Show cover of Startup Selling: Talking Sales with Scott Sambucci

Startup Selling: Talking Sales with Scott Sambucci

Real Advice for Startup Founders and Managers on Customer Development and Creating a Sales Process and Strategy for Enterprise Sales.

Tracks

Go Farther Episode #2: Go – One Crazy Idea
Join 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   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.  
27:20 3/1/24
The Go Farther Series #1: We’re back! Introducing the “Go Farther™” Series
In 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.     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.  
35:28 2/23/24
Ep. 161: The False Positives of Product-Market Fit & Other Early Stage Startup Lessons: A Conversation with Christopher "Toph" Day, CEO of Elevate Ventures
Scott 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 best-selling author of Pillar-Based Marketing and has been a part of starting 8 different companies throughout his career in 7 different verticals. Toph has a perspective to offer on the “creative collisions” that will fuel the midwest’s growth as an innovation hub through Rally Innovation. Rally was developed to bring together companies, universities, entrepreneurs, and investors to forge the creative, cross-sectors that power innovation.   Some of the topics that we covered are: - Toph’s Creative Collisions Term  - Rally Innovations Event  - Mid- west region as a hub for innovation  Links & Resources:    Rally Innovation: www.rallyinnovation.com/  Elevate Ventures: www.elevateventures.com/ LinkedIn: http://linkedin.com/in/christopherday2   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.  
38:54 7/31/23
Ep. 160: Referrals as a Process not an Event, plus ChatGPT Tips for Sales – A Conversation with Ryan Staley
In 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. Ryan Has taught over 800 CROs, VPs, or Leaders his proprietary Enterprise Sales frameworks for startups and companies like Google, Amazon Web Services, Stripe, Salesforce, Uber, etc.   Some of the topics that we covered are:   - AI and chat GPT In sales - Effective ways to ask for referrals  - Examples of how AI is being used by SaaS founders. Links & Resources:    Website: www.ryanstaley.io/ LinkedIn: https://www.linkedin.com/in/ryan-staley/ Podcast:https://podcasts.apple.com/us/podcast/the-scale-up-show/id1527278610   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.  
49:42 6/29/23
Ep.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 Senior Executive Account Director at Indeed.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.   Some of the topics that we covered are:   Timing of Sales Personnel Hiring Establishing a Solid Sales Foundation Challenges Faced by Founders Building a Supportive Startup Community Links & Resources:    Website: www.avenuetalentpartners.com Amy Volas on LinkedIn: www.linkedin.com/in/amyvolas   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.  
55:29 6/9/23
Daily Dose: First Principles for Startup Founders – Relentless Forward Progress [Part 9]
In this episode, Scott focuses on the principle:   “Relentless Forward Progress.”
33:24 5/26/23
Daily Dose: First Principles for Startup Founders – Extreme Ownership [Part 8]
In this episode, Scott focuses on the principle:   “Extreme Ownership.”
18:42 5/20/23
Ep. 158: Inbound-Led Outbound with Eric Quanstrom, Chief Marketing Officer at CIENCE
Meet 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 MBA in Marketing from San Francisco State University and a BA in Journalism from San Diego State University. As an Aztec, he takes pride in his alma mater's achievements. Some of the topics that we covered are:   Three ways you can do outbound  List Building  Intent led outbound  Inbound led outbound  Working with an outsourcing agency  Ownership  Partnership  Readiness   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. Links & Resources:  LinkedIn - https://www.linkedin.com/in/quanstrom/ Podcast: https://www.cience.com/podcast   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.
51:31 5/17/23
Daily Dose: First Principles for Startup Founders – Hire slowly, fire quickly [Part 7]
In this episode, Scott focuses on the principle:   “Hire slowly, fire quickly.”
