All Posts by Scott Sambucci

Sales Prospecting: How to use “Permission-Based Selling”?

By Scott Sambucci | January 12, 2021

  Good work! You’re off and running with your sales prospecting work for your startup: 1/ You’ve built your target list – specific people within an industry or market segment, and 2/ You have some valuable content to share – a white paper, case study, blog post, webinar recording, video, etc. Now you’re out there […]


The Product Champion

By Scott Sambucci | January 11, 2021

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 […]


You might not realize this…

By Scott Sambucci | January 8, 2021

“You might not realize this, but you have a distinct advantage right now as a startup—you don’t need that many new customers to make a huge amount of progress. If you’re truly starting up, you need your first one, then 10 more, then 10 more after that. Even if you have 10 or 100 customers, […]


Doing the right work

By Scott Sambucci | January 6, 2021

In 2016, I competed in Uberman — an ultra-triathlon consisting of a 21-mile ocean swim, a 400-mile bike from LA to Death Valley & a 135-mile run from Badwater to Mount Whitney. During training, I worked up to 30,000 yards in the pool, 150 miles on the bike, and ran 40 miles, in one week. […]


Daily Dose: Sales = (Contacts, Conversations, Conversions)

By Scott Sambucci | January 5, 2021

  It’s a simple model: 1/ Contacts  – Who you contact (your target prospect) & How (how many, how often) 2/ Conversations – Focusing on engagement by identifying problems and qualifying your leads. 3/ Conversions – Showing ROI and giving clarity on implementation. But the real question is whether or not sales really is your […]