Startup Selling: Talking Sales With Scott Sambucci

When you’re a startup with the latest and greatest new product, there’s no shortage of interesting conversations.   Everyone wants to see the new, cool thing you’ve built.    But every demo feels like a fireworks show – everyone’s excited, you get lots of applause when it’s over, then everything goes dark.   Getting deals to move through your pipeline feels more like pushing a pig through the python.   You send email after email, “Just following up...” and “Just checking in…”    … and nothing.   That prospect that showed so much excitement and enthusiasm before the demo now disappeared into the selling abyss.    Sound familiar?   This happened to me time after time when I started selling software for my first Silicon Valley startup.   I found myself chasing deal after deal, wearing myself out, and almost burning myself out until I finally figured out why this kept happening and how to run my product demos like a boss.   And guess what? It has NOTHING to do with your product…    Instead, it’s a 3-step process