Should You Hire a Rep with a Rolodex? With Scott Sambucci

Episode 61: Show Notes.
Today we are joined by Scott Sambucci, founder and CEO of SalesQualia, to talk about how to go about building your sales team from the ground up. Scott helps B2B startups grow and has gained a vast amount of experience in the sales arena over the last three decades. In this episode we talk about how to get your first clients, which clients to target, and how to go about prospecting. Scott then unpacks the hiring of your first sales person and what this means to the sales team and your company in general. We look at the idea of employing someone with a big Rolodex and what the possible benefits of this type of hire can be. Scott believes there are a limited amount of ways that this can be a successful move and details these for us on the show. Our guest makes strong arguments for keeping the concept of problems and solutions at the centre of your operations and sales mentality, and also explains the reasons why so many startups fail. For all this and more fascinating and useful conversation, be sure to listen in to Startup Sales today!

“I think that is the best place to start. Start with a target market so you can get really good at understanding how they view the problem that your product solves.” — @scottsambucci 
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Key Points From This Episode:
Scott's professional background, founding history, and his company, SalesQualia.
Getting going in the early days and narrowing down your target market.
What is the problem that your customers face? Solving something that is easy to define.
Mapping value and friction for your customers; clarifying the timeframe of your solution.
When and how to start building your own sales team. 
Don't outsource sales! Keeping it at the core of your operation. 
The links between fundraising and sales; finding likeminded people and financing.
Why a Rolodex does not equate to creating sustainable sales in a startup.
The benefits of honesty and abandoning a facade with your customers.  
Care and ownership with your sales; implementation and the whole package. 
Scott's two favorite sales and leadership books.
Some of Scott's go-to people for sales inspiration and leadership.
Scott's sales advice to all the startup founders out there!
And much more!

“When you're making that sale, don't just sell the product, sell the implementation, sell the whole package.” — @scottsambucci
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“You don't always have to start at the highest value problem.” — @scottsambucci
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Links Mentioned in Today’s Episode:
Startup Sales — https://startupsales.io
Scott Sambucci — https://www.linkedin.com/in/scottsambucci
Startup Selling — https://podcasts.apple.com/us/podcast/startup-selling-talking-sales-with-scott-sambucci/id1044359904
SalesQualia — https://salesqualia.com/
Blend — https://blend.com/
Hewlett Packard — https://www.hp.com
David Packard — https://biography.yourdictionary.com/david-packard
Bill Gurley — https://www.forbes.com/profile/bill-gurley/#503706e17eba
Paul Graham — http://www.paulgraham.com/
David Cichelli — http://www.davidcichelli.com/
The Alexander Group — https://tagsearch.com/
Pearson — https://www.pearson.com
Major Account Sales Strategy — https://www.amazon.com/Major-Account-Sales-Strategy-Rackham/dp/0070511144
Stop Hustling, Start Scaling — https://www.amazon.com/Stop-Hustling-Start-Scaling-Repeatable-ebook/dp/B07R7RW39Z
Kris Duggan — https://krisduggan.com/
Betterworks — https://www.betterworks.com/
Palantir — http://www.palantir.com/
Webex — https://www.webex.com/
Trish Bertuzzi — https://www.bridgegroupinc.com/trish-bertuzzi
Bridge Group — https://www.bridgegroupinc.com/
Predictable Revenue — https://www.amazon.com/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213
Aaron Ross — https://www.linkedin.com/in/aaronross
Marylou Tyler — http://maryloutyler.com/
Predictable Prospecting — https://www.amazon.com/gp/product/1259835642/