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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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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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Top customer reviews
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.
The book is packed with practical tips and strategies, mixed with a good balance of storytelling. It's an excellent roadmap for a new salesperson and a great refresher for anyone looking to refresh their skills and renew their desire to be a better sales person. A quick, easy read, it is filled with real world examples that act as highlights for clearly articulated techniques for improving communication in the sales process. I would recommend this book to anyone who is responsible for growing sales in any business, not just a startup.
Provides a great blend of tactics and strategies that speaks clearly to those who may be new to sales as well as seasoned veterans looking to sharpen their skills. Well laid out current & time tested, relevant examples equals very actionable information... rather than a bunch of anecdotal sound bites. The detailed but not overbearing flow of the book makes it an easy and impactful read. Highly recommended!
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. These analysis help each person to become aware of the areas they can improve.
Even though my job is not in sales, I found this book useful as we all sell something to someone no matter what our job is. The customer could be your manager or co-workers, and you might be selling your new idea rather than a product. No matter what you sell, you bound to pick up useful ideas in this book.
I was provided a review copy of this book.
Ali Julia review
1 Handling Inbound Calls & Leads
2 Pick up the Phone
3 Find Your Voice
4 The Sales Process: Prospecting & New Calls
5 Prospecting at Conferences
6 More Sales Process
7 Build with Value
8 Vampires & Gatekeepers
9 Revenue Matters
10 Negotiation & Contracts
11 Be Nice & Eat Your Broccoli
12 Love the Grind
Most recent customer reviews
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