Topic: When things don’t go as expected

In this episode, Scott tells us a story about an ultra marathon he ran where things didn’t go as he expected, the steps he took to deal with the situation, and how he ended making the best possible decision given the circumstances.

If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10 :-).

Topic: Pulling the trigger on projects or initiates.

In this episode, we talk about pulling the trigger on projects or initiatives you’ve had for a while… We give personal examples of how we delayed things, and provide some recommendations on how you can start your projects today!

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Topic: Exercise for the busy people

 In this episode, we talk about a couple of workout routines that busy,busy people can use to stay fit and healthy. 

If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10 :-).

Topic: Sticking to your guns.

In this episode, we talk about "sticking to your guns."

• When you should and shouldn't stick to your guns.

If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10 :-).

Topic: Nutrition for a healthy life

 In this episode, we talk about a couple of nutritional strategies that busy,busy people can use to stay healthy.

If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10 :-).

Topic: Extreme Ownership

In this episode, we talk about Extreme Ownership. 

• What is extreme ownership?
• How to implement it in your life.

Books Mentioned in the episode:

Extreme Ownership by Jocko Willing & Leif Babin

If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10 :-).

Topic: Changing the way you work.

In this episode, we talk about why/when you should change the way you work and try a new approach.

If you're liking this edition of the Startup Selling Podcast, please leave us a 5-star review and recommend our show to a friend (or 10 :-).

In today’s episode of the Startup Selling Show we have Niko Hughes. Niko is the Co-Founder and COO of SDRemote.

SDRemote is an outsourcing & consulting company focused on helping early stage startups (Pre Seed - Series A) achieve market validation, logo acquisition and build the revenue stream they need to receive additional funding or reach profitability.

Prior to starting SDRemote, Niko spent the last 5 years working in sales and marketing with a number of different startups. Niko, along with his brother Anthony Hughes, decided to start SDRemote because they saw that early stage companies had a need to ramp up sales, but lacked the know-how.

Throughout the course of the conversation  Niko and I talked about sales process management. We specifically focused on the top of the funnel.

Some of the specific topics we covered are:

• Biggest mistakes companies make when kicking off their sales work.
• Personas VS Target Buyers.
• How to test a market.
• Laser focus selling.
• Length of the buying process.
• Cold Calling best practices.
• Warm Calling.
• How to qualify inbound leads.

Tools mentioned

• SalesLoft
• Outreach

Books Mentioned:

• Essentialism: The Disciplined Pursuit of Less

How to get in touch with Niko:

• LinkedIn: https://www.linkedin.com/in/nikohughes/
• SDRemote: sdremote.co
• Email: [email protected] - If you’re ever in Portland, Oregon, shoot him a note to go for coffee or beer.

Get a FREE copy of my book: “Startup Selling: How To Sell If You Really, Really Have To And Don’t Know How.”

Justin, along with his brother, Co-Founded Disco, which is a software company that focuses on helping teams appreciate each other on top of other communication platforms.

Prior to Disco, Justin worked at Intuit as Territory Sales Manager, he was also Account Executive at Gigya, and Director of Enterprise Sales at Nomu.

In this episode we dove deep into Company Culture and Core Values. Some of the specific topics that we covered are:

• What is company culture?
• Mission/Vision/Values - The difference between each.
• Growth mindset.
• Keep it 100 - Being brutally honest.
• Tying circles - Being able to iterate fast.
• Using qualitative and quantitative analysis.
• Cash Rewards vs Experiential Rewards
• Backward-bending labor supply curve.
• Most popular experiential rewards -- Personal/Career Growth, and Personal Wellness.

Some of the books, and resources that were mentioned:

• Backward-bending labor supply curve:
• Principles: Life and Work by Ray Dalio
• Payoff: The Hidden Logic That Shapes Our Motivations by Dan Ariely
• Predictably Irrational, Revised and Expanded Edition: The Hidden Forces That Shape Our Decisions by Dan Ariely
• The Alliance: Managing Talent in the Networked Age by Reid Hoffman

Where to get in touch with Justin:

Email: [email protected]

Linkedin: https://www.linkedin.com/in/justinlvandehey/

Website: www.justdisco.com

Welcome to another episode of the Startup Selling Show. In today’s episode we have Xan Gentile. Xan is the Head of Account Management at Blend (also, one the best dressed man in the mortgage industry). He has been with the company since it’s early days. Now they’ve raised a series D an the team has grown to 400+.

Xan’s has been selling large enterprise software deals to the mortgage and financial markets for three and a half years, so given his success and experience I thought he would be an AWESOME guest for the Startup Selling Show.

In this episode we went deep into Customer Success, Account Management, and Enterprise Sales. Some of the specific topics that we covered are:

• Using a Situation Slide for your product demos.
• Tribal Cultures.
• Post-Sale Product Adoption & Usage.
• Implementation Plans.
• Product Road Maps.
• Hiring project managers for your sales teams.
• Agile Methodology.
• 3x3x3 Weekly Review Method.

How to get in touch with Xan:

LinkedIn: https://www.linkedin.com/in/alexandergentile/

Twitter: