All Posts by Scott Sambucci

Jan
22, 2020

Ep.80: Part 2: Bonus Track! Product Demos, Lead Qualification & More Sales Talk with Richard Smith

By Scott Sambucci | January 22, 2020

  In this episode of the Startup Selling Podcast, I interviewed Refract Co-Founder, Richard Smith. Richard has over ten years of sales experience working for and building high activity and scalable outbound software sales teams. He has been a regular contributor to leading sales content sites such as Hubspot and SalesHacker and was nominated as […]

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Jan
22, 2020

Pilot Programs Build Trust

By Scott Sambucci | January 22, 2020

“Running the pilot program allows the customers to see their problems being solved, thereby earning their trust in your product and company. It also involves the customers in the process itself. It enables your customers to see how your company operates, how you respond to their needs, and how you react when something doesn’t work […]

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Jan
21, 2020

Pilot Programs Reduce Risk

By Scott Sambucci | January 21, 2020

“Even if your sales prospects love your product and your approach to solving their problems, they just don’t trust you. It’s not that they don’t want to trust you; it’s that they can’t trust you.  Remember, in many cases, we are selling to companies that are much larger than us, and we’re dealing with executives […]

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Jan
20, 2020

Pilot Programs Shorten Your Sales Cycle

By Scott Sambucci | January 20, 2020

“You have probably noticed in some of your early selling that the sales cycles for selling to large companies can take a long time—3, 6, or 12 months (or even longer)!  There might be some prospects in your sales pipeline now that you first met more than a year ago. Perhaps you’ve had plenty of […]

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Jan
17, 2020

Pilot Programs Enable You to Vet Your Opportunities

By Scott Sambucci | January 17, 2020

“If you’ve been selling your product for any amount of time, you’ve gotten to a point where you’re juggling multiple potential prospects. Congratulations—you’ve built a sales pipeline! Regardless of whether you have three or thirty opportunities in your pipeline, you need to identify which prospective customers are the most interested in buying and using your […]

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