Episode 35: The ONE Sales Activity In Your Company That Matters Most with Scott Sambucci

By Zeeva Viola | November 9, 2017

Today’s featured guest is Scott Sambucci–your podcast host and Sales Geek extraordinaire. He has spent more than two decades building and selling technology products, leading three Silicon Valley startups each to their first millions in revenue. Now, he is the founder of SalesQualia where he works with enterprise and B2B startups on achieving scalable revenue growth. He has authored two books on Startup Selling, spoken at a TEDx, and presented at The Lean Startup Conference. Outside of work, he tackles crazy long endurance events including Ironman triathlons.

Topics covered in the podcast are: the ONE sales activity in your company that matters most, where to start in the sales process, the problem that most startup teams fail to recognize, and examples of startups where Scott has worked and ONE specific sales activity that has mattered most in each case.

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Show Notes:

• Why me this in this episode?
• What is the ONE sales activity in your company that matters most?
• He’s worked with hundreds of startups either in a 1:1 relationship, and via live webinars workshops. And almost in every single case, as he’s first starting conversations with startup teams, he hears things like, “Hey, I need to work on my pricing, and I need to work on my slide deck, and I need to work on my demo, I need to close more deals, I need to do a better job prospecting, I’m trying to figure out cold emailing.”
• Obviously there’s a lot of places in your sales process, but… The reason, that he’s asking the question he’s asking in this episode is that in every case with clients and workshop attendees, there is ONE specific sales activity that matters most.
• The problem is that most startup teams fail to 1) Recognize that ONE activity, and 2) Focus on that activity as a key driver to growth.
• In this episode, he dives deep into three startups where he’s worked as examples – Altos Research, Aplia and Blend – to illustrate this point.
• By recording this episode, his hope for you is that you can begin to identify the ONE sales activity that matters most for YOUR startup, so that you can achieve sales velocity and scalable revenue growth.

Links & Resources:

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Altos Research

Mike Simonson, Founder & CEO @ Altos Research

Aplia

Paul Romer

Blend