Startup Selling: Talking Sales with Scott Sambucci

In this episode of the Startup Selling Podcast, I interviewed Leslie Venetz.   After 15 years as a top-performing B2B sales professional and people leader, Leslie is an expert in building elite sales organizations. As the founder of Sales Team Builder, Leslie uses her expertise to partner with organizations that want to build inclusive, buyer-centric sales teams.  Leslie is committed to making sal...

In this episode of the Startup Selling Podcast, I interviewed Jen Spencer.   Jen Spencer is the CEO of SmartBug Media®, a leading Intelligent Inbound® marketing agency that assists both B2B and B2C e-commerce businesses in growing revenue by generating leads, scaling revenue operations, and building market awareness through digital content, design, and web development. Jen is an influential though...

In this episode of the Startup Selling Podcast, I interviewed Todd Caponi.   Todd Caponi 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 has guided two companies to successful exi...

In this episode of the Startup Selling Podcast, I interviewed Andy Paul .   Andy's hit "Accelerate Your Sales" podcast was acquired by Revenue.io in 2020. Since re-named "Sales Enablement with Andy Paul", the show continues to inspire thousands of sales professionals each week.    Andy has also written two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales".    He is ranked #8 o...

In this episode of the Startup Selling Podcast, I interviewed Jeff Bajorek.   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...

The 3 Key Parts of Every Product Demo (and none of them are you product...)   Been working on product demos with a few clients the past few weeks and wanted to share a critical mindset shift to make when it comes to product demos…   In this video, I'm showing you a simple model that I teach to our clients all the time that will help you avoid prospects ghosting you after your demos.   Even better,...

I scrapped the snazzy sales framework I had ready to go because...   I've got something else that's more important – it's about what's going on out there.   Unease. Uncertainty. Anxiety. Seems everyone's feeling it.   Maybe not everyone. Maybe everything is honky-dory & hockey stick in your world – I hope that's the case. I want that for every company founder.   But if it's not all puppy dogs and...

In this episode of the Startup Selling Podcast, I interviewed Dan Martell.   "You can only keep what you give away." That's the mantra that's shaped Dan Martell from a struggling 20-something business owner in the Canadian Maritimes to a successful startup founder who's successfully raised more than $2 million in venture funding and exited not one... not two... but three tech businesses: Clarity.f...

In this episode of the Startup Selling Podcast, I interviewed Ernest Owusu.   As the Sr. Director of Sales Development at 6sense, Ernest Owusu leverages his passion for helping others succeed as well as his insights from the field to foster a winning team. With previous experience as an NFL athlete, Ernest thrives in team environments full of high collaboration and healthy competition. Outside of...

In this episode of the Startup Selling Podcast, I interviewed Andy Mowat.   Prior to founding Gated, Andy has run marketing and operations at Upwork, Box, and Culture Amp. His vision and expertise set the tone for the entire Gated team - as we build a solution and a movement to fix email, for everyone.   You get too much irrelevant email. Gated is a free, intelligent email solution that reduces un...

In this episode of the Startup Selling Podcast, I interviewed Ethan Beute.   Chief Evangelist at BombBomb, Wall Street Journal bestselling co-author of Human-Centered Communication and of Rehumanize Your Business, and host of The Customer Experience Podcast, Ethan Beute has spent the past decade helping business professionals be more personal and human through simple video messages. He's sent more...

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 Volas 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. She created Avenue Talent Partners to help with the tremendous task o...

In this episode of the Startup Selling Podcast, I interviewed Aaron Krall.   Aaron runs SaaS Growth Hacks, the largest SaaS community in the world with over 24,000 members. He helps B2B SaaS companies increase their leads and demo conversions using his SaaS Growth Playbook model.    He has personally worked with 100's SaaS companies across dozens of industries and has helped 1000's more attract th...

In this episode of the Startup Selling Podcast, I interviewed Jess Todtfeld.   Jess shows executives and c-suite leaders how to BE Magnetic — how to quickly gain the confidence and skills to master speeches, presentations, and media interviews.   Jess, CSP, is one of the leading communication and media training authorities in the U.S. With more than 17 years as a communication trainer and consulta...

