Startup Selling: Talking Sales with Scott Sambucci

In this podcast episode Scott explores the dynamic interplay between personal growth, entrepreneurship, and breaking through limitations. After a period of introspection in 2023, Scott reemerged with a fresh perspective, attracting consulting clients and revamping the podcast format. Now, in 2024, join us for the "Go Farther" series, where we spotlight individuals who have defied conventional wisd...

Scott and Christopher engage in conversations covering various subjects, including founder-led sales and common fundraising errors. Additionally, they delve into the details of the Rally Innovation Summit, highlighting its emphasis on fostering collaboration across different sectors. Christopher stresses the significance of participating in events like Rally, as they provide valuable opportunities...

In this episode, Scott and Ryan discuss the importance of referrals in building an effective sales strategy, including the key components of a referral process and the importance of consistency. They also discuss using AI for sales, with Ryan sharing tips and tactics for implementation. Scott promotes his coaching program, Startup Selling, and encourages listeners to email him for a free consultat...

Amy is an enterprise sales fanatic and startup junkie with over 20 years and $100M+ worth of deals closed. She's experienced how startups too often short-circuit their potential (and their salespeople's) by missing the mark on one very important thing: recruiting. This is where Amy and ATP come in! Amy is well known on LinkedIn and on the sales speaker circuit, hosting and Co-Founding the very pop...

In this episode, Scott focuses on the principle:   "Relentless Forward Progress."

In this episode, Scott focuses on the principle:   "Extreme Ownership."

Meet Eric Quanstrom, the Chief Marketing Officer at CIENCE, where he leads all marketing efforts from creating brand awareness to cultivating passionate fans. With a wealth of experience in marketing, digital media, technology, and strategy, Eric brings a unique perspective to his role. Prior to joining CIENCE, Eric held various executive positions, including CMO at Pipeliner CRM, Nimble, and Sore...

In this episode, Scott focuses on the principle:   "Hire slowly, fire quickly."

Wes Bush is a challenger. He's challenged himself by running marathons, skydiving, and building a remote business. He's challenged an entire industry to find a better way to approach SaaS growth. Wes is allergic to the status quo. As founder and president of the ProductLed, Wes spends his days teaching SaaS businesses how to flip the traditional sales playbook on its head and build products that s...

Collin Mitchell - 4x founder and the Chief Evangelist at Humantic AI Meet Collin Mitchell, a 4x founder passionate about Sales, Entrepreneurship, and Podcasting. Collin is the Chief Evangelist at Humantic AI where they are helping sellers personalize the entire sales process to build more rapport and close more deals. Collin is also the host of Sales Transformation. He started with nothing but man...

This is Part 6 of our series – First Principles for Startup Founders   In this episode, Scott shares why EVERY startup must find a niche within their TAM as a starting point for sales, growth, and achieving Product-Market Fit down the road.   The reason this is such a critical part of your sales processes is because it is IMPOSSIBLE to sell to every customer type in your total addressable market....

This is Part 5 of our series – First Principles for Startup Founders    In this episode, Scott shares why startup founders MUST establish Product-Problem Fit BEFORE they establish a Product-Market Fit product.   Most founders I talk with started their company because they saw a big problem in the market or a big gap with the existing solutions.   The very first thing we need to do when we're going...

This is Part 4 of our series – First Principles for Startup Founders   In this episode, Scott talks about why ACTION is essential to learning when it comes to your startup's sales and GTM process.   Ideas are great, implementation is better. Because that's the ONLY way you know if your idea is any good, collect metrics and know how to improve. To understand what is our target market? Who are we se...

Bocar is a thought leader within the GTM landscape, being a Sales Coach at the Harvard Business School, revenue.fyi, and scalingto100.com. He was an early employee at Hootsuite, starting as a sales rep, pre-revenue, leading multiple GTM teams throughout its growth to $150M+ ARR, 1500+ employees and ~$300M in funding. Since then, his roles have been to consistently build out new revenue growth engi...

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 hi...

This is Part 3 our series – First Principles for Startup Founders   In this episode, Scott focuses on the principle:   "No one cares about your product."   In this episode, Scott talks about a very basic principle that might be one of the most obvious once you hear it, but is often most difficult for many startups to implement.   Your prospects only care about the problem that they're dealing with...

Daily Dose: First Principles for Startup Founders – Sales is an Everyday Activity [Part 2]   This is Part 2 our series – First Principles for Startup Founders   In this episode, Scott focuses on the principle:   "Sales is an everyday activity."   Booking booth space at a few industry conferences… Outsourcing your lead gen work to an SDR firm to batch and blast your market… Paying a marketing firm...

When things get tough, go back to First Principles. That's what these next few podcast episodes are all about.   In this episode, Scott focuses on the principle:   "Focus on Now now; worry about Later later."   I'm seeing a lot of trepidation in the market right now, especially for startup founders, and founders are nervous for lots of reasons.   First, founders are seeing and feeling the crunch w...

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 g...

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 😉...

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 salesp...

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 sta...

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. Nic...

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...

In this episode of the Startup Selling Podcast, I interviewed Amy Hrehovcik.   Amy Hrehovcik is a revenue human for life and card-carrying member of #TeamHuman. After selling enterprise tech for a decade, Amy pivoted to Sales Enablement where she built out two sales enablement departments. These days, Amy helps sales leaders launch their first internal sales enablement podcast. Who says learning t...