All Posts by Scott Sambucci

What do you need to know to try and become a SaaS Salesperson?

By Scott Sambucci | May 11, 2020

Question: Or is it just another sales job. Answer: Every sales job is different. Your product is different, your target market is different, your customers are different. Yes, selling is selling at its core, but would a hardware engineer tell you they have the same job as a mobile app engineer? A few concepts I’ve learned […]


Ep. 86: The Selling Formula – An interview with Brian Robinson

By Scott Sambucci | May 5, 2020

  In this episode of the Startup Selling Podcast, I interviewed best-selling author, and coach, Brian Robinson. Brian Robinson is a sales and marketing expert, best-selling author, and coach. He has worked for some of the best-known companies in the world, including Coca-Cola USA and Johnson & Johnson. Upon leaving his corporate career, he helped […]


How do SaaS companies typically find their first six-figure customer?

By Scott Sambucci | May 4, 2020

Question: Obviously, this depends on the market, product, etc. but generally speaking, how do SaaS companies land that first “big sale” (which I’ve arbitrarily defined as $100K+ in annual revenue). Is it through their personal networks? Cold calling? Trade shows? Something else? Of course, there’s no right answer here. More interested in any patterns. Answer: […]


Ep. 85 – Self Care, Celebrating Progress, and Keeping Yourself Going in Tough Times: An interview with Neil Fontenot

By Scott Sambucci | April 30, 2020

In this episode of the Startup Selling Podcast, I was interviewed by Neil Fontenot.  Neil is an entrepreneurial and versatile technology sales leader, skilled at exceeding quotas and maximizing revenue. His experience in Fortune 100 Financial Services, FinTech, InsureTech, AI, and SaaS startups combined with storytelling talent allows him to convey value, ROI, and close […]


Ep. 84: Reducing Friction in the Sales Process – An Interview with Chili Piper’s Nicolas Vandenberghe

By Scott Sambucci | April 28, 2020

  In this episode of the Startup Selling Podcast, I interviewed CEO of Chili Piper, Nicolas Vandenberghe. Nicolas started his career by selling newspapers in the streets of Paris in high school, studied Maths at Ecole Polytechnique, and then received his MBA from Stanford GSB.  He then started and sold 2 tech companies with up […]