Episodes
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In this episode, Scott underscores the pivotal role of clarity, control, and confidence in attaining success, offering a structured approach to goal-setting. He emphasizes the importance of visualization, effective planning, and preparation, advocating for the mapping out of timeframes and conducting standups and meeting prep. Introducing the concept of account planning meetings for key accounts, Scott provides a detailed example of preparing for an on-site meeting, highlighting the significance of thorough planning and communication with stakeholders. Addressing customer needs, he stresses the ability to capitalize on opportunities and execute plans through principles of planning, preparation, and visualization. Additionally, Scott shares strategies for setting and achieving key performance indicators (KPIs) to reach specific goals and milestones, offering practical insights for effective implementation. Through actionable advice and real-world examples, Scott equips listeners with the tools and mindset necessary for achieving success in their endeavors.
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.
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In this episode, Scott underscores the crucial elements of clarity, control, and confidence in the pursuit of success, offering a structured approach to goal-setting. Emphasizing the significance of visualization and effective planning, he advocates for meticulous preparation through time mapping, standups, and meeting prep. Introducing the concept of account planning meetings for key accounts, Scott provides a detailed example of preparing for an on-site meeting, highlighting the importance of thorough planning and communication with stakeholders. Addressing customer needs, he stresses the ability to seize opportunities and execute plans by adhering to principles of planning, preparation, and visualization. Additionally, Scott shares strategies for setting and achieving key performance indicators (KPIs) to reach specific goals and milestones, offering actionable next steps for implementing account planning meetings, conducting standups and meeting prep, and blocking time for planning and preparation. Through practical insights and actionable advice, Scott equips listeners with the tools and mindset necessary for achieving success in their endeavors.
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.
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Missing episodes?
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In this episode, Scott delves into the transformative power of gratitude, emphasizing its profound impact on both personal and professional growth. He underscores the importance of recognizing abundance and opportunities, urging listeners to shift their mindset towards problem-solving and ownership. By reframing challenges as opportunities for growth and learning, Scott introduces a powerful strategy for overcoming obstacles and achieving success. Addressing customer needs, Scott emphasizes the significance of understanding and addressing prospects' problems, highlighting the importance of creating demand for software systems by solving real-world business challenges. Moreover, he stresses the value of aligning with customers' strategic priorities and seizing opportunities to assist them, fostering a sense of gratitude for the ability to make a positive impact. Through strategic insights and actionable advice, Scott empowers listeners to embrace gratitude as a catalyst for driving meaningful change and achieving their goals.
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.
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In this episode, Scott Sambucci delves deep into the transformative power of confidence, drawing from his rich tapestry of experiences, which include training for arduous 100-mile races and competing in Brazilian Jiu-Jitsu tournaments. Through captivating anecdotes and practical insights, Scott underscores the indispensable role of confidence in both professional and personal realms. He highlights the importance of instilling confidence in oneself and others, exemplified by a customer's approach to empowering soccer players on the field. Moreover, Scott addresses common challenges encountered by company founders, such as the tendency to seek constant validation, and advocates for the implementation of structured sales processes to bolster confidence and expertise in client interactions. Additionally, Scott offers invaluable guidance on navigating stakeholder engagements, providing strategic advice on pricing strategies and decision-making processes. Through actionable next steps, including assistance in webinar content creation and outreach strategies, Scott empowers listeners to cultivate unwavering confidence, refine their sales approach, and navigate complex business landscapes with conviction and resilience.
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.
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In this episode, Scott emphasizes the universal importance of resilience, offering three essential steps: commitment, control, and challenge. He shares a personal story of resilience during a demanding training run, illustrating the power of perseverance in overcoming obstacles. Customer needs revolve around persisting with business efforts, including prospecting and maintaining focus amid distractions. Budget considerations stress the ongoing necessity of consistent prospecting efforts in business operations. Scott introduces strategies for building resilience, such as leveraging past experiences and setting aside dedicated time for prospecting. Overall, the episode provides actionable insights for cultivating resilience in both personal and professional spheres, empowering listeners to overcome challenges and achieve their goals.
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.
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In Episode 4 of the Go Farther series, Scott delves into the intricacies of overcoming obstacles, drawing inspiration from the hero's journey archetype. He underscores the importance of maintaining flexibility and relentless progress in the face of challenges, urging listeners to view obstacles as integral parts of their own narratives. Throughout the episode, Scott emphasizes the significance of problem-solving, meticulous planning, and the willingness to seek assistance when encountering hurdles. He outlines a practical four-step process for adapting to obstacles, empowering listeners to confront challenges head-on with confidence and determination.
