“Startup Selling: Talking Sales with Scott Sambucci”

THE STARTUP SELLING PODCAST

Startup Selling: Talking Sales with Scott Sambucci is the only podcast with a focus on
early-stage B2B tech startups who are ready to start selling! We cover a wide range of practical
topics that include customer development, prospecting, creating sales processes and strategies,
and how to create a sales organization from the ground up with a goal to provide you with the
tools you need to jump-start your sales organization.

Want to be a guest on The Startup Selling podcast?

​Do you want to contribute to the Startup Selling movement? Do you have a Startup Selling
question or topic to discuss? Select a time on our production schedule and we will be in touch!

​Listen to the Startup Selling podcast here:

Ep.107: Rehumanize Your Business, Accelerate Sales & Improve Customer Experience – An Interview with BombBomb’s Chief Evangelist, Ethan Beute
  In this episode of the Startup Selling Podcast, I interviewed Ethan Beute. As the Chief Evangelist at BombBomb, coauthor
Ep.106: Fewer Prospects, More Courage and How Everything in Your Sales Process Matters – An Interview with Andy Paul
  In this episode of the Startup Selling Podcast, I interviewed Andy Paul. Andy has written two award-winning sales books,
Daily Dose: LinkedIn Live: When is the Best Time to Do Your Prospecting Work?
As soon as you begin to think that there's a good time or a bad time, you've lost it. Your
Daily Dose: Where’s your garage? A Startup Selling Lesson From the Trail…
Every day feels like a race when you're growing your startup. But do you have a system in place to
Ep.105: The Law of Reciprocity, Physical Impressions & Baby Turtles: An Interview with Sendoso’s Nick Casale
  In this episode of the Startup Selling Podcast, I interviewed Nick Casale. Nick is the Director of Sales at
Ep.104: Catapulting Past Complacency to Your Next Big Thing: A Conversation with Anthony Garcia
In this episode of the Startup Selling Podcast, I interviewed Anthony Garcia. Anthony is an expert in sales training, recruiting,
Ep.102: How Kindness Wins You Customers – An interview with Doug Sandler, Part 1
  In this episode of the Startup Selling Podcast, I interviewed Doug Sandler. Doug has over 30 years of business
Daily Dose: Linkedin Live #1: Going from 0 to 1 at Blend
Blend officially reached unicorn status three weeks ago, with the announcement of their Series F – now valued at $1.7
Ep.101: Teaching the Next Generation Sales Force: An Interview with LSU’s Greg Accardo
  In this episode of the Startup Selling Podcast, I interviewed Greg Accardo. With over 20 years of business and
Ep.100: Thoughtful Selling & CRMs That Actually Work – A Conversation with Salesflare’s Jeroen Corthout
  In this episode of the Startup Selling Podcast, I interviewed Jeroen Corthout. Jeroen is the co-founder and CEO of
Ep.99: Transparent Selling, Firmographics & Tommy Boy: A Conversation with Todd Caponi
  In this episode of the Startup Selling Podcast, I interviewed Todd Caponi. Todd is the author of the 3x
Ep. 98: Shifting Your Field Sales Strategy, Leading Sales Indicators and Honey Badgers – An Interview with Steve Benson
In this episode of the Startup Selling Podcast, I interviewed Steve Benson. Steve is the Founder and CEO of Badger
Ep. 97: SDR Development and Management – Lessons in Learning & Leading with 6sense’s Ernest Owusu
  In this episode of the Startup Selling Podcast, I interviewed Ernest Owusu. As the Sr. Director of Sales Development
Ep. 96: What’s in Your Water: From Performer to Data Scientist to Clean Water Expert: An Interview with Doll Avant
  In this episode of the Startup Selling Podcast, I interviewed Doll Avant. Doll, Founder and CEO of Aquagenuity, is
Ep. 95: Should You Hire a Rep with a Rolodex? – An Interview with Adam Springer
In this episode of the Startup Selling Podcast, I was interviewed by Adam Springer.  Adam has been the first salesperson
Daily Dose: What Should My Startup Be Doing Right Now When it Comes to Sales?
