Startup Selling: Talking Sales with Scott Sambucci

In this episode of the Startup Selling Podcast, I was interviewed by Scott Cowley.   Scott Cowley began selling at 15 and has helped industries ranging from Healthcare to Fintech to Event Management. Scott has personally closed deals on every inhabited continent (if you can help him with the only uninhabited continent, Antarctica, please reach out) and led teams selling in multiple languages.  He is the founder of The Sales Mastermind, a business serving founders who sell but aren’t “sales” people with consulting, coaching, and community. Some of the topics that we discussed in this episode are: What is it that most founders don’t know about sales? How sales is a process and how it works.  Why should you never think about sales as “closing the sale”. Implementation in the sales process. How to avoid proposals? How to lead the sale? Mistakes that founders make when it comes to building up their sales process.  When and how to find repeatability in your sales process so you can hire and grow your sales team. Why should sales be 6 months ahead of the product? Link & Resources:   Scott Cowley on LinkedIn: www.linkedin.com/in/scottcowleyau The Sales Mastermind: www.thesalesmastermind.com   Listen & subscribe to The Startup Selling Show here: Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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

In this episode of the Startup Selling Podcast, I interviewed Ethan Beute.   As the Chief Evangelist at BombBomb, coauthor of Rehumanize Your Business, and host of The Customer Experience Podcast, Ethan has collected and shared people’s video success stories in a variety of formats for a decade. He’s even sent 10,000 videos himself.    Prior to joining BombBomb, he spent a dozen years leading marketing teams inside local television stations in Chicago, Grand Rapids, and Colorado Springs.    He holds undergraduate and graduates degrees from the University of Michigan and UCCS in communication, psychology, and marketing.   Some of the key topics that we discussed in this episode are:   How to rehumanize your sales process? What does it mean to be more human? How do we use videos as a tool kit? How video allows you to be more empathetic and curious in a way that email cannot do.  Being seen and heard by using videos The paradox of vulnerability The psychology of proximity Social reciprocity Commodified products  Video creates irrational buyer forces   Link & Resources: Ethan Beute LinkedIn: linkedin.com/in/ethanbeute BombBomb Website:   bombbomb.com BombBomb on LinkedIn: www.linkedin.com/company/bombbomb Rehumainze Your Business by Ethan Beute: bombbomb.com/book   Listen & subscribe to The Startup Selling Show here: Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.  

In this episode of the Startup Selling Podcast, I interviewed Andy Paul.   Andy has written two award-winning sales books, Zero-Time Selling and Amp Up Your Sales, is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. 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.    With more than 175,000 followers on LinkedIn, Andy is a highly sought-after speaker and sales sage who has made it his life's work to bring you strategies and insights that enable you to generate more wins and massive value.    Some of the key topics that we discussed in this episode are:   Topics & Key Words:   The importance of relationships in Sales Courage Sales Manager vs Sales Coach Misallocation of Attention Productivity Growth: https://www.bls.gov/lpc/prodybar.htm Returns of Time Invested Parado       Link & Resources:     Andy Paul on LinkedIn: www.linkedin.com/in/realandypaul Andy Paul: Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions: amzn.to/30IxUQ0   Sales Enablement Podcast with Andy Paul:  www.ringdna.com/sales-enablement-podcast-with-andy-paul   Herbert Simon: Bounded Rationality: amzn.to/33IYeeK   Herbert Simon: Administrative Behavior:amzn.to/2Gv112x   Paradox of Choice: amzn.to/33IROwd   Peak-end Rule: en.wikipedia.org/wiki/Peak%E2%80%93end_rule   New B2B Buying Journey & its Implication for Sales: www.gartner.com/en/sales/insights/b2b-buying-journey   The Identification of Solution Ideas during Organizational Decision Making: www.jstor.org/stable/2632813   Meet Liverpool's secret weapon: throw-in coach Thomas Grønnemark: es.pn/3nE9qBx   Zero-Time Selling: 10 Essential Steps To Accelerate Every Company's Sales: amzn.to/3nvfZpD   Listen & subscribe to The Startup Selling Show here: Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.  

As soon as you begin to think that there's a good time or a bad time, you've lost it. Your prospects are out there, every day on different channels. Find them and talk to them.   When I was at Blend, Sunday afternoons were my best day. Why? Because the executives I was targeting were catching up on email and messages from their home office.   When I sold textbooks 25 years ago, I'd walk the university hallways into the late afternoon to find that one professor in the office.   Today, running SalesQualia, our future customers are startup founders. It's Friday at 5:16pm and we just booked two meetings for next week from LinkedIn chat messages.   Prospecting is a mindset – either you believe in your bones that your customers want to hear from you because you solve an important problem, or you're just going through the motions.   Make it happen for yourself.   Check out the LinkedIn Live here: https://www.linkedin.com/posts/scottsambucci_whens-the-best-time-to-do-your-prospecting-activity-6710340824145702912-kPzm   Listen & subscribe to The Startup Selling Show here: Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

Every day feels like a race when you're growing your startup.   But do you have a system in place to get better along the way between those races – to build your strengths, to improve where you need?   For me, "getting out to the garage" means committing time and effort everyday, no matter what, to get better.   Where's your garage?   Check out the LinkedIn Live here:   www.linkedin.com/video/live/urn:li:ugcPost:6701843992394440704   Listen & subscribe to The Startup Selling Show here:   Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.  

