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In this episode of the Startup Selling Podcast, I interviewed Jason Bay. Jason is the Chief Prospecting Officer at Blissful Prospecting. He helps reps and sales teams who love landing big meetings with prospects—but hate not getting responses to their cold emails or feeling confident making cold calls. A few of his clients have included reps and sa…
 
When you’re a startup with the latest and greatest new product, there’s no shortage of interesting conversations. Everyone wants to see the new, cool thing you’ve built. But every demo feels like a fireworks show – everyone’s excited, you get lots of applause when it’s over, then everything goes dark. Getting deals to move through your pipeline fee…
 
Monday's are usually a day I'm feeling rested and ready to go for the week. Not today. As I sat there churning out my Morning Pages, I could just see where the day was headed. The coffee tasted bitter. My mind wandering everywhere. My brain felt spongy and dull. Today was supposed to be a day off from training to give my body a little extra break b…
 
I've got this thing when I'm training called "Headlamp Miles" – it's the miles I knock out in before the sun comes up. This morning, I hit *start* on my Garmin at 4:16am today for a 10-miler. It's not so much that I have to practice #running in the dark (though it does help come race day...). It's more about making the time to train. I'm a husband …
 
I don't know about you, but whenever I've got something that seems hard in front of me, I get a little anxious... 😳 I worry that I'm not ready... 😳 I worry that I won't do well... 😳 I worry the thing in front of me will be even tougher than I thought... This past week was like that EVERY DAY as I looked at my training regimen and work schedule. Aft…
 
This is a tough week, a transition week. As of today, I'm 3.5 weeks since the Western States 100 and 3.5 weeks until my next race – the Castle Peak 100k up in Tahoe. I've been running and training the last two weeks, but this is the real week to get back to race preparation mode – early mornings, getting out on the trail, two-a-day workouts, and a …
 
In this episode of the Startup Selling Podcast, I interviewed Jay Webb. Jay runs a search firm that focuses on helping early to mid-stage companies hire sales leaders and enterprise salespeople throughout North America. He’s also the host of the Over Quota podcast which features in-depth interviews around vision, strategy, and execution with revenu…
 
Here it is... The 4th and final, installment of my post-race "Startups are Ultramarathons – Lessons from the Trail" from the 2021 Western States 100 Ultramarathon. In the first three installments, I shared these 8 lessons – Find Experts. Do the [Right] Work. Preparation, Planning & Visualization. Focus on Your Locus Be Confident. Ask for Help. Give…
 
This is the third installment of my post-race "Startups are Ultramarathons – Lessons from the Trail." The first two installments of these Startup Selling Lessons from the Trail included: Find Experts. Do the [Right] Work. Preparation, Planning & Visualization. How to Focus on Your Locus Act with Confidence. Getting help along the way. In today's in…
 
This is the second installment of my post-race "Startups are Ultramarathons – Post-Race Lessons from the Trail." The first installment of these Startup Selling Lessons from the Trail, included: - How to leverage experts, - The single biggest factor in the pursuit of BHAGs, and - Removing variables from the journey through planning, preparation, and…
 
It's been nearly two weeks since I ran the Western States 100 – a 100-mile ultramarathon from Olympic Village in the Sierra Nevadas to Auburn, CA. Every day since then, I've been reflecting back on the race – what I accomplished, what I learned, and how I prepared for the oldest, and arguably most prestigious, ultramarathon in the world. Here is th…
 
These are final two pre-race "Startups are Ultramarathons: Lessons from the Trail" leading up to the 2021 Western States 100 ultramarathon. I'll get to the full-on race report in a series of future posts... If you've missed the previous three segments, you can find them here on LinkedIn or the Startup Selling Podcast. #7: Incrementalism To do hard …
 
It's less than 3 days from the race start – the Western States 100 – an ultra-marathon from Olympic Valley in the Sierra Nevadas to Auburn, CA near the Sacramento Valley. I didn't sleep well two nights ago – waking up at 1:30am with some pre-race anxiety. That's normal, and expected. Having a few nerves is good – it keeps me focused on every last d…
 