34:11 5/16/23
Ep. 157: Product-Led Growth vs Sales-Led Growth: Your User's Success is your Success – A Conversation with Wes Bush
Wes 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 marketing and hard sells can’t replace the value a customer receives from an exceptional product.  A strong brand and social proof are no longer enough to build trust with the modern buyer. People need to try before they buy. Product-Led Growth turns that philosophy into an executable business strategy.   Some of the topics that we covered are:   Product-led Growth vs. Sales-Led Growth Approach to demonstrating value When is it appropriate to use either or even both? Strategies for growth Onboarding New Customers 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. Links & Resources:    Twitter - https://twitter.com/wes_bush LinkedIn - https://www.linkedin.com/in/wesbush/ Website -https://productled.com/book/product-led-growth   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.
48:19 5/10/23
Ep. 156: Selling to Personalities, NOT Personas with Collin Mitchell, Chief Evangelist at Humantic AI
Collin 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 away from Batch and Blast Difference between Target Market and Persona  Importance of Specific Personalization Buyer Personalities types  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. Links & Resources:    Twitter - https://twitter.com/collinM_Sales Facebook - https://www.facebook.com/Collin.SalesHustle Instagram - https://www.instagram.com/collinm_sales/reels/ Youtube - https://youtu.be/qs61feJWbLw LinkedIn - https://www.linkedin.com/in/collincmitchell/ Humantic AI Website - https://humantic.ai/   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.  
45:30 5/5/23
Daily 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’s only a certain niche or sub-segment within that larger marketplace that you are able to sell to for a variety of reasons FOR NOW… —   👣 Now, let's talk about YOU and YOUR startup’s journey... 👣   If you're a startup CEO that's on your journey to make the climb to $100mm ARR...   If you’re one of those rare breed of founders that’s willing to acknowledge & accept that there are no shortcuts...   If you're willing to work step-by-step, day-by-day with patience, persistence & perseverance...   Then I’ve got some pretty incredible news…   I'm partnering with Amy Volas & Avenue Talent Partners to bring you a 2-day, IRL immersive experience specifically for startup founders & CEOs whose companies are selling to the enterprise.   Yes this an "In Real Life" event – next month at a top-notch location in a world-class city with 5-star amenities provided by us.   You'll work alongside Amy Volas, me, the SalesQualia team & an unrivaled peer group of fellow founders & CEOs ready to transform their business and mindset, and yours.   👇 Here's the criteria...👇   You MUST:   ✅ Be a B2B tech startup founder doing at least $50k MRR right now. ✅ Be willing to invest time, energy and focus for two days to work on scaling your sales & your team. ✅ Be friendly & coachable – you will openly ask questions & share ideas. ✅ Acknowledge & accept there are no short cuts, hacks or magicians that will bestow you a $100m revenue engine. ✅ Keep a secret…   We have VERY limited space & tickets available for purchase because of our venue & how we’re running this IRL immersive event.   If this is you, and you’re ready to transform your business and yourself...   Check out the details here and how to save your spot for this exclusive, in-person, immersive event www.salesqualia.com/Chicago2023   Let’s do this, shall we?  
20:00 4/18/23
Daily 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 sort of customers to target early in the company’s sales work. —   👣 Now, let's talk about YOU and YOUR startup’s journey... 👣   If you're a startup CEO that's on your journey to make the climb to $100mm ARR...   If you’re one of those rare breed of founders that’s willing to acknowledge & accept that there are no shortcuts...   If you're willing to work step-by-step, day-by-day with patience, persistence & perseverance...   Then I’ve got some pretty incredible news…   I'm partnering with Amy Volas & Avenue Talent Partners to bring you a 2-day, IRL immersive experience specifically for startup founders & CEOs whose companies are selling to the enterprise.   Yes, this an "In Real Life" event – next month at a top-notch location in a world-class city with 5-star amenities provided by us.   You'll work alongside Amy Volas, me, the SalesQualia team & an unrivaled peer group of fellow founders & CEOs ready to transform their business and mindset, and yours.   👇 Here's the criteria...👇   You MUST:   ✅ Be a B2B tech startup founder doing at least $50k MRR right now. ✅ Be willing to invest time, energy, and focus for two days to work on scaling your sales & your team. ✅ Be friendly & coachable – you will openly ask questions & share ideas. ✅ Acknowledge & accept there are no shortcuts, hacks, or magicians that will bestow you a $100m revenue engine. ✅ Keep a secret…   We have VERY limited space & tickets available for purchase because of our venue & how we’re running this IRL immersive event.   If this is you, and you’re ready to transform your business and yourself...   Check out the details here and how to save your spot for this exclusive, in-person, immersive event www.salesqualia.com/Chicago2023   Let’s do this, shall we?  