Key customer needs discussed include the potential loss of top clients, the ramifications of making a bad hire and navigating shifts in market demand. Stakeholder insights shed light on challenges such as team members' potential leave or illness, as well as personal emergencies impacting business operations. Customer budget considerations highlight the importance of asking for assistance when faced with obstacles.
In essence, Scott's episode serves as a beacon of guidance, reminding listeners to embrace challenges as opportunities for growth and to seek help when needed on their journey to success.
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.
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In this episode of the Go Farther podcast, Scott shares valuable insights into the art of staying focused on the present moment while effectively managing future concerns. He dives into practical planning strategies, emphasizing the importance of prioritization and time management for achieving productivity.
Throughout the episode, Scott addresses common customer needs and concerns, such as hiring decisions and budget considerations, offering practical advice applicable to various industries and scenarios. Stakeholder discussions revolve around organizational strategies and pipeline management, providing actionable insights for listeners.
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.
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Join Scott as he recounts his transformative experience with the Uberman triathlon, sparking the inception of GoFarther. In this episode, he highlights the importance of tackling difficult challenges and forging personal frontiers.
With fervor, Scott encourages listeners to pursue bold ideas, emphasizing the invaluable lessons learned through adventurous endeavors. Tune in for inspiration to embrace discomfort, push boundaries, and embark on your own extraordinary journey of growth and discovery.
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.
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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 wisdom, embraced challenges, and achieved extraordinary success while balancing personal and entrepreneurial responsibilities. Get ready to push your boundaries and redefine what's possible in life and business with practical insights and inspiring stories. Tune in and let's go farther together.
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.
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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 to achieve breakthroughs and adapt when needed.
About our guest:
Toph Day, CEO of Elevate Ventures is an active investor in the #1 most active seed & early stage Venture Capital Firm in the Great Lakes Region and #24 in the US. He is a best-selling author of Pillar-Based Marketing and has been a part of starting 8 different companies throughout his career in 7 different verticals. Toph has a perspective to offer on the “creative collisions” that will fuel the midwest’s growth as an innovation hub through Rally Innovation. Rally was developed to bring together companies, universities, entrepreneurs, and investors to forge the creative, cross-sectors that power innovation.
Some of the topics that we covered are:
- Toph’s Creative Collisions Term
- Rally Innovations Event
- Mid- west region as a hub for innovation
Links & Resources:
Rally Innovation: www.rallyinnovation.com/
Elevate Ventures: www.elevateventures.com/
LinkedIn: http://linkedin.com/in/christopherday2
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.
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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 consultation.
About our Guest:
Ryan Stanley is the Founder and CEO of Whale Boss where he helps Technology Founders grow from $1M-$30M through the principles he used to achieve the same results personally. Ryan Has taught over 800 CROs, VPs, or Leaders his proprietary Enterprise Sales frameworks for startups and companies like Google, Amazon Web Services, Stripe, Salesforce, Uber, etc.
Some of the topics that we covered are:
- AI and chat GPT In sales
- Effective ways to ask for referrals
- Examples of how AI is being used by SaaS founders.
Links & Resources:
Website: www.ryanstaley.io/
LinkedIn: https://www.linkedin.com/in/ryan-staley/
Podcast:https://podcasts.apple.com/us/podcast/the-scale-up-show/id1527278610
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.
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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 popular Thursday Night Sales, the #1 weekly Virtual Sales Happy Hour.
Prior to Avenue Talent Partners , Amy was the Director of National Accounts at ZipRecruiter, Enterprise Sales Director at Glid, and the Senior Executive Account Director at Indeed.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.
Some of the topics that we covered are:
Timing of Sales Personnel Hiring
Establishing a Solid Sales Foundation
Challenges Faced by Founders
Building a Supportive Startup Community
Links & Resources:
Website: www.avenuetalentpartners.com
Amy Volas on LinkedIn: www.linkedin.com/in/amyvolas
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.
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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 Sorenson Media. He also served as VP of Marketing at SightSpeed (acquired by Logitech, 2008), Director of Business DocuComp (acquired by DocsCorp), and West Coast head of the Fox Online Properties at News Corporation.
Eric holds an MBA in Marketing from San Francisco State University and a BA in Journalism from San Diego State University. As an Aztec, he takes pride in his alma mater's achievements.
Some of the topics that we covered are:
Three ways you can do outbound
List Building
Intent led outbound
Inbound led outbound
Working with an outsourcing agency
Ownership
Partnership
Readiness
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:
LinkedIn - https://www.linkedin.com/in/quanstrom/
Podcast: https://www.cience.com/podcast
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.
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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 sell themselves.