Did a keynote talk at a client's Sales Kickoff this week. They asked me –   "How do you keep people engaged in a sales call, or in the sales process in general?"   The first answer that came to mind was to remember that your prospects are people. They have stuff happening all around them everyday, just like you.   Personal stuff. Family stuff. Health stuff. COVID. Kid stuff. Spouse stuff.   Sure,...

What most CRMs reflect as "Stages" in a company's sales process, are really just reasons for sales opportunities to stall out…   Qualification is not a stage. Demo is not a stage. Proposal is not a stage. Contract is not a stage.   These are all just opportunities for sales opportunities to slow down, grind to a halt and end up in "long-term follow-up."   Why?   Because the right way to treat qual...

In this episode of the Startup Selling Podcast, I interviewed Selling Boldly Author, Alex Goldfayn.   Alex is a global sales consultant, speaker, and author of a Wall Street Journal best-seller called Selling Boldly.   The Revenue Growth Consultancy creates an average annual revenue growth of 10-20% for its clients. About once a week, he delivers keynote speeches, sales kickoffs, breakout sessions...

In this episode of the Startup Selling Podcast, I interviewed Cirrus Insight Co-Founder Brandon Bruce.    Brandon is the Co-Founder and Chief Operating Officer at Cirrus Insight. Since founding the company in 2011, Cirrus Insight has been listed in the Inc 5000 ranking for three years in a row — A list of the nation's fastest-growing private companies.   Cirrus Insight is an all-in-one sales produ...

In this episode of the Startup Selling Podcast, I interviewed John Roberts.   John founded Successly in 2016, a company dedicated to helping Customer Success teams make a big impact. John recently moved to Silicon Valley after a successful run guiding his previous startup – Buzz. Report – in North Carolina.   3 Key Takeaways from this podcast:   Customer Success is a Business Model. If you have to...

In this episode of the Startup Selling Podcast, I interviewed Damian Thompson.   Damian is the co-founder and Chief Customer Officer at LeadFuze, a company that provides automated lead generation software that helps B2B companies find leads and have more sales conversations automatically. Damian has led sales teams in a dozen countries, coaching 200+ professionals to more than $100 million in sale...

In this episode of the Startup Selling Podcast, I interviewed Marylou Tyler.   Marylou is the author of Predictable Revenue and Predictable Prospecting. She has worked with a number of co-authors and produced a book that will certainly help any startup company out there. Being one of the best sales enablement strategists, she is an expert when it comes to maximizing your resources and is always wi...

In this episode of the Startup Selling Podcast, I interviewed Louis Jonckheere.   Louis is Co-founder and Co-CEO of Showpad. Showpad activates millions of pieces of content for over 850 companies around the world, including Johnson & Johnson, Fujifilm, Audi, Intel, and Kimberly-Clark.   Some of the key topics and questions that we covered in this podcast are:   What types of content works best to...

Days get crazy running your startup – sales, customers, fundraising, hiring, firing, product, managing...   At home, we've got kids home from school because of quarantines, Veteran's Day, Thanksgiving.   Far away, we've got loved ones we haven't seen in two years.   Every day is a reason to be a little anxious. To be a little worried. To go a little nuts.   So always, every day, make time for your...

Mia Paulus is the Founder & CEO of The Admin Center. I've worked with Mia over the years and The Admin Center is a critical part of my company's success and ability to scale. Mia and her teams work with their companies large and small by providing virtual receptionist, bookkeeping, customer support, marketing, social media and almost any else you can think of…    This podcast is just a little bit...

David Sandler famously said:    "If you don't have a process for selling you're at the mercy of your buyer's process for buying."    One of the biggest challenges startups selling to the enterprise have is keeping control and momentum through the sales process.   As a startup, when we're selling our new product, knowing our sales process is crucial to landing your next customer.   Why?    Because...