What Should My Startup be Doing Right Now When it Comes to Sales? GROW. Because that’s what your competitors are
Ep. 94: Growing Through My Career, Not Just Going Through It – An Interview with Joseph Fung
In this episode of the Startup Selling Podcast, I was interviewed by Joseph Fung.  Joseph is the CEO of Uvaro,
Ep. 93: The Dark Funnel, Selling to In-Market Prospects & Bringing the Kapow – An Interview with 6Sense’s Latane Conant
In this episode of the Startup Selling Podcast, I interviewed Latane Conant. Latané was instrumental in aligning sales and marketing
Ep. 92: The Uncomfortable Conversation: Sharing My Personal Journey of Awareness, Analysis, Accountability, and Action to Fight Structural Racism, White...
This is an uncomfortable conversation, and that's why I'm doing it.  Over the past two weeks, I've been watching and
Ep. 91: Sales Enablement: Which, When and How to Use Content in Your Sales Process – A Conversation with Carson...
In this episode of the Startup Selling Podcast, I interviewed Carson Conant. Carson Conant is the CEO and Founder of
Ep. 90: SaaS Growth – Sales vs Self-Serve, Internal Realities & Impact Areas: An interview with Aaron Krall
  In this episode of the Startup Selling Podcast, I interviewed Aaron Krall. Aaron Krall helps SaaS companies drive more
Ep. 89: From Sales Productivity to Cold-Emailing Steve Jobs: An Interview with Jim Benton, CEO at Chorus
  In this episode of the Startup Selling Podcast, I interviewed CEO at Chorus, Jim Benton. Jim joined Chorus.ai as
Ep. 88: Listening for Sales – An Interview with Laura Janusik
  In this episode of the Startup Selling Podcast, I interviewed Laura Janusik. Laura Janusik is a dynamic professor, trainer,
Ep. 87: Running Your Startup’s Ultramarathon Right Now: An interview with Jason Everett
In this episode of the Startup Selling Podcast, I was interviewed by Business Coach and Mentor, Jason Everett. Jason Everett
Ep. 86: The Selling Formula – An interview with Brian Robinson
  In this episode of the Startup Selling Podcast, I interviewed best-selling author, and coach, Brian Robinson. Brian Robinson is
Ep. 85 – Self Care, Celebrating Progress, and Keeping Yourself Going in Tough Times: An interview with Neil Fontenot
In this episode of the Startup Selling Podcast, I was interviewed by Neil Fontenot.  Neil is an entrepreneurial and versatile
Ep. 84: Reducing Friction in the Sales Process – An Interview with Chili Piper’s Nicolas Vandenberghe
  In this episode of the Startup Selling Podcast, I interviewed CEO of Chili Piper, Nicolas Vandenberghe. Nicolas started his
Ep. 83: LinkedIn Lead Generation – An Interview with LeadCookie’s Jake Jorgovan
  In this episode of the Startup Selling Podcast, I interviewed entrepreneur and Founder of Lead Cookie and Content Allies,
Ep. 82: Role Playing & Assessments in Your Sales Hiring Process: An interview with Aspireship’s Christine Rogers
In this episode of the Startup Selling Podcast, I interviewed President and COO of Aspireship, Christine Rogers. Christine is a
Ep. 81: Founders and Their Need to Learn How to Sell in our Current Environment – An Interview with Chris...
