All Posts by Scott Sambucci

The Buyer Mapping Exercise for Enterprise Sales

By Scott Sambucci | June 28, 2019

I ran a sales training yesterday, and I walked the group through an exercise called “Buyer Mapping” and I wanted to share it with you. Here’s why this is important… In selling to the enterprise/b2b sales, there are ALWAYS multiple decision-makers, influencers and stakeholders involved with every sale. A recent CBInsights report showed there are more than […]

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Episode 60: Making Sales the Priority & The Goldilocks Rule – Designing Your Selling Systems: An Interview with Paul Rush

By Scott Sambucci | June 26, 2019

Today’s guest is Paul Rush, founder of Substantial – a digital design agency based in Seattle, Washington.  Substantial is a software product development company that help clients bring new software product into the market. Paul has sold huge projects and have worked with large companies such as Amazon, T-Mobile, Google, Mercedes Benz, ADO, and many […]

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Episode 59: Starting the Journey: From Excitement to Reality – Startup Lesson #1 from the Bryce Canyon 100

By Scott Sambucci | June 26, 2019

Today’s episode is a very special edition because it relates to my personal life and the lessons learned from it. Stephen Anderson and I take a deep dive into my most recent personal challenge – the Bryce Canyon 100-mile ultramarathon – and how the experience relates to startup life and selling. Over the past five […]

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Episode 58: Build & Manage Your Startup’s Hiring Process – An Interview with Lever’s Kelly Del Curto

By Scott Sambucci | June 21, 2019

In today’s podcast, we have with us Kelly Del Curto, Director of small business and corporate sales at Lever, the applicant tracking system. Kelly started off as a Team Lead and Account Executive and has now become the Director of Small business and Corporate Sales at Lever. She enjoys helping small businesses source and hire […]

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Do You Have Blue Dots or Purple Dots in Your Sales Pipeline?

By Scott Sambucci | June 11, 2019

This weekend, I came across a 2018 study published in Science magazine – “Prevalence-induced concept change in human judgment,” by David E. Levari, et al. The experiment showed how people’s perception changed based on the decreasing frequency of a certain signal over time. In the experiment, participants were shown a series of blue and purple dots on a […]

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