Are you a start-up CEO? In Customer Development? A technical founder with a great product that you need to start selling now? An engineer at a start-up that's been asked to pitch in with the company's sales? Then this book is for you. While you're sitting at your desk coding or productizing, the phone might ring every so often or you receive occasional "request for information" emails from your website. Perhaps you're lucky enough to gain an introduction from your venture capital partner or friends in the industry. What do you do with that new prospect? How do you move from product development to revenue? This book teaches your about the fundamental aspects of the sales process, and provides everyday sales strategies you can utilize immediately in your business. It's practical advice that you can start using right now. In the next 20 minutes. Today. This book will make a difference in your business. You will immediately see how inbound callers respond differently and how you're able to decode the decision process. Before you know it, you might actually begin to like sales... The author is a 10-year veteran in Silicon Valley with more than 15 years of sales experience. You'll love his candid writing style - loaded with specific questions to ask on sales calls and example conversations that you can implement immediately into your customer interactions.
About the Author: Scott Sambucci is a Silicon Valley veteran, spending more than 15 years building sales processes, developing new markets, and creating technology products for two successful startups and two publicly traded companies. Throughout his career, Scott has sold educational products, software solutions, data services, and consulting engagements to: -Top universities, including Duke University, Columbia University, and the University of Pennsylvania; -Financial firms, including Wells Fargo, Bank of America, Morgan Stanley, and Freddie Mac; -United States government agencies, including the Federal Housing Financing Agency, the Department of Treasury, and the Federal Reserve Bank. Scott leads workshops across the country to help companies and individuals improve sales performance, including a workshop at the 2012 Lean Startup Conference and regular sessions with the Lean Startup Circle Meetup Group network. He regularly teaches university courses in Economics, Finance, Entrepreneurship, and Strategic Management, and recently a "Faculty Member of Excellence" award in 2012. Scott has been interviewed on CNBC, NPR, and The Financial Times. Scott is the Founder of SalesQualia and lives in Northern California. He is a three-time Ironman triathlete.