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. 153: Avoiding the South Park Model for Enterprise Account Management – A Conversation with Monica Stewart

    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 min
    Ep. 152: Running the Enterprise Deal Ultramarathon

    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.

    • 1 hr 1 min
    Ep. 151: Why Outbound is a Moral Responsibility for Startups – A Conversation with Seamless.ai Founder, Brandon Bornancin

    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 min
    Ep. 150: Top 3 Problems, Dolphin-Swimming & Avoiding Managers as Sales Team Hires – Building Your Sales Process with Scribe Founder, Jennifer Smith

    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 min
    Ep. 149: LinkedIn Prospecting: The Rule of 3 & Finding Lurkers – A Conversation with Alignd Founders Morgan Smith & Nicholas Thickett

    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 min
    Ep. 148: Develop Your LinkedIn Real Estate & Hiring Sales Talent in the Caribbean – A Conversation with Jarrod Best-Mitchell

    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 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.

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