All Posts by Scott Sambucci

Oct
29, 2019

Episode 73: 5 Phases of Early Company Growth, the Frankenstein Job Posting & Gifting Ownership: An Interview with Brett Gilliland

By Scott Sambucci | October 29, 2019

  In this episode of the Startup Selling Podcast, I interviewed Brett Gilliland, Co-Founder & CEO at Elite Entrepreneurs. As the original leader of Infusionsoft’s “Built to Last” efforts, Brett spent 10 years helping Infusionsoft grow from less than $10M to over $100M in revenue.  Brett’s roles at Infusionsoft included: Built to Last Champion, Strategic […]

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Oct
29, 2019

The Five P’s of Buyer-Problem Qualification

By Scott Sambucci | October 29, 2019

As you are working with each buyer and stakeholder at your target customer, map them to the buyer-problem qualification diagram to determine involvement to solving the problem, and how severe they view the problem to be at their company. 5 P’s to problem identification 1. Person: Begin by identifying the buyer you’re working with—what is their […]

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Oct
28, 2019

The Product Champion

By Scott Sambucci | October 28, 2019

The Product Champion is your coach and cheerleader. He or she is the person who is internally helping you to sell your product by providing access to the other buyer types and coaching you on the sale to the company. Imagine if you meet somebody at a conference, and that person tells you his job […]

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Oct
25, 2019

Selling Early Versions of our Product

By Scott Sambucci | October 25, 2019

“At Blend, I was selling early versions of our product to the top 50 mortgage lenders in the US. Most businesses, even by 2013, were still using old systems and software and were still just figuring out the cloud and SaaS stuff. The easiest part of the sale was showing Economic Buyers how our software […]

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Oct
23, 2019

Relentless Forward Progress

By Scott Sambucci | October 23, 2019

Relentless Forward Progress — Lessons from the Trail Cuddled in a sleeping bag around me in the back of my friend’s SUV at mile 123, I didn’t want to leave. I didn’t want to think about the 82 miles I had left in the Tahoe 200 ultramarathon. But… what I could think about was opening […]

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