional and people leader, Leslie is an expert in building elite sales organizations. As the founder of Sales Team Builder, Leslie uses her expertise to partner with organizations that want to build inclusive, buyer-centric sales teams. Leslie is committed to making sales a respected profession and applies her experience as a 3x Head of Sales to help sales professionals achieve their personal best. Leslie also shares content daily on LinkedIn and Ti...
2022-07-1258 minStartup Selling: Talking Sales with Scott SambucciEp. 145: When NOT to Hire a Marketing Agency for Your Startup & What to Do Instead: A Conversation with SmartBug Media's CEO, Jen SpencerIn this episode of the Startup Selling Podcast, I interviewed Jen Spencer. Jen Spencer is the CEO of SmartBug Media®, a leading Intelligent Inbound® marketing agency that assists both B2B and B2C e-commerce businesses in growing revenue by generating leads, scaling revenue operations, and building market awareness through digital content, design, and web development. Jen is an influential thought leader in the sales, marketing, and revenue operations space, regularly speaking at B2B conferences as well as serving as a mentor for revenue leaders through Pavilion's Rising Executives Program. She also sta...
2022-06-2849 minStartup Selling: Talking Sales with Scott SambucciEp. 144: Sales Labor Market Supply, Demand & What's Ahead: A Conversation with Todd CaponiIn this episode of the Startup Selling Podcast, I interviewed Todd Caponi. Todd Caponi 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 topics that we covered are: State of the Sales Economy Inflation of Hires and Roles Labour Demand Labour Supply
2022-06-0750 minStartup Selling: Talking Sales with Scott SambucciEp. 143: Selling Without Selling Out: A Conversation with Andy PaulIn this episode of the Startup Selling Podcast, I interviewed Andy Paul . Andy's hit "Accelerate Your Sales" podcast was acquired by Revenue.io in 2020. Since re-named "Sales Enablement with Andy Paul", the show continues to inspire thousands of sales professionals each week. Andy has also written two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales". He is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. And he has consulted with some of the biggest businesses in the world including Square, Philips...
2022-05-2453 minStartup Selling: Talking Sales with Scott SambucciEp. 142: Giant Orange Pylons & Rethinking The Way You Sell – A Conversation with Jeff BajorekIn this episode of the Startup Selling Podcast, I interviewed Jeff Bajorek. Jeff Bajorek works with B2B sales teams to maximize performance by reframing their approach, their selling skills, and their mindset around their purpose. He helps them rethink the way they sell by reminding them of what needs to be done, showing them how to do it, and then making them believe they can. When he’s not at work, you can find him on a golf course, or cooking something delicious for his family. Some of the...
2022-05-1757 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: The 3 Key Parts of Every Product DemoThe 3 Key Parts of Every Product Demo (and none of them are you product...) Been working on product demos with a few clients the past few weeks and wanted to share a critical mindset shift to make when it comes to product demos… In this video, I'm showing you a simple model that I teach to our clients all the time that will help you avoid prospects ghosting you after your demos. Even better, you can grab a copy of the SalesQualia Product Demo Prep Pack: Visit https...
2022-05-0609 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: Feeling a Little Uneasy & Uncertain? It's not just you...I scrapped the snazzy sales framework I had ready to go because... I’ve got something else that’s more important – it's about what's going on out there. Unease. Uncertainty. Anxiety. Seems everyone’s feeling it. Maybe not everyone. Maybe everything is honky-dory & hockey stick in your world – I hope that’s the case. I want that for every company founder. But if it’s not all puppy dogs and rainbows, know that it’s not just you. I’ve been talking to our...
2022-04-2948 minStartup Selling: Talking Sales with Scott SambucciEp. 141: Closing Knowing–Doing Gap – A Conversation with Dan MartellIn this episode of the Startup Selling Podcast, I interviewed Dan Martell. “You can only keep what you give away.” That’s the mantra that’s shaped Dan Martell from a struggling 20-something business owner in the Canadian Maritimes to a successful startup founder who’s successfully raised more than $2 million in venture funding and exited not one... not two... but three tech businesses: Clarity.fm, Spheric and Flowtown. Serial entrepreneur, speaker & investor Dan is a perfect example of someone who has overcome all odds to achieve massive success. Dan now dedicates hi...
