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
    • 4.8 • 24 Ratings

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

    Ep 123: Women in Sales Club – The Fierce, Female Future of Sales: A Conversation with Alexine Mudawar & Gabrielle Blackwell

    Ep 123: Women in Sales Club – The Fierce, Female Future of Sales: A Conversation with Alexine Mudawar & Gabrielle Blackwell

    In this episode of the Startup Selling Podcast, I interviewed Alexine Mudawar & Gabrielle Blackwell.
     
    Who is Alexine Mudawar?
     
    Carrying 8+ years of SaaS sales experience, Alexine is backed by numerous President’s Club awards, quarterly high achievement recognitions, and a consistent track record of surpassing quota. 
     
    Outside of her day-to-day sales role, She is an Adjunct Professor and teaches sales courses for Aspireship, Victory Lap, and Re: Work Training. 
     
    She’s a champion for diversity and inclusion in the workplace and has founded two women-focused Employee Resource Groups. She currently serves as Co-Founder of the Women in Sales Club alongside Gabrielle Blackwell.
     
    Who is Gabrielle Blackwell?
     
    Gabrielle Blackwell, also known as The Sales Development SaaStress, started her career in as a sales development representative and has since then held positions as an Account Executive, Sales Enablement Manager, and has now focused her career pursuits on Sales Development leadership. 
     
    She is currently leading a Sales Development team at revenue intelligence platform, Gong.io and co-hosts Women in Sales Club, a Clubhouse event focused on enabling, empowering, and promoting women within the sales profession.



    Some of the key topics and questions that we covered in this podcast are:
     
    Community questioning the inner critic  Owning your voice Personal branding  The stigma of sales Tokenization of an individual  How The Women in Sales Club came into existence How Alexine and Gabrielle came to working together Core issues such as race, gender, sexual preference, and other diversity markers The importance of being empathetic Understanding what it means to be a woman in the workplace Strategies of how men can do better to support women


    Links and Resources:
     
    LinkedIn page: www.linkedin.com/company/women-in-sales-club
     
    Clubhouse club: www.joinclubhouse.com/club/womeninsales
     
    Alexine on LinkedIn: www.linkedin.com/in/alexine-mudawar
     
    Gabrielle on LinkedIn: www.linkedin.com/in/gabrielleblackwell



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    • 59 min
    Daily Dose: Prospecting Partnering System

    Daily Dose: Prospecting Partnering System

    Demos are where sales opportunities go to die.
     
    Unless you've got a Prospecting Partnering System in your #sales process.
     
    It's fun finding new leads, diving into problems, and talking about what's possible with your help.
     
    Demos – Nothing more fun than showing off your product to an eager prospect.
     
    Proposals may not be fun to write, but there's the excitement & anticipation of landing your next big customer.
     
    Contracts? Some sellers really dig this part of the sale – they get jazzed when it's time to get down to negotiate and talk numbers.
     
    Then there's deployment – where all the work over the past 3 or 6 or 12 months finally comes to fruition.
     
    But you know what's not fun?
     
    Project management.
     
    Chasing the IT guy for data file access. 
     
    Finding the risk officer whose only job seems to be telling vendors she can't approve the purchase. 
     
    Wrangling the compliance team's checklist. 
     
    Quibbling with procurement about their request for audited financial statements.
     
    It's never easy navigating the quagmire of internal bureaucracy. 
     
    But it gets a whole lot easier (and maybe even a little more fun) if you've partnered with your prospect and built a mutual action plan where you've assigned teams, tasks, and timelines to every step along the way from demo to implementation.
     
    Listen & subscribe to The Startup Selling Show here:
     
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    Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

    • 17 min
    Daily Dose: “Demo” Should NEVER Be A Stage In Your Sales Process

    Daily 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 you build your Demo Design the right way, your demos will be short, focused, and even better, move you quickly into conversations about IMPLEMENTATION.
     
    Demo Design is NOT about your product – it’s about your PROCESS.
     
    In this video, I’ll show you why you MUST establish a Demo Design system and more importantly, why your demos should have almost nothing to do with your product.
     
    If you want some help with your Demo Design process or any of the 9 Sales Accelerators, send me a DM or an email – scott@salesqualia.com.
     
    Let’s do this.
     
    Listen to the LinkedIn LIVE here:
     
    https://www.linkedin.com/video/live/urn:li:ugcPost:6717478141436284928/



    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.

    • 20 min
    Daily Dose: 3... 2... 1... Weekend

    Daily Dose: 3... 2... 1... Weekend

    3 Things I'm excited about (including lots of running and baby goats...)
     
    #1:  The last stretch of training for the Western States 100. I've got a 50-mile trail run on  Saturday, and another 22 on Monday. 
     