18:00 4/14/23
Daily 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? Who are the people that are involved? What’s the decision process like? How do we implement with new customers?   All of these learnings come through implementation, whether you're going from 0 customers to your first 10, or from those 10 customers to your first $1MM in revenue. That continues to shift and change as you grow from $1MM to $3MM, $3MM to $10MM to $30MM, and so on. Sometimes you win, and sometimes you learn. Either way, you’re ahead of where you were before.   —   👣 Now, let's talk about YOU and YOUR startup’s journey... 👣   If you're a startup CEO that's on your journey to make the climb to $100mm ARR...   If you’re one of those rare breed of founders that’s willing to acknowledge & accept that there are no shortcuts...   If you're willing to work step-by-step, day-by-day with patience, persistence & perseverance...   Then I’ve got some pretty incredible news…   I'm partnering with Amy Volas & Avenue Talent Partners to bring you a 2-day, IRL immersive experience specifically for startup founders & CEOs whose companies are selling to the enterprise.   Yes this an "In Real Life" event – next month at a top-notch location in a world-class city with 5-star amenities provided by us.   You'll work alongside Amy Volas, me, the SalesQualia team & an unrivaled peer group of fellow founders & CEOs ready to transform their business and mindset, and yours.   👇 Here's the criteria...👇   You MUST:   ✅ Be a B2B tech startup founder doing at least $50k MRR right now. ✅ Be willing to invest time, energy and focus for two days to work on scaling your sales & your team. ✅ Be friendly & coachable – you will openly ask questions & share ideas. ✅ Acknowledge & accept there are no short cuts, hacks or magicians that will bestow you a $100m revenue engine. ✅ Keep a secret…   We have VERY limited space & tickets available for purchase because of our venue & how we’re running this IRL immersive event.   If this is you, and you’re ready to transform your business and yourself...   Check out the details here and how to save your spot for this exclusive, in-person, immersive event www.salesqualia.com/Chicago2023   Let’s do this, shall we?
26:23 4/12/23
Ep. 155: Building Your Startup’s Minimal Viable Business Motion & Saying No to Disney – A Conversation with Bocar Dia, Managing Director at Forum Ventures
Bocar 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 startup.   Some of the topics that we covered are:   How to build a successful Go-To-Market Motion. Launch Partners and Design Partnes  How to reach your funding goal. Importance of Founder-Led selling for early startups  Importance of building an MVB (Minimal Viable Business) Motion   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.   Links & Resources:    Website: https://www.forumvc.com/ LinkedIn: https://www.linkedin.com/in/bocardia/ Twitter: https://twitter.com/mrbocs Blog: https://scalingto100.com/about/   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.  
46:02 4/5/23
Ep. 154 You Don't Have a Closing Problem – A Conversation with 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 topics that we covered are:   Psychology of Selling  Inhibitors of why someone can't close a sale Areas of the sales process important for closing a sale  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.   Links & Resources:  Website: www.jeffbajorek.com/ Twitter: https://twitter.com/jeffbajorek LinkedIn: https://www.linkedin.com/in/jeffbajorek/ Rethink the way you sell Podcast: https://pod.link/1555332957 Donate to Chosen Vision: www.jeffbajorek.com/chosenvision Resources: https://www.jeffbajorek.com/tools   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.
