Startup Selling: Talking Sales With Scott Sambucci

David Sandler famously said:    “If you don’t have a process for selling you’re at the mercy of your buyer’s process for buying.”    One of the biggest challenges startups selling to the enterprise have is keeping control and momentum through the sales process.   As a startup, when we're selling our new product, knowing our sales process is crucial to landing your next customer.   Why?    Because your prospects don’t know how to buy our thing.   They’ve never bought anything like it before. They know how to order new laptops and renew their CRM subscription. But they don’t know how to buy YOUR product.   Most startups sell products that replace spreadsheets… or manual processes… or Sharepoint… some antiquated system that was installed around the same time as Windows NT…   That means that it’s our job as sellers to lead our prospects through the sale, and that starts with the next call.    Remember that your prospects want to be led. This is your opportunity to take control of the sale.   This daily dose shows