All Posts by Scott Sambucci

May
20, 2020

What’s the most effective method for “outbound” sales of SaaS products?

By Scott Sambucci | May 20, 2020

Question: What’s the most effective method for “outbound” sales of SaaS products? Answer: Good points from Jonathan, though I would label the calls to the company executives ‘new calls’ instead of ‘cold calls.’ It’s an important mental model to use when approaching the call. This positions you as a peer having a conversation instead of a […]

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May
19, 2020

Ep. 88: Listening for Sales – An Interview with Laura Janusik

By Scott Sambucci | May 19, 2020

  In this episode of the Startup Selling Podcast, I interviewed Laura Janusik. Laura Janusik is a dynamic professor, trainer, researcher, speaker, and business consultant. Laura has won numerous research and teaching awards from different professional and academic associations, and she is one of the world’s leading experts in teaching and training listening. All of […]

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May
18, 2020

Does the salesperson really add value to his customers in B2B sales?

By Scott Sambucci | May 18, 2020

Question: Does the salesperson really add value to his customers in B2B sales? Answer: Absolutely, assuming the salesperson is a good salesperson. Here are just a few ways a good salesperson adds values to customers in B2B/enterprise sales: A good salesperson coordinates people and processes at the account. Over and over and over, people in companies know […]

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May
13, 2020

What are some good ways to avoid asking dead-end questions? #Q&A

By Scott Sambucci | May 13, 2020

Question: How can I avoid getting a short, yes/no answers? Answer: If you manage the sales process question, there is no such thing as “dead-end questions”, only dead-end conversations to the sales process because of lack of preparation. To avoid dead-end questions (read: conversations): Maintain a 4:1 question ratio. For every four (4) questions you […]

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May
12, 2020

Ep. 87: Running Your Startup’s Ultramarathon Right Now: An interview with Jason Everett

By Scott Sambucci | May 12, 2020

In this episode of the Startup Selling Podcast, I was interviewed by Business Coach and Mentor, Jason Everett. Jason Everett is one of those rare individuals that have the ability to harness and leverage technology like a second nature superpower and use if for online teaching, training, and education.  As the founder of several successful […]

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