56:15 3/29/23
Daily 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 how your product might be able to help them solve that problem, or how your product might be able to help them achieve that priority.   This is a principle you can apply across your sales funnel – from your prospecting and lead gen to your customer success and up-selling.   Focus on the problem & priority, not your product.  Because that’s what your prospects do.   —   👣 Now, let's talk about YOU and YOUR startup’s journey... 👣   If you're a startup CEO that's on your journey to make the climb to $100mm ARR...   If you’re one of those rare breed of founders that’s willing to acknowledge & accept that there are no shortcuts...   If you're willing to work step-by-step, day-by-day with patience, persistence & perseverance...   Then I’ve got some pretty incredible news…   I'm partnering with Amy Volas & Avenue Talent Partners to bring you a 2-day, IRL immersive experience specifically for startup founders & CEOs whose companies are selling to the enterprise.   Yes this an "In Real Life" event – next month at a top-notch location in a world-class city with 5-star amenities provided by us.   You'll work alongside Amy Volas, me, the SalesQualia team & an unrivaled peer group of fellow founders & CEOs ready to transform their business and mindset, and yours.   👇 Here's the criteria...👇   You MUST:   ✅ Be a B2B tech startup founder doing at least $50k MRR right now. ✅ Be willing to invest time, energy and focus for two days to work on scaling your sales & your team. ✅ Be friendly & coachable – you will openly ask questions & share ideas. ✅ Acknowledge & accept there are no short cuts, hacks or magicians that will bestow you a $100m revenue engine. ✅ Keep a secret…   We have VERY limited space & tickets available for purchase because of our venue & how we’re running this IRL immersive event.   If this is you, and you’re ready to transform your business and yourself...   Send an email to scottsambucci@salesqualia.com and my team can send over the details of how to save your spot for this exclusive, in-person, immersive event   Let’s do this, shall we?  
14:45 3/13/23
Daily 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 generate sales behavior, none of those are scalable or install a culture of sales in your startup.   Founders need to take action everyday, to take better control of their sales process. Making sales an everyday activity also gets founders more clarity about what we're doing every day, while giving themselves, their team and the market confidence.   👣 Now, let's talk about YOU and YOUR startup’s journey... 👣   If you're a startup CEO that's on your journey to make the climb to $100mm ARR...   If you’re one of those rare breed of founders that’s willing to acknowledge & accept that there are no shortcuts...   If you're willing to work step-by-step, day-by-day with patience, persistence & perseverance...   Then I’ve got some pretty incredible news…   I'm partnering with Amy Volas & Avenue Talent Partners to bring you a 2-day, IRL immersive experience specifically for startup founders & CEOs whose companies are selling to the enterprise.   Yes this an "In Real Life" event – next month at a top-notch location in a world-class city with 5-star amenities provided by us.   You'll work alongside Amy Volas, me, the SalesQualia team & an unrivaled peer group of fellow founders & CEOs ready to transform their business and mindset, and yours.   👇 Here's the criteria...👇   You MUST:   ✅ Be a B2B tech startup founder doing at least $50k MRR right now. ✅ Be willing to invest time, energy and focus for two days to work on scaling your sales & your team. ✅ Be friendly & coachable – you will openly ask questions & share ideas. ✅ Acknowledge & accept there are no short cuts, hacks or magicians that will bestow you a $100m revenue engine. ✅ Keep a secret…   We have VERY limited space & tickets available for purchase because of our venue & how we’re running this IRL immersive event.   If this is you, and you’re ready to transform your business and yourself...   Send an email to scottsambucci@salesqualia.com and my team can send over the details of how to save your spot for this exclusive, in-person, immersive event   Let’s do this, shall we?