In this episode of the Startup Selling Podcast, I interviewed author and CEO, Chris Spurvey. After consciously choosing entrepreneurship as
Daily Dose: Selling Strategies in a Volatile Market
1. Don’t believe everything you think. 2. Relationships first. 3. There’s no such thing “All” and “Everyone” 4. Christmas was
Daily Dose: Elevate Yourself with a Strong Peer Group — Startup Lessons from the Trail
A huge challenge in running a startup is the isolation that goes with it – building strategies, figuring out to
Daily Dose Podcast — Elevating to the Next Level: When Peaks Become the Start for the next Breakthrough
No more $10 ice cream sandwiches. It’s been two weeks since I finished the Tarawera 100 – a 100-mile ultramarathon
Daily Dose: Do The Work
  I’m 10 days from my next ultra-marathon — the Tarawera 100. The locals refer to it as “the miler…”
Daily Dose: Decisions That Simplify
Zach Stein joined me on my podcast, describing the decision-making frameworks he used as CEO at Osmo. (Check the comments
“Daily Dose: Having Time vs Making Time: A Lesson from the Trail”
  I’m two weeks from the Tarawera 100-miler and I’m asked all the time – “How to do have the
Ep.80: Part 2: Bonus Track! Product Demos, Lead Qualification & More Sales Talk with Richard Smith
  In this episode of the Startup Selling Podcast, I interviewed Refract Co-Founder, Richard Smith. Richard has over ten years
Ep. 79: Part 1: Meaningful Sales Conversations – An Interview with Richard Smith
  In this episode of the Startup Selling Podcast, I interviewed Refract Co-Founder, Richard Smith. Richard has over ten years
“Daily Dose: The past is the past”
The past is the past – Startup Lessons from the Trail If you've watched my videos lately you know that
“Daily Dose: One Step at a Time”
  I just signed up for my next ultra marathon – it's in February down in New Zealand. This past
Ep. 78: Signals, Places & Intent: Using Data Insights to Find Your Target Prospects – An Interview with Mark Colgan
  In this episode of the Startup Selling Podcast, I interviewed TaskDrive's, Chief Revenue Officer, Mark Colgan. Mark has over
“Daily Dose: Dude – Are you good?”
“Dude – Are you good?” This kid was 8-years-old and he needed to know.  This was serious business – a
Ep. 77: Name It To Tame It, Asking Questions & Making Tough Decisions – An Interview with Zach Stein
  In this episode of the Startup Selling Podcast, I interviewed former CEO of Osmo Systems, Zach Stein. Zach is
Ep. 76: Being a Sales Sherpa, Effort vs Results & Networking The Right Way: An Interview with David J.P. Fisher
In this episode of the Startup Selling Podcast, I interviewed keynote speaker, sales coach, and author, David J.P. Fisher. David
Ep. 75: LinkedIn for LeadGen & How to Support the Women on Your Team – An Interview with Sarah Tuneberg
In this episode of the Startup Selling Podcast, I interviewed Sarah Tuneberg, Co-Founder and CEO at Geospiza. She leads an
Episode 74: Creating & Delivering Killer Product Demos: An Interview with Oscar Santolalla
  In this episode of the Startup Selling Podcast, I interviewed Oscar Santolalla, Author and Sales Engineer at Ubisecure.  Oscar
Episode 73: 5 Phases of Early Company Growth, the Frankenstein Job Posting & Gifting Ownership: An Interview with Brett Gilliland
  In this episode of the Startup Selling Podcast, I interviewed Brett Gilliland, Co-Founder & CEO at Elite Entrepreneurs. As
Episode 72: Transactional vs Relational Sales, and Managing Your Sales Team’s Key Activities: An Interview with Joe Curtis
In this episode of the Startup Selling Podcast, I interviewed Joe Curtis, Chief Operating Officer at Pango Group. Joe expertly
Episode 71: The REPLY Method for Prospecting & Cold Outreach: An Interview with Jason Bay
In this episode of the Startup Selling Podcast, I interviewed Jason Bay, Chief Revenue Officer at Blissful Prospecting where he
Episode 70: Customer Success Leadership, Ownership & Responsibility to Your Customers – A Conversation with Leah Chaney
Today’s guest is Leah Chaney, CCO, and Co-Founder at BetterGrowth. Leah is a Customer Success pioneer with almost two decades
Episode 69: Fix the Track or Get Off the Vehicle – A Conversation with Dan Martell
In this episode of the Startup Selling Podcast, I had the privilege of sitting down with Dan Martell. Dan is