On June 26th at 5 am, the gun went off and I took my first step in the Western States 100 – a 100.2 mile ultra-marathon from Olympic Valley, CA to Auburn, CA. The course included more than 18,000' of elevation climb and daytime temperatures of more than 100 degrees. I officially started training on Jan 4th – six months of daily effort – more than 1…
 
Startups are ultramarathons, even though most of us are sprinting every day – Sprinting to the next product release... Sprinting to nail down the next sale... Sprinting to get to the next funding round... Even though you're sprinting every day, it's important to remember that the path you chose is a long journey. Over the past six months, I've been…
 
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 ro…
 
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 e…
 
“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/ Th…
 
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 L…
 
"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 …
 
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 p…
 
In a recent podcast, I shared how CONSISTENCY is a key principle in my ultra-running, business, and life in general. Three (3) strategies that have helped me are... 1/ Schedule Everything I mean EVERYTHING, so I can see what time is actually available in my day & where I can trim or trash tasks that are low-value negative value. I add my Saturday t…
 
In this episode of the Startup Selling Podcast, I interviewed David Priemer. Like most of us, David never thought he'd end up in sales! He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams at high-growth technology compa…
 
I'm reading "Trillion Dollar Coach" by Eric Schmidt about Bill Campbell – a coach to some of the top Silicon Valley executives – including Steve Jobs and Schmidt himself. This week, Tim Ferriss shared his interview with George Mumford – a person most people don't know. But you know the athletes he coached – including Michael Jordan & Kobe Bryant. I…
 
In 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 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. Amy created Avenue Talent Partn…
 
CONSISTENCY is a principle that's made the biggest difference in my ultra-running training and my work. Consistency means putting in the work. Every. Day. No matter what. (BTW... If you want a hand with this, send an email to scottsambucci@salesqualia.com with the word *CONSISTENCY* and I'll share how I can help.) On the trail, I have a mantra – "R…
 
When it's 3am and you can't sleep, what do you do? I had a choice – I could lay awake in bed, frustrated that I'm not sleeping and letting all of the thoughts racing through my mind take over, or I could treat it as an opportunity to do something. On Monday, I woke up at 12:30am, my head spinning with all of the projects we're working on – building…
 
Just because a lead requests a demo, doesn't mean they get a demo. They have to deserve it. And it's your job to qualify every lead. You wouldn't you walk into a doctor's office and say – "Show me your medicines." Diagnosing your problem a necessary step before that doctor would know know if or how they could help. Your sales leads are no different…
 
I know you're frustrated and tired. We all are. A year ago, I packed my bags for a two-week New Zealand trip to teach a workshop, run a 100-mile ultramarathon then tour the north island in a camper van. A year ago we had the first confirmed COVID case in the US. Since then, we've had lockdowns that forced us to change how we live our lives. We expe…
 
Don’t believe everything you think. Relationships first. There’s no such thing “All” and “Everyone” Your Prospects don’t panic-buy, so don’t panic-sell Customers buy Outcomes, and simple steps create stable outcomes. Slow is Smooth, and Smooth is Fast. Be the Mayor of your town. People will borrow certainty from the person who has the most of it in…
 
You know more about the problem your product solves that anyone – that’s why you started your company in the first place. No one else is solving the problem the right way, or none of the current products work. 57% of the purchase decision is made before a prospect contacts you & 67% of the buying journey is now done digitally. You HAVE to be front …
 
In this episode of the Startup Selling Podcast, I was interviewed by Andrew Verboncouer. Andrew is one of the Partners and CEO at Headway and has spent over 15 years in product design, product strategy, and development. Headway helps startups and corporate innovation teams launch and grow new digital products in FinTech, Healthcare, Logistics, and …
 
Robert L. Wallace is an internationally known entrepreneur, author, business consultant, and keynote speaker. With more than four decades of industry experience spanning engineering, energy, IT, and executive coaching, Bob leverages his expertise to educate and inspire entrepreneurs, executives, and audiences around the world. Growing up in the hou…
 
In this episode of the Startup Selling Podcast, I interviewed Tom Searcy. By the age of 40, Tom had led four different corporations from revenues of less than $10 million to greater than $100 million, each in under four years. He is now the Founder and CEO of Hunt Big Sales, a fast-growth consultancy and thought leadership organization. Using his s…
 
