MP3 File (run time 35:24)
My guest for episode #183 is Scott Sambucci, who I met at the 2012 Lean Startup Conference. Scott is author of an excellent book, Startup Selling: How to sell if you really, really have to and don’t know how. Scott is also founder of SalesQualia, a firm that helps people improve sales performance. His latest project is the Sales Model Canvas, an online tool.
Scott and I talk about getting better at sales (something I’ve honestly struggled with, as an engineer, during my time with KaiNexus). Scott talks about how “sales is a process,” what some of the biggest mistakes people can make with sales, what some common “vanity metrics” are (to be avoided), and how to look out for “vampires and gatekeepers” as you sell.
For a link to this episode, refer people to www.leanblog.org/183.
You can also listen via Stitcher.
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If you have feedback on the podcast, or any questions for me or my guests, you can email me at [email protected] or you can call and leave a voicemail by calling the “Lean Line” at (817) 776-LEAN (817-776-5326) or contact me via Skype id “mgraban”. Please give your location and your first name. Any comments (email or voicemail) might be used in follow ups to the podcast.
About LeanBlog.org: Mark Graban is a consultant, author, and speaker in the “lean healthcare” methodology. Mark is author of the Shingo Award-winning books Lean Hospitals and Healthcare Kaizen, as well as the new Executive Guide to Healthcare Kaizen. Mark is also the VP of Customer Success for the technology company KaiNexus.