Startup selling with Scott Sambucci

Scott SambucciA few months ago, I had the pleasure of meeting Scott Sambucci.  He’s an author, a speaker, and a wicked smart Silicon Valley vet who has spent more than 15 years building sales processes, developing markets and creating products for companies.

His current venture, SalesQualia, leverages Scott’s deep expertise to successfully guide starts-ups through finding customers, growing their revenue and building a sales process.  He’s also a three time Ironman triathlete and just a really awesome guy.

He recently invited me to be a guest on his podcast, “Startup Selling: Talking Sales with Scott Sambucci.”  I was super excited!  We had a terrific conversation about the operational and tactical facets of running your business – working with vendors and customers, knowing your numbers and cash flow needs, joining trade associations, books worth reading, hiring slowly and firing quickly, and reading contracts and partnership agreements.

The podcast can be found on the link below.   I’ve also placed a link to Scott’s website.

Startup Selling:  Talking Sales with Scott Sambucci:


Give the podcast a listen and definitely check out Scott’s site.  He has a library of fantastic podcasts, videos and TONS of great info on there.  Enjoy!

The Best Laid Plans…

A to B Graphic

“You can’t connect the dots looking forward; you can only connect them looking backwards. So you have to trust that the dots will somehow connect in your future. You have to trust in something – your gut, destiny, life, karma, whatever. This approach has never let me down, and it has made all the difference in my life.” – Steve Jobs

Happy New Year!  Ah, the first week of January.  Most offices are a buzz with tales of holiday fun and chatter about the upcoming year.  It’s no wonder.  January was named for the Roman god Janus – the god of beginnings and endings.

By next week, most of us will be fully into 2016 and last year will rapidly fade into the depths of our memories.  Yet, January is the perfect time to time to reflect on the past.  After all, the past is where we can learn from our successes and mistakes. Continue reading

Time to Talk Turkey

Taking Time to Say Thank You.

Thanksgiving is upon us.  It’s that unique American holiday filled with family, parades, football, Black Friday shopping and of course turkey.  While there are many great traditions around Thanksgiving – my favorite is sharing for what everyone is thankful. Continue reading

Managing Overwhelm at Work

Managing overwhelm at work - Red Zebra CoachingOverwhelm.  Margarita Tartakovsky describes it as “the feeling as if a 20 foot wave is crashing into you.  Repeatedly.”  As business leaders, most of us have been overwhelmed one time or another – feeling as if there is too much to do and not enough hours in the day to get it all accomplished.

Recently, I met with a client who was fighting a major case of overwhelm.  “Joe” ran a successful small business, which was about to launch a new product.  Everything was ready to go – except for Joe.  Joe was the roadblock to the launch.  He wasn’t able to complete the last few stages of the project as he was drowning in a sea of overwhelm.

As Joe’s colleagues grew increasing frustrated with him, I was sent in as the last ditch rescue operation. Continue reading

The Business of Blame

Blame GameThe Impact of Avoiding Responsibility.

Yesterday, I received an interesting bill – an invoice from my dermatologist for services rendered FOUR years ago. Yes, that’s right FOUR YEARS AGO. Moreover, half of the bill was for services I never received.

After I got over the supreme annoyance (to put it mildly), I called the doctor’s third party billing service. Thankfully, I was connected to “Jack” – a person with a sense of humor. As soon as I gave him the practice name, he said “Oh, yes. I already know why you’re calling. I’m supposed to read this statement to you from the practice.” Then in his best radio announcer voice, he read: “During an audit, Dermatology Consultants uncovered an error in which the billing system was not generating invoices for amounts under $20. We have resolved the issue.”

He continued, “I’m going to go out on a limb and guess that doesn’t answer your question.” When I said no, he laughed and said, “Yeah, it didn’t help the 70 people that already called today either…“ Continue reading