All Posts by Scott Sambucci

Feb
03, 2020

A prospecting plan of action is . . .

By Scott Sambucci | February 3, 2020

A master plan that describes the regular activities that you and your team deploy on a daily, weekly, and monthly basis to generate qualified leads. A complete prospecting plan of action includes these three core components. Funnel Fillers: The specific lead generation activities used to fill the top-of-the-sales funnel, such as your conference selling strategy, […]

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Jan
31, 2020

How are you finding your first customers?

By Scott Sambucci | January 31, 2020

“At the earliest stage of your company when you’re finding your first 5–10 paying customers, those first customers should come to you via your network, investors, advisors, and the “innovators” at your target customer who find you because they are actively searching for solutions to their business problems. If you can’t find your first 5–10 […]

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Jan
30, 2020

“Daily Dose: Having Time vs Making Time: A Lesson from the Trail”

By Scott Sambucci | January 30, 2020

  I’m two weeks from the Tarawera 100-miler and I’m asked all the time – “How to do have the time to train for ultramarathons?” I don’t HAVE the time. I MAKE the time – every week, every day. Today, I’m on the 5:50am train to spend the day at the Alchemist Accelerator Demo Day, […]

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Jan
29, 2020

The Startup Selling Sales Funnel + the Q Framework

By Scott Sambucci | January 29, 2020

The three phases of the sales funnel are listed here.  1. Prospecting Plan of Action: This is where you’re finding qualified leads—the right people at the right companies who have the core problem that your product solves. 2. Pipeline Pull-Through Strategy: In enterprise sales and B2B sales, the sales pipeline is a series of steps […]

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Jan
28, 2020

Pilot vs. Proof of Concept vs. Beta

By Scott Sambucci | January 28, 2020

“The scale from “complete sale” backward might look like this.  1. Full implementation  2. Partial or phased implementation  3. Pilot program  4. Proof of concept or beta  5. Monitored free trial If you’re feeling resistance from your prospective customer in selling a full implementation, then you can pare back and offer a partial or phased […]

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