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Startup Selling: How to sell if you really, really have to and don't know how Paperback – April 28, 2012

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Editorial Reviews

About the Author

Scott Sambucci is a Silicon Valley veteran, spending more than 15 years building sales processes, developing new markets, and creating technology products for two successful startups and two publicly traded companies. Throughout his career, Scott has sold educational products, software solutions, data services, and consulting engagements to: • Top universities, including Duke University, Columbia University, and the University of Pennsylvania; • Financial firms, including Wells Fargo, Bank of America, Morgan Stanley, and Freddie Mac; • United States government agencies, including the Federal Housing Financing Agency, the Department of Treasury, and the Federal Reserve Bank. Scott leads workshops across the country to help companies and individuals improve sales performance, including a workshop at the 2012 Lean Startup Conference and regular sessions with the Lean Startup Circle Meetup Group network. He regularly teaches university courses in Economics, Finance, Entrepreneurship, and Strategic Management, and recently a “Faculty Member of Excellence” award in 2012. Scott has been interviewed on CNBC, NPR, and The Financial Times. Scott is the Founder of SalesQualia and lives in Northern California. He is a three-time Ironman triathlete.

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Product Details

  • Paperback: 126 pages
  • Publisher: CreateSpace Independent Publishing Platform (April 28, 2012)
  • Language: English
  • ISBN-10: 1468159240
  • ISBN-13: 978-1468159240
  • Product Dimensions: 6 x 0.3 x 9 inches
  • Shipping Weight: 8.6 ounces (View shipping rates and policies)
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (15 customer reviews)
  • Amazon Best Sellers Rank: #1,618,306 in Books (See Top 100 in Books)

More About the Author

Hello. I'm Scott Sambucci... Over the last 20 years, I've built the sales teams, process, and products for two successful start-ups in Silicon Valley, and now working on #3. All of the ideas I share my books are from own learning, personal experience, most importantly, mistakes I've made along the way. :o)

I'm also a teacher and university lecturer, leading courses in Pricing Strategy, Economics, Finance, Entrepreneurship, and Strategic Management at several universities, and I'm proud to say that I've been awarded several teaching awards along the way.

As the Founder of SalesQualia, everything i do focuses on improving sales performance so you can sell more stuff.

When I'm not selling or writing about selling, I keep a personal blog and work on various forms of fiction - short stories, novels, and life observations. To keep myself mentally balanced, I love the challenge of endurance events such a long-distance running and triathlons.

Many thanks for reading this far, and I hope you'll give my books a try!

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Most Helpful Customer Reviews

3 of 3 people found the following review helpful By Ali Julia #1 REVIEWER#1 HALL OF FAME on October 9, 2013
Format: Paperback
In this book Scott Sambucci shares his vast experience in sales process and developing new markets and customers. His book is written in easy to read conversational manner. The book is 111 pages long. At the end of the review I included a table contents for your reference.

The common thread through the book is establishing a relationship with the potential customer. Asking questions. Engaging them in a conversation. Making the interaction personal by using a phone rather than less personal electronic means of communication. Writing hand written follow-up notes. The goal is to make yourself memorable by doing something that others do not do.

One idea was especially interesting to me because I often do the opposite. The author suggests delaying giving demos until you are totally sure you understand your customer needs. This allows you to tailor the demo and what you stress during the demo to match the customers needs. Your chances of success are much higher than if you give the demo early in the process when you might miss mentioning some specific feature that might make the sale.

The author stresses that we need to avoid cold calls, instead he teachers us to make new customer calls. What is the different between the two? Research. Before calling a new client he teaches his audience to research the potential client using the company web site, LinkedIn, and so forth. When you call the new customer they need to recognize that they are not a random cold call, that they have been selected specifically because of their background. To improve your skills, Scott recommends recording your calls, and listening to judge your delivery, enthusiasm, the number of "ums", talking over the client, and other mistakes he lists.
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3 of 3 people found the following review helpful By Jonathan P. Bischke on August 13, 2012
Format: Paperback Verified Purchase
I recently read Scott's book and was very impressed. There were a couple of things that stood out in my mind. First, the book was loaded with all sorts of practical tips related to sales. A lot of other sales books are more strategic and lack a lot of the "in the trenches" wisdom that is important to learn as well. It's obvious in reading the book that Scott has put a lot of thought into the interactions of salespeople and how they can be optimized. I only wish the book was longer in this regard as I found a lot of this information very useful!

The other thing about Startup Selling is that it feels very fresh. The world of sales is changing and while many of the principles related to successful sales are timeless, there are other things that need updating based on how people sell today vs a decade or two ago. Scott's book felt very up-to-date and because of that, highly relevant to a lot of the questions we have and challenges we face.

Lastly, this is an easy read. It should be required reading for all salespeople and in fact, the entire team at Entelo ended up reading it. I've been following Scott for a while and have enjoyed his answers on Quora to sales-related questions. I'm looking forward to reading more of his writing in the future.
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1 of 1 people found the following review helpful By Brett H TOP 100 REVIEWER on September 16, 2013
Format: Paperback
Personally I have always enjoyed the sales process. It's something to do with the thrill of the chase and the satisfaction of getting that signature on the contract. However, for some people I am well aware that the whole idea elicits a feeling approaching terror. As the author demonstrates in this book, successful salesman do put a little of themselves into the sales pitch and the more the whole process can be personalised, the greater the chance of success. The most successful business relationships between vendor and purchaser are very akin to close friendships.

I was totally enthused by this guide. I should point out that I have absolutely no relationship with the author except that he contacted me to ask if I was willing to read and review his book. I mention this only because I suspect this review is going to read a little like a sales pitch in itself! However, I thought it was invaluable advice whether you are just starting out on your selling career and are clueless, or even if you are an experienced sales person. If the latter, you will probably be doing a lot of what Scott suggests instinctively, but I will still be surprised if you do not gain something by seeing what makes a successful sales process so clearly laid out.

Although this is a relatively short book it covers a lot of ground in a fair bit of detail. It deals with all aspects of interaction with potential clients. Telephone contact, email and face to face meetings are all considered. Equally important to courting your live prospect is the advice on how not to waste your time on `vampires' and draining scenarios where there is little real chance of a successful sale but where your resources will be diverted from the real task in hand.
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Format: Paperback
There is an old adage that states if you want someone to remember something, make it lighthearted instead of ominous and that someone will be sure to remember it. That is the sense of teaching that pervades this very helpful book on becoming a successful salesperson, no matter your starting point. It explains how to start without committing the `never-does' and when to recognize opportunity the moment the spark lights.

So much of what makes this book work can be in Scott Sambucci's choices of titles of his chapters: they deserve quoting. `Handling Inbound Calls & Leads (find out why the prospect is inquiring about your product and services etc), Pick up the phone (use the telephone as the default mode of communication), Find Your Voice (speak human), The Sales Process: Prospecting & New Calls (a lead is only a person of interest. A prospect is a qualified individual for whom your product or service is a clear match), Prospecting At Conferences, More Sales Process (A prospect's decision criteria is a formative process. It will always take more than a single phone call to determine), Build With Value (add value, add value...), Vampires and Gatekeepers (There is generally an inverse correlation between the amount of work the client expects you to do before the sale and the likelihood of the sale actually occurring), Revenue Matters (Using a product and buying a product are very, very, very different), Negotiation and Contracts (Always tell the truth so you never have to remember what you said). Be Nice & Eat Your Broccoli (Be nice. Always, always, always be nice), and Love the Grind.
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