Category Archives for "Sales Tip of the Day"

Jan
07, 2019

5-Risks Of Hiring A Salesperson at Your Startup

By Scott Sambucci | January 7, 2019

Hiring any salesperson too soon. If you’ve yet to acquire paying customers, then it’s too soon. You’re still in Customer Discovery and Customer Development mode. And, while Customer Development really is sales, as the company founder it is vital you develop a sales framework that includes buyer types (e.g., Economic, Technical, Users) within your target […]

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Nov
19, 2018

Good salespeople are not “salesy”

By Scott Sambucci | November 19, 2018

Salespeople are masters at taking the right actions, listening to customers, asking questions, and implementing a clear strategy. Most of all, good salespeople are usually the nicest people you’ll ever meet because they are genuinely interested in helping other people. Sales strategies are real. They are not underhanded or deceptive. Just like a Java developer […]

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Nov
12, 2018

The 4 Ps to Perfect Product Demos

By Scott Sambucci | November 12, 2018

Do you spend a lot of time and effort building the perfect demos? ….Only to get: “This looks pretty cool, send me a proposal.” “This looks like it might help us, send us your deck and we’ll circulate with the team and get back to you.” And then. Nothing. Nada. Crickets. Tons of startups suffer […]

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Nov
05, 2018

3-part pricing structure

By Scott Sambucci | November 5, 2018

1) Configuration & Implementation, 2) Platform & Users, 3) Professional Services 1 – Configuration & Implementation – This is all the work that goes into getting 100% up and running. For heavier enterprise software, this means integrations with other systems. Then there’s training and phased implementation You can add this to your pricing package, then […]

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Oct
29, 2018 Startup Selling

Pick. Up. The. Phone.

By Scott Sambucci | October 29, 2018

“The prospect asked me a question [or a bunch of question…] via email about… Price, Product, Integrations, timing, etc. etc. etc.” What should I do? Pick. Up. The. Phone. 3 key reasons why: You need to learn the question behind the question(s).
 “Can you send me a data flow diagram?” Isn’t a question about how […]

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