2022-04-1354 minStartup Selling: Talking Sales with Scott SambucciEp. 140: The Reality of Hiring, Training and Retaining SDRs – An Interview with 6Sense's Ernest OwusuIn this episode of the Startup Selling Podcast, I interviewed Ernest Owusu. As the Sr. Director of Sales Development at 6sense, Ernest Owusu 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 to...
2022-03-2149 minStartup Selling: Talking Sales with Scott SambucciEp. 139: Focus on the Emails That Matter Most – A Conversation with Gated CEO, Andy MowatIn this episode of the Startup Selling Podcast, I interviewed Andy Mowat. Prior to founding Gated, Andy has run marketing and operations at Upwork, Box, and Culture Amp. His vision and expertise set the tone for the entire Gated team - as we build a solution and a movement to fix email, for everyone. You get too much irrelevant email. Gated is a free, intelligent email solution that reduces unwanted email and benefits charity - by challenging unknown senders to donate to reach your inbox. Gated works with your existing email se...
2022-03-0843 minStartup Selling: Talking Sales with Scott SambucciEp. 138: The Platinum Rule, Rewarding Your Prospects & Using Video to Communicate – An Interview with BombBomb's Chief Evangelist, Ethan BeuteIn this episode of the Startup Selling Podcast, I interviewed Ethan Beute. Chief Evangelist at BombBomb, Wall Street Journal bestselling co-author of Human-Centered Communication and of Rehumanize Your Business, and host of The Customer Experience Podcast, Ethan Beute has spent the past decade helping business professionals be more personal and human through simple video messages. He’s sent more than 12,000 videos himself. He also 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 Mi...
2022-03-0455 minStartup Selling: Talking Sales with Scott SambucciEp. 137: "Does That Make Sense?" Doesn't – A Conversation with Amy VolasIn this episode of the Startup Selling Podcast, I interviewed Amy Volas. With more than $100MM in revenue sold and named one of Sales Hacker's Most Dynamic Women In Sales, Amy Volas is a sales fanatic turned entrepreneur. She was bitten by the startup bug many moons ago and couldn't imagine spending her time anywhere else. She created Avenue Talent Partners to help with the tremendous task of growing startups through some of their most valuable assets - sales leaders and enterprise salespeople. Some of the...
2022-02-2245 minStartup Selling: Talking Sales with Scott SambucciEp. 136: Paint Stores, Credit Unions & Dream Customers: How to Pick Your SaaS’s Niche with Aaron KrallIn this episode of the Startup Selling Podcast, I interviewed Aaron Krall. Aaron runs SaaS Growth Hacks, the largest SaaS community in the world with over 24,000 members. He helps B2B SaaS companies increase their leads and demo conversions using his SaaS Growth Playbook model. He has personally worked with 100’s SaaS companies across dozens of industries and has helped 1000’s more attract their dream customers and convert them to rabid fans. He has increased leads, demo conversions, and ARR for clients like IBM, Reply.io, Freshworks, Brand24, and more. ...
2022-02-1547 min
808 Podcast#231 Scott Sambucci - SalesQualiaScott Sambucci the CEO of SalesQualia shares how to analyze every sales opportunity in your pipeline so that you can figure out why a deal is stalling, and identify exactly what action to take next to get it moving again.
Get more info at https://SalesQualia.com/
2022-02-0908 minStartup Selling: Talking Sales with Scott SambucciEp. 135: Lollipops, Heinekens & Hot Tubs – Using Stories & Media to Tell Your Startup’s Story, An Interview with Jess TodtfeldIn this episode of the Startup Selling Podcast, I interviewed Jess Todtfeld. Jess shows executives and c-suite leaders how to BE Magnetic — how to quickly gain the confidence and skills to master speeches, presentations, and media interviews. Jess, CSP, is one of the leading communication and media training authorities in the U.S. With more than 17 years as a communication trainer and consultant. Todtfeld helps CEOs, business executives, spokespersons, public relations representatives, experts, and authors to become more confident, more in control, and to create more results from their speaking engagements and...