Episode 68: When, Who & Where to Hire Your Startup’s Sales Team: An Interview with John Messina
In this episode of the Startup Selling Podcast, I had the privilege of sitting down with John Messina. John currently
Episode 67: Condoms, Storytelling & Enterprise Sales: An Interview with Susan Lindner
  In this episode of the Startup Selling Podcast, I had the privilege of sitting down with master storyteller and
Episode 66: The Sales process – MQL to SQL best practices, qualification, etc.: An Interview with Erik Bulichi
  In this episode of the Startup Selling Podcast, I had the privilege of sitting down with another guest from
Episode 65: A Human Approach to Sales: An Interview with Jonathan Soares
In this episode of the Startup Selling Podcast, I had the privilege of sitting down with Jonathan Soares. Jonathan is
Episode 64: Iterative Outbound Emails, Subject Lines That Work & The 3% Rule: An Interview with Alex Berman
  In this episode of the Startup Selling Podcast, I sat down with Alex Berman. Alex is the chairman and
Episode 63: Social Selling Strategies Using LinkedIn, Video & More: An Interview with Autoklose CEO Shawn Finder
In today’s guest episode I had the privilege of sitting down with CEO and Founder Shawn Finder as we discussed
Episode 62: Pleasant Prospecting, Spinning Plates & The Engagement Pyramid: An Interview with Marylou Tyler
We have a first in today’s episode! It’s our first returning guest. Joining me on the show today is Marylou
Episode 61: Using Podcasts In Your Sales & Marketing with BeMyGuest’s Erik Jacobson & Jonathan Barshop
In today’s podcast, we have with us Erik Jacobson and Jonathan Barshop with BeMyGuest.  Erik Jacobson spent three years learning
Episode 60: Making Sales the Priority & The Goldilocks Rule – Designing Your Selling Systems: An Interview with Paul Rush
Today’s guest is Paul Rush, founder of Substantial – a digital design agency based in Seattle, Washington. Substantial is a
Episode 59: Starting the Journey: From Excitement to Reality – Startup Lesson #1 from the Bryce Canyon 100
Today’s episode is a very special edition because it relates to my personal life and the lessons learned from it.
Episode 58: Build & Manage Your Startup’s Hiring Process – An Interview with Lever’s Kelly Del Curto
In today's podcast, we have with us Kelly Del Curto, Director of small business and corporate sales at Lever, the
Ep 57: Removing the Digital Shroud – Why You Should Run Live Customer Events, Plus How To Do It
In today's episode Stephen and I will be discussing 'Live Events' – why should you run live events for both
The Daily Dose #19: Keeping Consistent – Motivation vs Discipline: A Daily Dose Edition
In this episode, Stephen and I discussed the importance of consistency and defining the importance of Discipline vs Motivation. Discipline
Ep. 56: The Process is the Process – A Daily Dose Edition
The process is the process!  In today's episode of the Startup Selling podcast, we did a Daily Dose edition. Stephen
Ep. 55: When & How to Use Cold-Calling, Partnership Programs & Vetting Your Sales Hires: Live Sales Q&A
  Today's episode is a little bit of an experiment. Every month I run what's called a Live Sales Q
Ep. 54: Acquire, Activate & Accelerate Your Digital Marketing Leads – An Interview with Howard Kingston
“The real secret to growth hacking is repeated experiments.” - Howard Kingston Today’s guest is a Digital Marketing Expert and
Ep. 53: You Are Not Alone – Why We Do This, with Scott Sambucci
This episode is going to be more of a human to human conversation. As an entrepreneur, you're always expected to
Ep. 52: Amplifying Revenue With Go-To-Market Operations: An Interview with Culture Amp’s Andy Mowat
Welcome to another episode of the Startup Selling Podcast! In today’s episode, we have Andy Mowat, the VP of Growth
Ep. 51: Simple Actions to Increase Your Sales Pull-Through: An Interview with Selling Boldly Author, Alex Goldfayn
Welcome to another episode of the Startup Selling Podcast, in today’s episode we have Alex Goldfayn. Alex is a global
Ep. 50 – For Sales Leaders: Ideas to Help Your Sales Team Be More Productive
Welcome to another episode of the Startup Selling Podcast. Today’s episode is a bit different because there’s no special guest.
