All Posts by Scott Sambucci

Dec
18, 2018

Ep. 49: Building Your Channel Partnerships The Right Way with Matthew Harrell – Google’s Head of Cloud Channel Business

By Scott Sambucci | December 18, 2018

Welcome to another episode of the Startup Selling Podcast. Today we have Matthew Harrell as our special guest. He is a business leader, advisor, and angel investor. He has over twenty years of experience in enterprise sales and channel management at Google Cloud and Symantec. In 2009, he started off with Google as a Strategic […]

VIEW POST
Dec
18, 2018

Ep. 48: Head, Heart & Gut: Building an Entrepreneurial Organization – An Interview with Shannon Waller

By Scott Sambucci | December 18, 2018

Welcome to another episode of the Startup Selling Show – Talking Sales with Scott Sambucci… in today’s episode we have Shannon Waller… Shannon Waller is a passionate expert on entrepreneurial teams. She’s been working with Strategic Coach since 1991 and she’s also the creator of The Entrepreneurial Team Program, a parallel program  – for team […]

VIEW POST
Nov
19, 2018

Good salespeople are not “salesy”

By Scott Sambucci | November 19, 2018

Salespeople are masters at taking the right actions, listening to customers, asking questions, and implementing a clear strategy. Most of all, good salespeople are usually the nicest people you’ll ever meet because they are genuinely interested in helping other people. Sales strategies are real. They are not underhanded or deceptive. Just like a Java developer […]

VIEW POST
Nov
12, 2018

The 4 Ps to Perfect Product Demos

By Scott Sambucci | November 12, 2018

Do you spend a lot of time and effort building the perfect demos? ….Only to get: “This looks pretty cool, send me a proposal.” “This looks like it might help us, send us your deck and we’ll circulate with the team and get back to you.” And then. Nothing. Nada. Crickets. Tons of startups suffer […]

VIEW POST
Nov
05, 2018

3-part pricing structure

By Scott Sambucci | November 5, 2018

1) Configuration & Implementation, 2) Platform & Users, 3) Professional Services 1 – Configuration & Implementation – This is all the work that goes into getting 100% up and running. For heavier enterprise software, this means integrations with other systems. Then there’s training and phased implementation You can add this to your pricing package, then […]

VIEW POST
1 … 119 120 121 122 123 … 167