All Posts by Scott Sambucci

Daily Dose: Do The Work

By Scott Sambucci | February 11, 2020

  I’m 10 days from my next ultra-marathon — the Tarawera 100. The locals refer to it as “the miler…” I’m so close to the starting line, and in the final weeks before a race, I get tired – I’m tired of training. I’m tired of early mornings. I’m tired of my diet. I’m tired […]

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The Q Framework questions you need to know are . . .

By Scott Sambucci | February 11, 2020

Where are you with each sales opportunity?  When is the next step in the sale? This is important because your pipeline pull-through strategy articulates for your company and your future customers exactly how you are going to work together from the time that you identify a qualified lead through to their decision to become a […]

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A pipeline pull-through strategy is . . .

By Scott Sambucci | February 10, 2020

Your company’s process for moving your qualified sales opportunities through your sales pipeline. Think of this as your “sales map”—all the steps you and your customers need to take during their buying journey. A complete pipeline pull-through strategy includes these three parts.  Sales Meeting Management: This is your process for leading your sales meetings and […]

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Selling System 1: Prospecting Plan of Action

By Scott Sambucci | February 7, 2020

Top-of-the-sales-funnel work is focused on generating qualified leads through daily marketing and sales activity, such as the following. • LinkedIn connections, groups, and posts • Blogging and content marketing • Social media (Twitter, Facebook, Instagram) • White papers • Webinars • Executive briefings • Market update conference calls • Speaking at conferences and industry events […]

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Pipeline Pull-Through Strategy

By Scott Sambucci | February 5, 2020

 Moving your qualified leads through your sales pipeline requires that you have a clear strategy for taking customers from qualified lead to paying customer.  Some of the biggest mistakes that startups make in this part of their sales funnel are one or more of these actions. • Failing to maintain momentum from one sales meeting […]

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