All Posts by Scott Sambucci

“Would You Like The Long Demo or The Short Demo?”

By Scott Sambucci | January 18, 2021

Lots of good conversation happening right now on Richard Smith’s post from yesterday – “Rich – please can I just have a demo? I know you want to ask me questions but I really just want to see what you’ve got…” Here’s an approach to try for these situations. Have a little fun and be human […]

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Tackling Structural Racism Together

By Scott Sambucci | January 15, 2021

I’m no more qualified to write and share this post than you or most people – I’m a 1%-er that’s running his business and managing through COVID lockdowns. Usually, my biggest worry in the day comes when I have to share bandwidth with my wife and son or help a client navigate through a rough […]

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11% of the year, the Status Quo Fallacy & 10 Selling Ideas You Can Use Right Now

By Scott Sambucci | January 15, 2021

  I’m already hearing it … “Nobody’s buying this time of year…” “I’m focusing on Q1 deals now…” “My prospects are all telling me to ping them in January…” What? Did you know you still have more than 11% of the year left? There are 28 working days left in 2020. That’s 11.1% of the […]

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Pricing, Negotiations & The Transparency Sale

By Scott Sambucci | January 13, 2021

  If you’re in this zone where deals are coming in that are way lower than what we charge, I would go back and ask “Are you sure you are targeting the right people in the first place?”. It was great having Todd Caponi on our show. His expertise in transparency negotiations & pricing brought […]

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Daily Dose: Start at the Beginning

By Scott Sambucci | January 12, 2021

  Start at the Beginning… It’s January 4th. The Internet is slow. Zoom keeps cutting out. Slack isn’t working.  After holidays every year, I feel disappointed that I didn’t get all the projects done I wanted during the break. I feel anxious about jumping back into the flow of work.  Where should I start? What […]

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