In this episode of the Startup Selling Podcast, I interviewed Nick Casale.   Nick is the Director of Sales at Sendoso, the leading Sending Platform, where he’s responsible for the mid-market and enterprise sales teams. As the third employee and first sales hire, Nick built Sendoso’s sales process from the ground up before stepping into management to focus on scaling the sales organization.    Nick is passionate about empowering sales reps to rise above the digital noise and connect with prospects and customers on a human level. Prior to Sendoso, Nick was an early sales hire at Talkdesk.   Some of the topics that we discussed in this episode are:   The difference between implies versus actual ROI. How to track the results from sending a physical object? The three specific areas in your sales funnel where you could be using physical impressions. These are:  At the start of your sale “engagement” stage Using it mid-funnel as a way to build rapport to pull a deal from early, to middle, to late stage. At the end of the sales funnel “close to conversion”. What are some gifts/objects that you could be sending? How gifts can help you with building a relationship and in your conversion rate.  Nick’s experience as an early-stage company leader and moving from Account Executives to Director role.      Link & Resources:   Sendoso: sendoso.com  Nick on LinkedIn: www.linkedin.com/in/casalenick   Listen & subscribe to The Startup Selling Show here: Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

In this episode of the Startup Selling Podcast, I interviewed Anthony Garcia.   Anthony is an expert in sales training, recruiting, goal achievement, and motivating salespeople to peak performance. He created his 1st business and built a team of over 100 sales reps at the age of 22 and has gone on to coach and mentor hundreds of top-performing sales professionals whose accolades have been national rep of the year, rookie of the year, and hall of fame.    As an 18-year veteran of sales, Anthony has achieved top accolades in direct sales, B2B, and medical sales.  In his previous roles, he has trained and developed sales teams for Cutco Cutlery and Paychex.  His experiences have included managing teams of highly compensating sales professionals, facilitating international training programs, and launching products in new and emerging markets.    As the author of the International Best-Selling book “Catapulting Commissions”, he provides strategies to get into the mental game of selling. Anthony has delivered numerous keynotes focusing on complacent sales syndrome, goal achievement, and S.M.A.R.T.E.R. goal setting. He is also the host of the Catapulting Commissions podcast where he discusses the complacency that robs people of their full potential and interviews some of the world’s top sales performers and entrepreneurs.   His thoughts and opinions have been featured in Forbes, CNBC, FOX, and CBS.     Some of the topics that we discussed in this episode are:   The importance of identifying limits. The limitations that we have and could be preventing us from hitting your next phase of growth. “Crossing the Redline” when selling your product. The complacent sales syndrome and how it’s robbing your growth.  How can you become a “dream manager” so that you can understand your team? How do you help push your team to get to the outcome they want to achieve? Catapulting Commissions and understanding how to get to the next big outcome. The power circle of influence (people that support you).  How do you eliminate doubt? The importance of getting clarity with you and the people around you.      Link & Resources:   Website: anthonypgarcia.com   Anthony on LinkedIn: www.linkedin.com/in/anthonypgarcia99   Catapulting Commissions by Anthony Garcia: www.catapultingcommissions.com/free-book-page1593218776016     Book: Dream Manager Matthew Kelly: amzn.to/3hA0IzD       Listen & subscribe to The Startup Selling Show here: Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

In this episode of the Startup Selling Podcast, I interviewed Doug Sandler.   Doug has over 30 years of business experience as an entrepreneur and leader. His book, Nice Guys Finish First is a #1 ranked Amazon Best Seller.  As podcast host of The Nice Guys on Business Podcast, Doug has interviewed Gary Vaynerchuk, Arianna Huffington from HuffPost, Dan Harris from Good Morning America, Ron Klain, White House Chief of Staff, and dozens of celebs.    Doug specializes in teaching others the "how-to's" of building relationships and strengthening connections. He is a nationally recognized speaker and writer.     Some of the topics that we discussed in this episode are:   The importance of using podcasts as a way to influence and create community. The virtues of podcasting and how you could be using it in your market. The importance of having a specific market niche and how it can be helpful for your audience. Ford Mustang Podcast by Doug Sandler and how his message educates people. What are some ways to start your own podcast? How do you go from idea to implementation?     Link & Resources:   Doug Sandler on LinkedIn:www.linkedin.com/in/doug-sandler-1a346649 Nice Guys on Business Podcast: www.niceguysonbusiness.com TurnKey Podcast: www.turnkeypodcast.com/toolkit Nice Guys Finish First by Doug Sandler: amzn.to/2Z0jQAs   Listen & subscribe to The Startup Selling Show here: Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.

In this episode of the Startup Selling Podcast, I interviewed Doug Sandler.   Doug has over 30 years of business experience as an entrepreneur and leader. His book, Nice Guys Finish First is a #1 ranked Amazon Best Seller.  As podcast host of The Nice Guys on Business Podcast, Doug has interviewed Gary Vaynerchuk, Arianna Huffington from HuffPost, Dan Harris from Good Morning America, Ron Klain, White House Chief of Staff, and dozens of celebs.    Doug specializes in teaching others the "how-to's" of building relationships and strengthening connections. He is a nationally recognized speaker and writer.     Some of the topics that we discussed in this episode are:   Book: Nice Guys Finish First by Doug Sandler. How does being a nice person help you with sales? The importance of putting people over products whenever you’re selling. The importance of putting your clients over technology. Accepting the reality of the numbers when you’re selling and getting rid of the “Head-trash”.  The core tenants for making you a nice guy.  Focusing on your customers and being honest with them.            Link & Resources:   Doug Sandler on LinkedIn:www.linkedin.com/in/doug-sandler-1a346649   Nice Guys on Business Podcast: www.niceguysonbusiness.com   TurnKey Podcast: www.turnkeypodcast.com/toolkit   Nice Guys Finish First by Doug Sandler: amzn.to/2Z0jQAs     Listen & subscribe to The Startup Selling Show here: Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.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.