    #2: We're now proud owners of a baby goat. 
     
    My wife spent her nights this week building their pen. Because she's cool like that.
     
    #3: I'm teaching a LIVE Training on Thurs, June 3rd – "Your Q4 Sales Start Now."
     
    I'm teaching 5 tactics to put to work in the next 6 weeks that will help you nail your 2021 number.
     
    Here is the registration link: https://salesqualia.com/webinar/
     
    2 People to follow –
     
    Check out Jason Bay and Meghann Misiak. Both are AWESOME at their craft. They coach our clients here in our Startup Selling Coaching program and ALWAYS deliver.
     
    1 Parting Thought –
     
    If you're in the US, Monday is Memorial Day. Take a day off - no email, no texts, no nothing. You need a break. Your family will appreciate it. 
     
    The company won't fail if you take 24 hours to just be.
     
    Listen to the LinkedIn LIVE here:
     
    https://www.linkedin.com/video/live/urn:li:ugcPost:6804211947190464512/
     
    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.

    • 7 min
    Daily Dose: Can We Please Eliminate "Follow Up" From our Sales Jargon?

    Daily Dose: Can We Please Eliminate "Follow Up" From our Sales Jargon?

    "I guess I'll follow up with them..."
     
    If that's your action plan for a deal that's gone dark or a lead that won't reply, you're doing it all wrong.
     
    The top 3 synonyms for "follow" are PURSUE, SEEK & CHASE.
     
    Is that how you want to run your sales process? 
     
    Change the mindset. 
     
    Eliminate "follow up" from your vocabulary.
     
    Get SPECIFIC. Be PRECISE.
     
    Think in terms of VALUE, ACTION & EDUCATION.
     
    Got an inbound that won't reply after the demo request? 
     
    Add value instead of hammering away to get a call on the books.
     
    Got a post-demo prospect that tells you – "Follow up in a couple of weeks..."?
     
    Assert yourself with action.
     
    Got a proposal that's gone dark? 
     
    (Sending the proposal was your first mistake, but that's for another post...)
     
    Create opportunities to share new information.
     
    Sales requires you to lead your prospects. 
     
    Stop the "follow up" and take action.
     
    If you want to get more specific and more precise with your startup's sales process, DM me or comment👇 'ACTION' 👇 and let's have a quick chat to see if or how I can help.



    Listen to the LinkedIn LIVE here:
     
    https://www.linkedin.com/video/live/urn:li:ugcPost:6800822266474180608/



    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.

    • 20 min
    Daily Dose: Recruiting & Interviewing for Sales Roles at Series A Startups

    Daily Dose: Recruiting & Interviewing for Sales Roles at Series A Startups

    Hiring is a two-sided market – the hiring company and the candidates. 
     
    After closing a Series A, a founder needs to get serious about building their sales team. That first sales team will either galvanize growth from "start up" to "scale up," or drag the company into startup purgatory.
     
    Founders have to sell candidates on their company, market, and product. Any good salesperson will need relative assurance, that while they're taking a risk at a startup, the upside potential outweighs the career risk.
     
    Here's a 5-factor rubric designed for BOTH founders and top talent to assess and validate a startup's readiness and attractiveness to hiring top sales talent. 
     
    (Notice I said TOP sales talent...)
     
    1/ People – A new hire isn't joining a company – they're joining a tribe.  Who's in the tribe now and how will the candidate fit?
     
    2/ Problem – What's the mission and vision of the startup? Is the problem interesting? Will solving it make an impact?
     
    3/ Product – Is the product sellable? What's the roadmap and what other options are available to the market?
     
    4/ Process – Is there a sales process beyond founder magic?
     
    5/ Professional Development – How can the candidate grow as the company grows?
     
    Listen to the full podcast here:
     
    https://www.linkedin.com/video/live/urn:li:ugcPost:6785599256104370176/
     
    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.

    • 39 min

Customer Reviews

4.8 out of 5
24 Ratings

24 Ratings

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.

Polyglotte Inc. ,

Great way to learn about sales!

This is one of my favorite podcasts. I appreciate the lessons, the humanity and learnings I’ve been able to implement. It’s been transformative for myself and my business. Even my family and friends have noticed. I would recommend this podcast to anyone looking to grow as an entrepreneur or business leader.

ethanbeute ,

Guests Who’ve Been There and a Host Who’s Been There

Highly recommended. Scott is both smart and accomplished with regard to growing startups - but he remains extremely curious. He’s cultivated a strong guest list and community and brings the best out of those he talks with.

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