100 episodes

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

Startup Selling: Talking Sales with Scott Sambucci Scott Sambucci

    • Business
    • 4.9 • 28 Ratings

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

    Ep. 142: Giant Orange Pylons & Rethinking The Way You Sell – A Conversation with Jeff Bajorek

    Ep. 142: Giant Orange Pylons & Rethinking The Way You Sell – A Conversation with Jeff Bajorek

    In 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 topics that we covered are:
     
    The concept of “No Tension, No Sale” The Idea of Moving the Needle Creating a Shift in Mindset  Choosen Vision


    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
     
    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 min
    Daily Dose: The 3 Key Parts of Every Product Demo

    Daily Dose: The 3 Key Parts of Every Product Demo

    The 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://salesqualia.com/demoprep/ to get yours now! 
     
    This pack includes –
     
    ✅ 10 Questions to Ask BEFORE Your Product Demos
     
    ✅ The Demo Prep Worksheet to help you map out your meeting strategy and outcomes before you hop on the next demo.
     
    ✅ The Prospect Researcher Worksheet so that you know more about your prospects before every meeting, including their priorities and desired outcome
     
    Click here for the Video Version of this podcast on LinkedIn

    • 9 min
    Daily Dose: Feeling a Little Uneasy & Uncertain? It's not just you...

    Daily 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 clients all over the world – startup CEOs, investors, program directors.
     
    They're all sharing that everything’s just.. a... lit...tle... bit... slower... I'm guessing you are, too.
     
    Your customers & prospects are feeling it, because their customers & prospects are feeling it.
     
    Big company earnings reports and headlines sharply negative – Netflix. Facebook. Alphabet. Spotify. Job cuts at Wells Fargo, Novartis, Robinhood and Blend.
     
    Ukraine. Recessions. The threat of nuclear war.
     
    Your team is feeling it. 
     
    Higher gas prices. Higher prices everywhere. Tax season is expensive, and summer camps are next. Summer trips to Disneyland are becoming camping trips and stay-cations. That bigger house is on hold because of mortgage rates & home prices. 
     
    You’re feeling it, too. I know because I see it on Zoom. I hear it on phone calls. We're all just a little tired and frustrated.
     
    All of us pushed and persevered through the last two years, and here we are, again, facing yet another test of our mettle as founders. As leaders. As colleagues. As partners and parents.
     
    Coming out of 2021, there was a sense of justified optimism –promise for the year ahead.  While COVID persisted, it seemed the worst was behind us and this would be the breakout year we’ve preparing for. Kids were back in school. We figured out the WFH thing.
     
    Except that it hasn't.
     
    So now what the f&ck do we do?
     
    Now we remember what we did for the past two years.  We use that experience to be a leader. To stay composed and in control. We lead.
     
    We lead our customers. We lead our prospects. We lead our teams. We lead our family. We lead our Self.
     
    ---
     
    If you'd like some help, I’d like to offer a hand –  
     
    I'm running a private LIVE Session for our coaching clients coming up, and you’re invited – even if you're not a client. Especially if you're not a client.
     
    We’re going to dive deep into every company's sales process – from Lead Gen to Active Deals to Pricing & CS.  
     
    We’re going to identify specific risks and gaps, then build a plan-of-action for the next 3, 6 & 12 months for getting more leads, closing more deals, keeping more customers, and hiring the right team around us.
     
    If you’d like to join, check out the details at https://salesqualia.com/roadmap/ 
     
    Because this is a client event that we're opening up to non-clients, we have limited spots (like less than 10…). Our clients are a tight group that are always willing to share and help, but I’ve also got to put them first. 

    • 48 min
    Ep. 141: Closing Knowing–Doing Gap – A Conversation with Dan Martell

    Ep. 141: Closing Knowing–Doing Gap – A Conversation with Dan Martell

    In 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 his time to coaching high performing SaaS entrepreneurs to scale their businesses in a predictable way. 
     
    An activator, a tech geek, an adrenaline junkie and, yes, a romantic (ask his wife Renee), Dan splits his time between Canada (where he grew up), and San Diego with his wife Renee and two boys.



    Some of the topics that we covered are:
     
    The Not Been Knowing/Doing Gap Achieve/ Keep Simplicity in your Business  3 Questions When Deciding To Introduce Something New To Your Business  Examples of the 3 Question Framework 


    Links & Resources: 
     
    Website: www.danmartell.com/
     
    LinkedIn: www.linkedin.com/in/dmartell/
     
    Instagram: @danmartell



    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.

    • 54 min
    Ep. 140: The Reality of Hiring, Training and Retaining SDRs – An Interview with 6Sense's Ernest Owusu

    Ep. 140: The Reality of Hiring, Training and Retaining SDRs – An Interview with 6Sense's Ernest Owusu

    In 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 topics that we covered are:
     
    SDR Sales Development SDR Hiring  SDR as a Team Assessing SDR Candidates  Metrics and Quick Decisions for Hiring and Letting go  Importance of Communication as a Sales Rep  Recruiting Potential Candidates Sales for the Culture  
    Links & Resources: 
     
    Website
    6Sense: www.6sense.com
    Sales for the Culture: www.salesfortheculture.com
     
    Twitter: www.twitter.com/TheErnestOwusu 
     
    LinkedIn: www.linkedin.com/in/ernestowusu



    Listen & subscribe to The Startup Selling Show here:
     
    BluBrry | Deezer | Amazon | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia

    • 49 min
    Ep. 139: Focus on the Emails That Matter Most – A Conversation with Gated CEO, Andy Mowat

    Ep. 139: Focus on the Emails That Matter Most – A Conversation with Gated CEO, Andy Mowat

    In 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 setup, making it simple to use. It also reduces inbox volume by an average of 43%, making your inbox more productive and peaceful.




    Some of the topics that we covered are:
     
    Gated Marketing The evolution of email Change in outbound marketing Alternatives to Email  
    Links & Resources: 
     
    Website: ww.gated.com 
     
    Twitter: https://twitter.com/netmow
     
    Andy Mowat on LinkedIn: linkedin.com/in/amowat
     
    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 min

Customer Reviews

4.9 out of 5
28 Ratings

28 Ratings

Arlie K ,

Don't miss it!

It’s obvious Scott puts extraordinary effort into every single episode of Startup Selling, and it shows - every episode is chock full of actionable insights and quality information! No matter the subject, you’re guaranteed to gain something every time you tune in. Can’t recommend Startup Selling enough! 🙌

Zrs89 ,

Can’t miss listening for B2B startups

Scott is such a good teacher. His methods aren’t rocket science and they work. Huge fan.

Amy.v.words ,

You’ll be glad you listened

Equal parts real talk, actionable insight, and fascinating conversation is why I come back to listen. If you’re in the startup world trying to crack the complex sales code, this is for you.

Top Podcasts In Business

Ramsey Network
NPR
Jocko DEFCOR Network
Andy Frisella #100to0
Marketplace
Guy Raz | Wondery