Category Archives for "Sales Tip of the Day"

Mar
05, 2021

Taking Advantage of Levers

By Scott Sambucci | March 5, 2021

Would you walk away if your customers are not willing to take advantage of your levers? Or would you lose your rope a little to accommodate them? In this part of my conversation with Todd, we talked about transparent negotiating and taking advantage of levers.  Listen to the full interview here:  salesqualia.com/ep-109-pricing-negotiations-the-transparency-sale-an-interview-with-todd-caponi-part-1

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Mar
05, 2021

Discipline = Decision + Accountability

By Scott Sambucci | March 5, 2021

A question I get all the time is – “How do you stay so disciplined? I see you get up at 4am every morning. You’re training for these crazy ultramarathons. You’re posting on LinkedIn every day,” (BTW – Be sure to read to the end so that you can join me for a private Sales Masterclass this […]

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Mar
04, 2021

Focus Your Efforts Where You Are An Expert #Q&A

By Scott Sambucci | March 4, 2021

“Are you better at connecting with certain types of people?  When you go to a conference or meet people professionally, whom do you connect with easily? I’m good at connecting with startup CEOs and sales leaders, so that’s where I focus my efforts. I’m particularly good at talking with startup CEOs who have an engineering […]

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Mar
04, 2021

Exchanging Value for Value

By Scott Sambucci | March 4, 2021

“In a technology negotiation, playing this transparent card will help you to get to a point where you are exchanging value for value.” – Todd Caponi In this segment of my conversation with Todd, he shared how to negotiate with your buyers and the use of levers as your mechanism. Listen to the full interview […]

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Mar
03, 2021

Most Founders Hear Advice Every Day Like This…

By Scott Sambucci | March 3, 2021

Most founders hear advice every day like this.  “Do this, and you’ll get more leads . . .”  “Make sure you always blah, blah, blah with every prospect . . .”  “Do this in your demos, and you’ll convert more deals . . .”  “Here’s how to write proposals to close more business . . […]

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