2022-02-0853 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: Remember who you're talking to...Did a keynote talk at a client's Sales Kickoff this week. They asked me – "How do you keep people engaged in a sales call, or in the sales process in general?" The first answer that came to mind was to remember that your prospects are people. They have stuff happening all around them everyday, just like you. Personal stuff. Family stuff. Health stuff. COVID. Kid stuff. Spouse stuff. Sure, the past two years have been stranger than normal, but that's the normal we're in now. Strang...
2022-02-0109 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: What Most CRMs Reflect as "Stages" in A Company's Sales Process Are Really Just Reasons For Sales Opportunities To Stall Out…What most CRMs reflect as "Stages" in a company's sales process, are really just reasons for sales opportunities to stall out… Qualification is not a stage. Demo is not a stage. Proposal is not a stage. Contract is not a stage. These are all just opportunities for sales opportunities to slow down, grind to a halt and end up in "long-term follow-up." Why? Because the right way to treat qualifications, demos, and proposals for these sales activities is treating them as catalysts to the ne...
2022-01-1922 minStartup Selling: Talking Sales with Scott SambucciEp. 134: Simple Actions to Increase Your Sales Pull-Through: An Interview with Selling Boldly Author, Alex GoldfaynIn this episode of the Startup Selling Podcast, I interviewed Selling Boldly Author, Alex Goldfayn. Alex is a global sales consultant, speaker, and author of a Wall Street Journal best-seller called Selling Boldly. The Revenue Growth Consultancy creates an average annual revenue growth of 10-20% for its clients. About once a week, he delivers keynote speeches, sales kickoffs, breakout sessions, and workshops for various associations and companies around the country. The topic is sales growth, but Alex also dives deeply into confidence (instead of meekness), proactivity (instead of r...
2022-01-0448 minStartup Selling: Talking Sales with Scott SambucciEp. 133: From Users to Customers in 3 months & Startup to the Inc 5000 in 3 years: An Interview with Cirrus Insight Co-Founder Brandon BruceIn this episode of the Startup Selling Podcast, I interviewed Cirrus Insight Co-Founder Brandon Bruce. Brandon is the Co-Founder and Chief Operating Officer at Cirrus Insight. Since founding the company in 2011, Cirrus Insight has been listed in the Inc 5000 ranking for three years in a row — A list of the nation’s fastest-growing private companies. Cirrus Insight is an all-in-one sales productivity platform with world-class Salesforce integration. 250,000 people use Cirrus Insight and its sister products Attach.io and Assistant.to to work faster and smarter from the inbox and calendar. It allows...
2021-12-211h 12Startup Selling: Talking Sales with Scott SambucciEp.132: What is Customer Success and Why is it Important?: An interview with John RobertsIn this episode of the Startup Selling Podcast, I interviewed John Roberts. John founded Successly in 2016, a company dedicated to helping Customer Success teams make a big impact. John recently moved to Silicon Valley after a successful run guiding his previous startup – Buzz.Report – in North Carolina. 3 Key Takeaways from this podcast: Customer Success is a Business Model. If you have to choose between Customer Success or Sales, choose Customer Success first. Customer Success should be at the head of the table for every company. Cus...
2021-12-1440 minStartup Selling: Talking Sales with Scott SambucciEp. 131: The Cardinal Rules of Cold Emailing: An Interview with Damian ThompsonIn this episode of the Startup Selling Podcast, I interviewed Damian Thompson. Damian is the co-founder and Chief Customer Officer at LeadFuze, a company that provides automated lead generation software that helps B2B companies find leads and have more sales conversations automatically. Damian has led sales teams in a dozen countries, coaching 200+ professionals to more than $100 million in sales. Damian walked us through his "Cardinal Rules of Cold Emailing.” Here are a few we discussed: 1 - Passive-Aggressive SUCKS (my words…): Sending a...
2021-12-081h 10Startup Selling: Talking Sales with Scott SambucciEp.130: Predictable Prospecting: Target, Engage & Optimize Your Sales Funnel, and Why Introverts are the Best Salespeople: An Interview with Marylou TylerIn this episode of the Startup Selling Podcast, I interviewed Marylou Tyler. Marylou is the author of Predictable Revenue and Predictable Prospecting. She has worked with a number of co-authors and produced a book that will certainly help any startup company out there. Being one of the best sales enablement strategists, she is an expert when it comes to maximizing your resources and is always willing to share her knowledge to anyone who needs help. This podcast focuses both on the incredible things that a startup business owner can do to im...