20:19 3/10/23
Daily 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 back because they like to mitigate risk, not take risk.   A second reason is the general economic slowdown. Now, I never subscribe to the excuse that the economy is slow, therefore I can't sell my stuff. As a startup, you should be focused on early adopters and nailing a niche of early customers ready to take action regardless of the macroeconomy.    That said, if you’re selling to the enterprise, you know that large companies like the Fortune 500s are pulling back. They're pulling back on budgets. They're pulling back on expenses. They're pulling back and cutting their own workers, including some of the people you might have been working with as part of a sales deal over the last 6 months. All of a sudden you find out that person just isn’t there anymore.    Thirdly, I think the reason for some anxiety started with the sales goals and projections founders established early in the year. Many teams go into the new year with a fervor and excitement and enthusiasm – this is going to be OUR year, putting together strategies and sales plans, maybe having hired a sales team in the last few months, expecting that now they're going to be fully onboard. Plus there are some deals in the sales pipeline which carried over from Q4.   When everything slows down, against what we wanted or needed for the year, it’s time to get back to basics and First Principles. — 👣 Now, let's talk about YOU and YOUR startup’s journey... 👣   If you're a startup CEO that's on your journey to make the climb to $100mm ARR...   If you’re one of those rare breed of founders that’s willing to acknowledge & accept that there are no shortcuts...   If you're willing to work step-by-step, day-by-day with patience, persistence & perseverance...   Then I’ve got some pretty incredible news…   I'm partnering with Amy Volas & Avenue Talent Partners to bring you a 2-day, IRL immersive experience specifically for startup founders & CEOs whose companies are selling to the enterprise.   Yes this an "In Real Life" event – next month at a top-notch location in a world-class city with 5-star amenities provided by us.   You'll work alongside Amy Volas, me, the SalesQualia team & an unrivaled peer group of fellow founders & CEOs ready to transform their business and mindset, and yours.   👇 Here's the criteria...👇   You MUST:   ✅ Be a B2B tech startup founder doing at least $50k MRR right now. ✅ Be willing to invest time, energy and focus for two days to work on scaling your sales & your team. ✅ Be friendly & coachable – you will openly ask questions & share ideas. ✅ Acknowledge & accept there are no short cuts, hacks or magicians that will bestow you a $100m revenue engine. ✅ Keep a secret…   We have VERY limited space & tickets available for purchase because of our venue & how we’re running this IRL immersive event.   If this you, and you’re ready to transform your business and yourself...   Send an email to scottsambucci@salesqualia.com and my team can send over the details of how to save your spot for this exclusive, in-person, immersive event Let’s do this, shall we?  
31:33 3/8/23
Ep. 153: Avoiding the South Park Model for Enterprise Account Management – A Conversation with Monica Stewart
Over 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 in value creation. Some of the topics that we covered are:   The Concept of Product Led Growth The Concept of Hyper-Specialization The South Park Model of Account Management Importance of Customer Journey Post Sales  The Concept of Highlight Moments  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.   Links & Resources:    5ive Limes: https://www.linkedin.com/company/5ive-limes/ Monica’s LinkedIn: https://www.linkedin.com/in/monica-stewart/    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.
58:20 1/31/23
Ep. 152: Running the Enterprise Deal Ultramarathon
Getting 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 all you hear is silence Mindset and preparing yourself for the long haul Lessons from the trail  ...and so much more!    Join us to learn how to sustain momentum with long, enterprise deals!  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.   Links & Resources:    Alignd's website – https://getalignd.co B2B Power Hour – https://b2bpowerhour.com Morgan's LinkedIn – https://linkedin.com/in/morganjsmith/ Nicholas' LinkedIn – https://linkedin.com/in/nicholasthickett 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.
