All Posts by Scott Sambucci

A good sales rep makes her manager do the crap work

By Scott Sambucci | May 14, 2012

Why? Because: 1. Crap work is crap work because there are poor systems in place that managers must fix within the organization to scale the company. 2. Crap work means navigating internal bureaucracy, which should be left to managers. 3. Crap work is opportunity costs. Your reps should be spending time on the racetrack, not […]


Don’t be Vincent Van Gogh

By Scott Sambucci | May 7, 2012

Cutting deals to win customers? Don’t do it.  Read this article from today’s LA Times on American Airlines and their “travel for life” tickets. From the article: But all the miles they and 64 other unlimited AAirpass holders racked up went far beyond what American had expected. As its finances began deteriorating a few years […]


Hanging with Hans Rosling at TEDx San Francisco

By Scott Sambucci | April 3, 2012

You might know Hans Rosling of fame for his presentation with the best stats you’ve ever seen. And while I’m not exactly hanging with Hans Rosling, I will be speaking at the TEDx hosted in San Francisco by the Hult International Business School. My topic?  Well, sales of course: Death of a Salesman: Why […]