All Posts by Scott Sambucci

Oct
22, 2019

Episode 72: Transactional vs Relational Sales, and Managing Your Sales Team’s Key Activities: An Interview with Joe Curtis

By Scott Sambucci | October 22, 2019

In this episode of the Startup Selling Podcast, I interviewed Joe Curtis, Chief Operating Officer at Pango Group. Joe expertly manages the operations, sales and marketing efforts of the business. Pango Group is a family of companies that provides personalized services for a diverse range of real estate and escrow related transactions. In addition to […]

VIEW POST
Oct
22, 2019

The Economic Buyer

By Scott Sambucci | October 22, 2019

“The Economic Buyer is the person who will write the check—the person whose budget provisions the purchase. Depending on the size and scope of your sale and implementation, you might need to go high up in the organization to find the economic buyer. Typically, vice presidents can approve smaller enterprise purchases, under $10K–25K/year. As you […]

VIEW POST
Oct
21, 2019

The User Buyer

By Scott Sambucci | October 21, 2019

The User Buyer is the person, or the team of people, who will use your product every day. Depending on your product, they might include salespeople, customer success analysts, marketing managers, project managers, IT managers, or any other team at your prospective customer who is responsible for carrying out the daily activities of the business. […]

VIEW POST
Oct
18, 2019

Discovery Call

By Scott Sambucci | October 18, 2019

“When selling enterprise solutions, such as data, analytics, and consulting while at CoreLogic and large-scale enterprise software at Blend, I knew that anyone who asked about price in the first conversation was a surefire Buyer Vampire. Especially in a larger enterprise sale, if you’re having a first conversation with a sales prospect, that first conversation […]

VIEW POST
Oct
16, 2019

Buyer Vampire 1: “How Much Is It?”

By Scott Sambucci | October 16, 2019

“Ever had a situation in which you’re talking to new prospects and five minutes into the conversation, they ask, “This sounds really great. How much is it?” Gulp. Whether you’re selling a lower-priced subscription product ($100/month) or an enterprise solution with lots of zeroes ($1,000/month or more), if your prospect asks price in the first […]

VIEW POST
1 … 105 106 107 108 109 … 163