Ep. 49: Building Your Channel Partnerships The Right Way with Matthew Harrell – Google’s Head of Cloud Channel Business
Welcome to another episode of the Startup Selling Podcast. Today we have Matthew Harrell as our special guest. He is
Ep. 48: Head, Heart & Gut: Building an Entrepreneurial Organization – An Interview with Shannon Waller
Welcome to another episode of the Startup Selling Show - Talking Sales with Scott Sambucci... in today’s episode we have
Ep. 47: From Users to Customers in 3 months & Startup to the Inc 5000 in 3 years: An Interview...
    Welcome to another episode of the Startup Selling Podcast, in today’s episode we have Brandon Bruce the Co-Founder
Ep. 46: Pattern Interrupts, Personas vs Titles and Warm Calls: An Interview with SDRemote Co-Founder Niko Hughes
In today’s episode of the Startup Selling Show we have Niko Hughes. Niko is the Co-Founder and COO of SDRemote.
Ep. 45: Company Culture, Experiential Incentives & the Backward-Bending Labor Supply Curve: A Interview with Disco Co-Founder Justin Vandehey
Justin Vandehay, along with his brother, Jeremy, Co-Founded Disco. Disco is a software company focused on helping teams appreciate each
Ep. 44: Post-Sale Product Adoption & Usage, Tribal Cultures & Success Metrics: An Interview with Xan Gentile, Head of Account...
In today’s episode of the Startup Selling Show we have Xan Gentile. Xan is the Head of Account Management at
Ep. 43: An interview with David Dulany The CEO and Founder of Tenbound and The Sales Development Conference
Today’s guest is David Dulany, he’s the CEO and founder of Tenbound, which is a consulting and training firm that
Ep. 42: The Selling Process vs The Buying Process in the Enterprise Sale: An Interview with PatientPing’s Head of Growth,...
Today’s guest is Brian “I Help Startups Grow” Manning, he’s the Head of Growth at PatientPing which is a company
Ep. 41: Lessons Learned from Raising $100M, Interviewing over 1000 Sales People and carrying a $25M Quota: An Interview with...
Today we have Kris “Speedhunter” Duggan on the Startup Selling Podcast. “If you’re not a sales-oriented founder, sales is a
Ep. 40: Financial Literacy for Startup CEOs: Buy-Sell Agreements, Key-Man Insurance, IULs & More: An Interview with Tim Phebus from...
On today's episode, I chat with Tim Phebus. Tim is an expert in financial planning and helping individuals, families and
Ep: 39: Sales Hiring: How to Find & Screen Your Next Sales Team Hire – An Interview with Wayne Herring
Today's guest is Wayne Herring. Wayne is an expert on coaching business owners on how to build, grow and manage
Episode 7: What are your Constraints?Why Hustle isn’t enough… LIVE Sales Q&A with Scott Sambucci
Episode 7: What are your Constraints?Why Hustle isn't enough... LIVE Sales Q&A with Scott Sambucci
Episode 38: Sales Compensation – Buying Persuasion Labor, The Cost of Selling & Paying Market Makers for your Startup: An...
My guest David Cichelli is the leading expert when it comes to sales compensation. His book - Compensating the Sales
Episode 37: How to Add Video to Your Sales Arsenal – An Interview with Stacy McKenzie
This episode of the Startup Selling Podcast focuses on how video affects the sales process. We talk about how to
Episode 36: Recommendations To Startup Founders On How To Structure Outside Sales with Steven Benson
Badger’s tag line is “automating busy work for outside sales reps to save ten hours a week.” Badger is #1-selling
Episode 35: The ONE Sales Activity In Your Company That Matters Most with Scott Sambucci
Today’s featured guest is Scott Sambucci--your podcast host and Sales Geek extraordinaire. He has spent more than two decades building
Episode 34: What is Customer Success and Why is it Important?: An interview with John Roberts
John Roberts founded Successly in 2016, a company dedicated to helping Customer Success teams make a big impact. John recently
Episode 33: The Right Way to Set up your Partnership, Reseller & Affiliate Strategy: An Interview with Jen Spencer
About Allbound: Problem & Solution Definitions: Channel Partners vs Referral Partners vs Co-Marketing Partner vs Reseller vs Affiliates Listen to
Episode 32: The Cardinal Rules of Cold Emailing with Damian Thompson
This episode of the Startup Selling Podcast focuses on cold email strategies and best practices when hiring and developing an
Episode 31: What’s Your Box of Awesome? An Interview with Dan Waldschmidt
Dan Waldschmidt is a best-selling author, motivational speaker, and business strategist. He’s been a successful entrepreneur, a failure, and a
Episode 30: Predictable Prospecting: Target, Engage & Optimize Your Sales Funnel, and Why Introverts are the Best SalesPeople: An Interview...