2021-11-301h 06Startup Selling: Talking Sales with Scott SambucciEp. 129: Converting Free Trials, Soft Contracts & Why Sales Prospects Love Video: An Interview with Showpad’s Louis JonckheereIn this episode of the Startup Selling Podcast, I interviewed Louis Jonckheere. Louis is Co-founder and Co-CEO of Showpad. Showpad activates millions of pieces of content for over 850 companies around the world, including Johnson & Johnson, Fujifilm, Audi, Intel, and Kimberly-Clark. Some of the key topics and questions that we covered in this podcast are: What types of content works best to drive sales prospect engagement? How Showpad uses a 14-day free trial and “Soft Contracts” The importance of video for your sales and communication Company culture and hiring practic...
2021-11-2450 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: Make time for your SelfDays get crazy running your startup – sales, customers, fundraising, hiring, firing, product, managing... At home, we’ve got kids home from school because of quarantines, Veteran’s Day, Thanksgiving. Far away, we’ve got loved ones we haven’t seen in two years. Every day is a reason to be a little anxious. To be a little worried. To go a little nuts. So always, every day, make time for your Self. A midday walk. A three-mile jog. A 15-minute meditat...
2021-11-1502 minStartup Selling: Talking Sales with Scott SambucciEp. 128 Working on Your Genius by Outsourcing Company Tasks & Hiring Virtual Assistants An interview with Mia PaulusMia Paulus is the Founder & CEO of The Admin Center. I’ve worked with Mia over the years and The Admin Center is a critical part of my company’s success and ability to scale. Mia and her teams work with their companies large and small by providing virtual receptionist, bookkeeping, customer support, marketing, social media and almost any else you can think of… This podcast is just a little bit different… While it’s the typical interview style, this interview was part of my Tuesday Training Series offered exclusively to my Startup Selling Coaching Program clients. Let me explain… Each month, I choos...
2021-11-111h 12Startup Selling: Talking Sales with Scott SambucciDaily Dose: How To Keep Control In Your Sales CallsDavid Sandler famously said: “If you don’t have a process for selling you’re at the mercy of your buyer’s process for buying.” One of the biggest challenges startups selling to the enterprise have is keeping control and momentum through the sales process. As a startup, when we're selling our new product, knowing our sales process is crucial to landing your next customer. Why? Because your prospects don’t know how to buy our thing. They’ve never b...
2021-11-0117 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: "Motivation is for suckers."Last month, a friend asked if I was up for a half-marathon in November. I've been taking some down time from heavy training this Fall, but the race is a trail run in the Marin Headlands. Hard to resist a perfect way to stay fit, have some fun, and hang out with a buddy. I was in. As a way to gear up, we agreed we'd each do 100 air squats and 50 burpees every day for 30 days. The numbers aren't huge -- they're a push to stay focused and stay disciplined in ou...
2021-10-2503 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: “Do. Or do not. There is no try.”One of the biggest challenges startup founders face is dealing with the daily distractions and all the options available for the business – Lead gen strategies, pricing models, hiring decisions, product features. It’s nearly an endless list. Often there’s a tendency to keep trying new things – Try running a booth at a conference… Try a little bit of outbound… Try recruiting a Sales VP… Try hiring a marketing agency… Try selling into a new vertical… Trying seems like the quick, fast and cheap approach, but it’s more expensive...
2021-10-1805 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: Sales, Systems & Self: The Q4 Push & BeyondIf you’re a company founder like me, you know it’s time for the big push in Q4 to hit those EOY targets and set ourselves up for an even bigger 2022 and beyond. When we’re out there pushing on our SALES – finding new customers, growing revenue, and jumping to the next level this year – we tell ourselves that we’ll hustle and grind, to do whatever it takes to hit our target. The hustle and hard work are a given – they’re are table stakes for being in the game… But, whether we’re...
2021-10-1212 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: Shifting to Priority-Based SellingOne of the biggest sales mistakes most startups, especially ones selling enterprise solutions and targeting Above-the-Line executives make, is that they don't focus on their prospect's PRIORITIES. Instead, most startups make their outreach and pitches all about their PRODUCT – “Hi NAME – I'm contacting you because I would like to give you further information about our product called _____…” or "Hi NAME – Our company has a blah-blah platform that does feature this and feature this... Would you like to see a demo?" Ugh. Delete....