Wes holds a Bachelor’s Degree in Global Business and Digital Arts from the University of Waterloo. A respected business consultant, Wes understands that flashy marketing and hard sells can’t replace the value a customer receives from an exceptional product.
A strong brand and social proof are no longer enough to build trust with the modern buyer. People need to try before they buy. Product-Led Growth turns that philosophy into an executable business strategy.
Some of the topics that we covered are:
Product-led Growth vs. Sales-Led Growth
Approach to demonstrating value
When is it appropriate to use either or even both?
Strategies for growth
Onboarding New Customers
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:
Twitter - https://twitter.com/wes_bush
LinkedIn - https://www.linkedin.com/in/wesbush/
Website -https://productled.com/book/product-led-growth
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.
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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 managed to grow his first business from 0 to 5M ARR in 26 months!
Some of the topics that we covered are:
How to move away from Batch and Blast
Difference between Target Market and Persona
Importance of Specific Personalization
Buyer Personalities types
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:
Twitter - https://twitter.com/collinM_Sales
Facebook - https://www.facebook.com/Collin.SalesHustle
Instagram - https://www.instagram.com/collinm_sales/reels/
Youtube - https://youtu.be/qs61feJWbLw
LinkedIn - https://www.linkedin.com/in/collincmitchell/
Humantic AI Website - https://humantic.ai/
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.
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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.
Yes, you want to make a big impact, and you want to affect an entire industry. But for now there’s only a certain niche or sub-segment within that larger marketplace that you are able to sell to for a variety of reasons FOR NOW…
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👣 Now, let's talk about YOU and YOUR startup’s journey... 👣
If you're a startup CEO that's on your journey to make the climb to $100mm ARR...
If you’re one of those rare breed of founders that’s willing to acknowledge & accept that there are no shortcuts...
If you're willing to work step-by-step, day-by-day with patience, persistence & perseverance...
Then I’ve got some pretty incredible news…
I'm partnering with Amy Volas & Avenue Talent Partners to bring you a 2-day, IRL immersive experience specifically for startup founders & CEOs whose companies are selling to the enterprise.
Yes this an "In Real Life" event – next month at a top-notch location in a world-class city with 5-star amenities provided by us.
You'll work alongside Amy Volas, me, the SalesQualia team & an unrivaled peer group of fellow founders & CEOs ready to transform their business and mindset, and yours.
👇 Here's the criteria...👇
You MUST:
✅ Be a B2B tech startup founder doing at least $50k MRR right now.
✅ Be willing to invest time, energy and focus for two days to work on scaling your sales & your team.
✅ Be friendly & coachable – you will openly ask questions & share ideas.
✅ Acknowledge & accept there are no short cuts, hacks or magicians that will bestow you a $100m revenue engine.
✅ Keep a secret…
We have VERY limited space & tickets available for purchase because of our venue & how we’re running this IRL immersive event.
If this is you, and you’re ready to transform your business and yourself...
Check out the details here and how to save your spot for this exclusive, in-person, immersive event www.salesqualia.com/Chicago2023
Let’s do this, shall we?
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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 out and selling is to make sure that our product solves a problem for our future customers AND to establish what sort of customers to target early in the company’s sales work.
—
👣 Now, let's talk about YOU and YOUR startup’s journey... 👣
If you're a startup CEO that's on your journey to make the climb to $100mm ARR...
If you’re one of those rare breed of founders that’s willing to acknowledge & accept that there are no shortcuts...
If you're willing to work step-by-step, day-by-day with patience, persistence & perseverance...
Then I’ve got some pretty incredible news…
I'm partnering with Amy Volas & Avenue Talent Partners to bring you a 2-day, IRL immersive experience specifically for startup founders & CEOs whose companies are selling to the enterprise.
Yes, this an "In Real Life" event – next month at a top-notch location in a world-class city with 5-star amenities provided by us.
You'll work alongside Amy Volas, me, the SalesQualia team & an unrivaled peer group of fellow founders & CEOs ready to transform their business and mindset, and yours.
👇 Here's the criteria...👇
You MUST:
✅ Be a B2B tech startup founder doing at least $50k MRR right now.
✅ Be willing to invest time, energy, and focus for two days to work on scaling your sales & your team.
✅ Be friendly & coachable – you will openly ask questions & share ideas.
✅ Acknowledge & accept there are no shortcuts, hacks, or magicians that will bestow you a $100m revenue engine.
✅ Keep a secret…
We have VERY limited space & tickets available for purchase because of our venue & how we’re running this IRL immersive event.
If this is you, and you’re ready to transform your business and yourself...
Check out the details here and how to save your spot for this exclusive, in-person, immersive event www.salesqualia.com/Chicago2023
Let’s do this, shall we?
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