Mary Grothe is a former #1 MidMarket B2B Sales Rep who after selling millions and breaking multiple records, formed House of Revenue™️, a Denver-based firm of fractional Revenue Leaders who currently lead the marketing, sales, customer success, and RevOps departments for 10 companies nationwide. In the past year, they've helped multiple 2nd-stage-g…
 
In this episode of the Startup Selling Podcast, I interviewed Richard Smith. Richard is the Co-Founder and Head of Sales for Refract. He has 10+ years of sales experience working for and building high activity and scalable outbound software sales teams. He has been a regular contributor to leading sales content sites such as Hubspot and SalesHacker…
 
Hiring SDRs vs Outsourcing – Which option is better, and when should we bring in some help on our Outbound Strategy? That's a question I got 3 times THIS WEEK from #startup founders... It’s now a classic conundrum for #B2Bstartup founders that want to kick off their #Outbound Selling strategy. Two perspectives: Running your outbound in-house means …
 
The pipeline's thin. Lead gen is a grind. You’re booking demos and slinging proposals, but deal flow is slow. Or maybe never really got going in the first place… Your early customers were easy to convert and are seeing massive results, but reaching that magic $1mm ARR mark is way tougher than you thought. And you need to hit that next revenue miles…
 
Start at the Beginning... It's January 4th. The Internet is slow. Zoom keeps cutting out. Slack isn't working. After holidays every year, I feel disappointed that I didn't get all the projects done I wanted during the break. I feel anxious about jumping back into the flow of work. Where should I start? What should I do first? Then I tell myself – T…
 
It's a simple model: 1/ Contacts – Who you contact (your target prospect) & How (how many, how often) 2/ Conversations – Focusing on engagement by identifying problems and qualifying your leads. 3/ Conversions – Showing ROI and giving clarity on implementation. But the real question is whether or not sales really is your top priority... (This is th…
 
In this episode of the Startup Selling Podcast, I interviewed Jeremy Macleod. As a proud Kiwi, Jeremy hails from the North Island of New Zealand and has been fortunate enough to call Wellington, Sydney, London, and San Francisco home at various times in his life. He has an addiction to working with some of the most exciting businesses in the world,…
 
In this episode of the Startup Selling Podcast, I interviewed Arjun Rai. Arjun Rai is an NYC based entrepreneur who is on a mission to support small businesses with the power of visualized data science and artificial intelligence for digital marketing at HelloWoofy.com. He is a firm believer that every SMB should have an unfair advantage to compete…
 
In this episode of the Startup Selling Podcast, I was interviewed by Tom Pisello. Known as the ROI Guy, Tom is the host of the EVOLVERS podcast series, author of the book Evolved Selling, founder of the Evolved Selling Institute, and Chief Evangelist for sales enablement platform provider Mediafly. Tom is a successful serial entrepreneur, founder o…
 
In this episode of the Startup Selling Podcast, I interviewed Todd Caponi. Todd 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 h…
 
In this episode of the Startup Selling Podcast, I interviewed Doug Brown. Doug C. Brown is a highly acclaimed Sales Revenue Growth Expert and an international bestselling author. He has coached, consulted, and advised thousands of people in business as well as companies including Enterprise-Rent Car, Nationwide, Intuit, Proctor and Gamble, CBS tele…
 
Just because a lead requests a demo, doesn't mean they get a demo. They have to deserve it. And it's your job to qualify every lead. You wouldn't you walk into a doctor's office and say – "Show me your medicines." Diagnosing your problem a necessary step before that doctor would know if or how they could help. Your sales leads are no different. You…
 
In this episode of the Startup Selling Podcast, I interviewed Todd Caponi. Todd 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 h…
 
Lead generation and filling your sales funnel is the most important sales work your startup needs do every day. That's why "Funnel Fillers" are one of the 9 key Sales Accelerators that every startup needs to build and run to get more repeatability and predictability in their sales process. In this video, I'm sharing three (3) foundations of a Funne…
 
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