Marylou Tyler is the author of Predictable Revenue and Predictable Prospecting. She has worked with a number of co-authors and
Ep. 29: Who to Hire and How and When to Scale Up Your Sales Team: An Interview with Dionne Mischler
About this episode: Dionne Mischler is a sales expert. She is the CEO and Founder of Inside Sales and by
Ep. 28 – Converting Free Trials, Soft Contracts & Why Sales Prospects Love Video: An Interview with Showpad’s Louis Jonckheere
Louis Jonckheere is Co-founder and Co-CEO of Showpad. Showpad activates millions of pieces of content for over 850 companies around
Ep. 27: Hiring Incarcerated Women & Acting “As If” In Your Sales Calls: An Interview with Factor 8’s Lauren Bailey
Lauren Bailey has been voted "Top 25 Most Influential Leaders in Inside Sales" by The American Association of Inside Sales
Ep. 26: Working on Your Genius by Outsourcing Company Tasks & Hiring Virtual Assistants: An interview with Mia Paulus
Mia Paulus is the Founder & CEO of The Admin Center. I’ve worked with Mia over the years and The
Ep. 25: Content Selling vs Content Marketing, The Amway Hack for Webinars & Value-Based Pricing: An interview with Christien Louviere
Christien Louviere is a Brand Coach and the Managing Partner of SellPersonal where he helps CEOs fix their marketing problems.
Ep. 24: Selling a $40,000,000 Gulfstream Online, Negotiating with Vendors & Surviving Cancer: An Interview with Gina Danford [Podcast]
About this episode: Gina Danford is a business coach and owner of Red Zebra Coaching. We talked about the operational
Ep. 23: Capital-Raising, Avoiding “Legal Debt” & Going From Idea to MVP: An interview with Chris Combs [Podcast]
About this episode: Chris Combs is the Co-founder & COO at LinkSquares. In this episode, Chris talks about his experience raising
Lincoln Murphy on Customer Success & Your Customer’s Desired Outcome [podcast]
"Desired Outcome is the Key to Customer Success." -Lincoln Murphy Lincoln Murphy helps you make your customers wildly successful. He
Grab a stopwatch for your product demos: The Monday AM Sales Challenge
My big focus this month is helping you to plan, deliver, and execute on “The Big Meeting” - you know
Startup Selling Podcast Ep. 21: Product Demos the Right Way, & Avoiding the “IKEA Demo:” An Interview with Peter Cohan
The Startup Selling Podcast is brought to you by SalesQualia. If you’re a startup looking to Find Customers, Grow Revenue
The Friday Four: A podcast interview, Productivity Apps & Dharmesh Shah
Installment #5. A podcast interview on selling after the sale, three productivity apps, and a presentation by Dharmesh Shah, founder
Startup Selling Podcast: Box.com’s Melanie Wong on Prospecting for Big Customers, the 7-Touch Rule & Working with Aaron Levie
If you're selling to the enterprise, you HAVE to check out my Startup Selling podcast interview with Melanie Wong. Melanie
Episode #1: Startup Selling with Conference Escorts
http://traffic.libsyn.com/salesqualia/Salescast_1-Startup-Selling-Conference-Escorts.mp3 This SalesCast is brought to you by, well, SalesQualia. Check out the Startup Selling Program, a 90-day program focused