Startup Selling: Talking Sales with Scott Sambucci

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: niko@sdremote.co - 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.”