61:16 1/24/23
Ep. 151: Why Outbound is a Moral Responsibility for Startups – A Conversation with Seamless.ai Founder, Brandon Bornancin
In 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 just 2 years. Brandon is on a mission to positively impact 1 billion and help the world connect to opportunity. He does “Whatever It Takes” to help you maximize your success and make over $1,000,000 in sales. When you win his SIX FIGURE CLUB AWARD or SEVEN FIGURE CLUB AWARD, he sends you your very own custom-built President’s Club Award worth over $1,000.   Some of the topics that we covered are:   Brandon’s Journey as a founder of a Startup Importing of building a Sales Process  The 7-7-7 Framework  Importance of list building and ICPs Tips for adding Human Approach to Outbound  Links & Resources:    Website – https://www.seamless.ai/       https://www.brandonbornancin.com/ Sales Secrets Book – https://www.amazon.com/Sales-Secrets-Worlds Whatever it Takes Book – https://www.amazon.com/Whatever-Takes Sales Secret Podcast – https://podcasts.apple.com/us/podcast/sales-secrets/id1455492030 LinkedIn – https://www.linkedin.com/in/brandonbornancin/   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.
58:11 11/29/22
Ep. 150: Top 3 Problems, Dolphin-Swimming & Avoiding Managers as Sales Team Hires – Building Your Sales Process with Scribe Founder, Jennifer Smith
In 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 Sales Journey of SCRIBE The Concept of “Top 3 Problems” The Concept of “Dolphin-Swimming”  Learning From Sales Calls Hiring Managers for Early Stage Startups  Links & Resources:    Scribe’s website – https://scribehow.com/  Twitter- https://twitter.com/scribeceo?lang=en LinkedIn – hhttps://www.linkedin.com/in/jenniferreneesmith/ 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.
52:28 11/22/22
Ep. 149: LinkedIn Prospecting: The Rule of 3 & Finding Lurkers – A Conversation with Alignd Founders Morgan Smith & Nicholas Thickett
In 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 sales with guest industry experts.   Some of the topics that we covered are:   No Pitch Vs Pitch  Vampire Sales The Rule of 3: Three Round- Trip Conversations The 3 Types of People on LinkedIn  Links & Resources:    Alignd's website – https://getalignd.co B2B Power Hour – https://b2bpowerhour.com Morgan's LinkedIn – https://linkedin.com/in/morganjsmith/ Nicholas' LinkedIn – https://linkedin.com/in/nicholasthickett 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.
43:10 10/7/22
Ep. 148: Develop Your LinkedIn Real Estate & Hiring Sales Talent in the Caribbean – A Conversation with Jarrod Best-Mitchell
In 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 companies grow their business and position them as the ‘go-to’ for their respective industries. He was recently recognized by Skaled.com as one of the top upcoming sales leaders on the platform.  Since making the pivot to sole entrepreneurship in LinkedIn and Sales Training, Jarrod has completed training and provided consultations for numerous organizations.  His client list spans industries such as Insurance, Real Estate, Telecoms, IT and Technology, Energy Sector, Distribution, SaaS, Media, Finance (Credit Union), Media, Telecoms, Fashion, and Retail. Best- Mitchell is also the co-founder of Sales as a Profession- – a Sales platform that is dedicated to the best profession in the world, Sales!  Since inception in 2018, Jarrod and his business partner have made significant progress in developing the knowledge and techniques of sales professionals not just locally in Trinidad and Tobago but across the Caribbean.  The most recent installment in the offerings of Sales as a Profession was their 2020 Sales Conference – The New Sales Perspective. Building on the success of their first conference in 2019 and adapting to the present landscape with a total virtual presentation- this conference amassed over 130 attendees along with its impressive speaker and sponsor lineup. Jarrod brings to the table over 16 years of professional experience and his personal credo of ‘Enjoy Life! Don’t worry about it!’    Jarrod's personality attracts individuals, organizations, and opportunities as he is known for his exuberance and uncanny sense of humor. He understands what type of conversations and content drives engagement and attracts customers to a business through his unique insights into content creation and social selling.  Jarrod’s passion and commitment to excellence transcend the workplace as he extends himself to help others realize and achieve their full potential. Some of the topics that we covered are:   Outsourcing Sales Talent to the Caribbean Tactic and Strategies on LinkedIn Finding and Repurposing content for LinkedIn Links & Resources:    Website - www.jarrodbestmitchell.com LinkedIn - www.linkedin.com/in/jarrodbestmitchell   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.