2021-10-0730 min
The Tony Shap Method: Achieving Business Growth and MasteryEpisode 113 Scott SambucciScott Sambucci
Founder | CEO | Sales Coach
SalesQualia
2021-08-0520 min
The Revenue EngineHow to Start Building Your Revenue Engine with Scott Sambucci, Founder and CEO of SalesQualiaThis episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30When you are an early stage founder, where - and how - do you start building your revenue engine?In this episode of The Revenue Engine podcast, Rosalyn discusses this and more with Scott Sambucci, the CEO and Founder of SalesQualia. SalesQualia focuses on helping enterprise technology startups ramp up - and scale up - their sales teams and increase revenue through founder coaching programs and sales coaching. And who is more qualified than S...
2021-07-2442 minStartup Selling: Talking Sales with Scott SambucciDaily Dose: “Demo” Should NEVER Be A Stage In Your Sales Process“Demo” should NEVER be a stage in your sales process. In fact, your entire sales process should minimize your product as much as possible. Yes, really. That’s why Demo Design is one of the 9 Sales Accelerators. If you're running your demos the wrong way, I bet every one ends with three things –– 1/ Lots of applause 2/ A request for a proposal 3/ Three months of “Chase the Prospect” Am I right? But, if yo...
2021-06-0720 min
Outside Sales TalkStop Hustling & Start Scaling your Sales Success - Outside Sales Talk with Scott Sambucci
Scott Sambucci is the founder of SalesQualia, a company focused on improving sales performance. He’s also the host of the Startup Selling Podcast, and the author of the book Stop Hustling, Start Scaling: Ramp Up Your B2B Startup’s Repeatable Revenue with The Q Framework. In the last 20 years, Scott has built sales teams, sales processes, and products for three successful start-ups. In this episode, Scott shares his secrets to scale sales success.
Here are some of the topics covered in this episode:
Understanding you prospects’ problems
Leveraging happy customers to impr...
2021-03-241h 01
TurnKey Podcast053 Scott Sambucci: Finding Success in PodcastingScott Sambucci is a startup coach, speaker, podcaster, and international best-selling author. He spent 25 years building sales processes and creating technology products as an executive at two publicly-traded companies. As Chief Sales Geek at SalesQualia, Sambucci works with SaaS startups and tech companies all over the globe across several industries. He is the author of three books, 52 Sales Questions Answered; Startup Selling: How to Sell if you Really, Really Have to and Don’t Know How and his current release Stop Hustling, Start Scaling. Doug, JJ, and Scott...
2021-01-1350 min
SaaS Boss9 SaaS Sales Accelerators That Will Transform Your Company, with Scott SambucciThis is a recording of the live training that was live streamed to SaaS Boss community. To access video version of this session and get notified about future training sessions like these, request access here: https://www.facebook.com/groups/saasboss
Scott Sambucci is the Founder & CEO at SalesQualia, a sales coaching company that helps B2B Startups to grow sales faster.
We discuss:
The 3 distinct phases that every SaaS company goes through
Growth pains in every phase
9sales accelerators are core systems...
2020-12-2855 min
Catapulting Commissions Sales Talk with Anthony GarciaHow to Scale Your Start-Up w/ Scott SambucciOn the show this week, Anthony is discussing start-ups with Scott Sambucci has spent the last 20 years building and selling technology products, leading three Silicon Valley startups each to their first millions in revenue. Scott works with startups across the world, helping them grow their sales faster. He has extensive experience in sales, customer development, and company management in both startups and public-traded companies. He’s on the show today to share his experience leading high-performing sales teams and what it takes to make a start-up blow-up. They kick off their conversation by talking about how...
2020-07-1537 min
The Nice Guys on Business1085 Scott Sambucci: Don't Make The Mistake Of Trying To SellScott Sambucci is a startup coach, speaker, podcaster and international best-selling author. He spent 25 years building sales processes and creating technology products as an executive at two publicly-traded companies. As Chief Sales Geek at SalesQualia, Sambucci works with SaaS startups and tech companies all over the globe across several industries. He is the author of three books, 52 Sales Questions Answered; Startup Selling: How to Sell if you Really, Really Have to and Don't Know How and his current release Stop Hustling, Start Scaling. He’s coming here today by way of our good friends at Best Seller Publishing. Welcome Sco...
