All Posts by Scott Sambucci

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 […]

VIEW POST
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 […]

VIEW POST
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 […]

VIEW POST
May
11, 2020

What do you need to know to try and become a SaaS Salesperson?

By Scott Sambucci | May 11, 2020

Question: Or is it just another sales job. Answer: Every sales job is different. Your product is different, your target market is different, your customers are different. Yes, selling is selling at its core, but would a hardware engineer tell you they have the same job as a mobile app engineer? A few concepts I’ve learned […]

VIEW POST
May
05, 2020

Ep. 86: The Selling Formula – An interview with Brian Robinson

By Scott Sambucci | May 5, 2020

  In this episode of the Startup Selling Podcast, I interviewed best-selling author, and coach, Brian Robinson. Brian Robinson is a sales and marketing expert, best-selling author, and coach. He has worked for some of the best-known companies in the world, including Coca-Cola USA and Johnson & Johnson. Upon leaving his corporate career, he helped […]

VIEW POST
1 … 89 90 91 92 93 … 167