57:32 8/16/22
Ep. 147: Avoid the Red-Lining Spiral of Doom & Pulling Eggshells Out of Your Sales Enablement Brownies – A Conversation with Revenue Real's Amy Hrehovcik
In 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 with her dog Lola and a book.   Some of the topics that we covered are:   What is Sales Enablement? How are you using content in your sales? How to think about training and developing your sale? How do you go from that founder-led sales process into one that allows you to make the impact you want with your startup? Links & Resources:    Website - www.revenuereal.com/ LinkedIn - https://www.linkedin.com/in/amyhrehovcik/ Twitter: https://twitter.com/amy_hrehovcik 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.
57:29 7/26/22
Ep. 146: TikTok for B2B, Women in Sales & Hard Work vs Hustle: A Conversation with Leslie Venetz
In 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 TikTok at SalesTipsTok. She is also a published author and was recently featured in Heels to Deals: How Women are Dominating in B2B Business Some of the topics that we covered are:   Tik Tok for B2B Sales Women in Sales at Startups and Tech Companies  Difference between Hustle and Bro-Culture vs Hardwork  Links & Resources:    Website - www.insidesalesteambuilder.com  LinkedIn - www.linkedin.com/in/leslievenetz TikTok @SalesTipsTok - https://www.tiktok.com/@salestipstok?lang=en Unleash Playbook - https://www.unleashplaybook.teachable.com  Daily Does of Sales Inspiration - https://b2bsalesteambuilder.gumroad.com/ Heels to Deals: How Women are Dominating B2B Sales - https://www.bmctalkspress.com/products/heels 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.
58:02 7/12/22
Ep. 145: When NOT to Hire a Marketing Agency for Your Startup & What to Do Instead: A Conversation with SmartBug Media's CEO, Jen Spencer
In 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 started and hosted a weekly podcast called SmartBug on Tap for several years before launching the new Intelligent Inbound Podcast® aimed at challenging the status quo for inbound marketing with inspiring stories from some of marketing's most innovative and successful players. Jen subscribes to the notion that “we’re all in this together,” and great communication leads to a great partnership. She loves animals, technology, the arts, and really good Scotch. Some of the topics that we covered are:   At what stage of your business should you consider hiring a Marketing Agency? What is the importance of having sales-minded marketing people or marketing-minded salespeople? What can you do as a startup in terms of marketing; if you are not ready to hire a marketing agency as yet?  What are the signals to know it's time to hire a marketing agency?  Links & Resources:    Website: https://www.smartbugmedia.com/   LinkedIn: https://www.linkedin.com/in/jenspencer/   Twitter: https://twitter.com/jenspencer   The Intelligent Inbound® Podcast: https://open.spotify.com/show/1MV0CnkTDtCupFnPJzJLFG?si=2452443647174d73 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.
49:11 6/28/22
Ep. 144: Sales Labor Market Supply, Demand & What's Ahead: A Conversation with Todd Caponi
In 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  Links & Resources:    LinkedIn: https://www.linkedin.com/in/toddcaponi/   Twitter: https://twitter.com/tcaponi   Website: www.transparencysale.com   Link to the book on Amazon: https://amzn.to/2Bxenr   Here’s a link to his Media Kit for more information: https://www.transparencysale.com/mediakit 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.
50:44 6/7/22
Ep. 143: Selling Without Selling Out: A Conversation with Andy Paul
In 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, Grubhub and more, making him one of the leading voices in the sales industry today. Some of the topics that we covered are:   Opportunities to change how we sell and engage with clients. Ways to help our buyers think through the process of making a decision. Importance of being less automated in sales.  Having a “Buyer-Centric Approch” Links & Resources:    Website: https://www.andypaul.com/   LinkedIn: www.linkedin.com/in/realandypaul   Twitter: @realAndyPaul 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.
53:23 5/24/22

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