2020-07-1429 min
Outbound SquadAn endurance mindset for sales success with Scott SambucciScott Sambucci is a Sales Coach for B2B tech startups, author, and speaker at SalesQualia. He's also become a good friend over the last year. In this episode, we talk about how an endurance mindset can help us become more successful in sales. We dig into how Scott got into running ultra-marathons, where discipline comes from, and what he sees startup founders and salespeople struggle with.Connect with Scott on LinkedIn here. Check out SalesQualia and grab his free book here. Resources mentioned in the episode:
Think Outside the Script Summer Virtual Tour
...
2020-06-0451 min
Evolvers51: Your B2B Startup: Revenue Growth Despite Uncertainty? -w/ Scott Sambucci (Sales Qualia)If you have a start-up or early stage company you know how hard it can be to get to "Yes" in normal times. Throw in a health crisis, economic shutdown and a bunch more uncertainty through recovery and "good luck".
Well, you don't need luck, you need a sales process and system, this according to our latest guest: Scott Sambucci, accomplished consultant, podcaster and author of the book "Stop Hustling, Start Scaling".
In this interview we discuss how to stay positive through all the issues, the importance of refining your process and forecasting indicators, and e...
2020-06-0234 min
The Seller's JourneyScott SambucciIn this episode: Scott Sambucci - Founder, CEO, and Sales Coach at SalesQualia, joins us to share his journey through sales and product management. How has he succeeded consistently for over 25 years? What surprised him the most about switching from publisher sales to tech? What makes a career in sales (and other customer-facing roles) different? Hear Scott answer these questions and more!
2020-06-0222 min
Seaworthy18: Startup Sales: Selling on the Problem You Solve (ft. Scott Sambucci, SalesQualia)Andrew talks with Scott Sambucci, CEO and Founder of SalesQualia, on how to leverage the sales process for your startup. Scott demystifies the selling, reminding entrepreneurs to stop focusing on the product - but instead, focus on the problem and the solutions their product offers.
2020-05-2749 min
The Elite Entrepreneurs PodcastRepeatable Systems and Consistency in Your Processes, with Scott SambucciScott has spent the last 20 years building and selling technology products, leading three Silicon Valley startups each to their first millions in revenue. Now with SalesQualia, Scott works with startups across the world, helping them grow their sales faster. His clients include enterprise SaaS, analytics, consulting, and food product companies across the higher education, FinTech, retail and food services industries. He is a top writer on Quora and the author of three books – Startup Selling: How to sell if you really, really have to and don’t know how, 52 Sales Questions Answ...
2020-02-1245 min
Zen and the Art of EnduranceZenTri 634 - Triathlon Taren and Scott SambucciTwo Interviews! Youtuber Triathlon Taren about how he lives the Youtube lifestyle and Scott Sambucci about what it was like competing in Uberman.
Also lots about Keto diet, busting cheaters, Zen moments, and ego everything.
2017-03-0900 minZen and the Art of EnduranceZenTri 634 - Triathlon Taren and Scott SambucciTwo Interviews! Youtuber Triathlon Taren about how he lives the Youtube lifestyle and Scott Sambucci about what it was like competing in Uberman.
Also lots about Keto diet, busting cheaters, Zen moments, and ego everything.
2017-03-0900 min
Lean Blog Interviews - Healthcare, Manufacturing, Business, and LeadershipScott Sambucci Discusses Lean Startup Ideas for Sales, Process, and MistakesMy guest for episode #183 is Scott Sambucci, who I met at the 2012 Lean Startup Conference. Scott is author of an excellent book, Startup Selling: How to sell if you really, really have to and don't know how. Scott is also founder of SalesQualia, a firm that helps people improve sales performance. His latest project is the Sales Model Canvas, an online tool.
Scott and I talk about getting better at sales (something I've honestly struggled with, as an engineer, during my time with KaiNexus). Scott talks about how “sales is a process,” what some of the biggest mistakes p...
2013-08-0635 min