All Posts by Scott Sambucci

Episode #1: Startup Selling with Conference Escorts

By Scott Sambucci | April 13, 2015

http://traffic.libsyn.com/salesqualia/Salescast_1-Startup-Selling-Conference-Escorts.mp3 This SalesCast is brought to you by, well, SalesQualia. Check out the Startup Selling Program, a 90-day program focused on finding customers, growing revenue and building your sales process. We discuss how to set meetings at a conference, executing on those meetings, and following afterwards. Throughout the conversation, we talk about lots and lots […]

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Your customers are lazy cows & it’s not their fault

By Scott Sambucci | April 7, 2015

Cows don’t know any better. They wake up, they eat grass, they walk along windy, crooked paths simply because some cow before them walked that long, windy, crooked path. In a company or organization, this is called “path dependency.” Microeconomic research also shows that humans are generally risk averse. People have an aversion to taking […]

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1 Mar
26, 2015

Stop Doing Product Demos

By Scott Sambucci | March 26, 2015

This week, I responded to an outbound sales email from a software company focusing on customer success. The last line of the rep’s email was: I would appreciate the opportunity to speak with you for a few minutes. When would be a good time to call? I replied: let’s chat. I can do Wed 2:30-4pm […]

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1 Don’t take a dump in a box and mark it guaranteed

By Scott Sambucci | March 20, 2015

I was talking with the sales rep from a telephony company yesterday. She said: “We have 100% guaranteed up time. For every 10 minutes we’re down, we refund you 1% of you monthly bill.” Then her line went dead… I had someone this week ask me, that as a startup, would it help find prospects get off […]

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