Most of the people who you encounter aren’t buyers…

By Scott Sambucci | October 14, 2019

“As you’re engaging with your prospective customers, most of the people who you encounter aren’t buyers. They might think of themselves as buyers, but in most cases, the people you need to reach are not the most obvious (or easiest!) people to reach. Often, your initial point of contact will be with a user buyer […]


Grilled Cheese Saturdays & the other half of life

By Scott Sambucci | October 11, 2019

Last night, I got to thinking about all of the “life” I have outside of work every week a partner, spouse and parent. Too often, I tend to let the whims of work affect my perspective on how my days and weeks are going, and that’s just plain terrible. There are good days and bad […]


Many companies in various industries probably suffer…

By Scott Sambucci | September 23, 2019

Many companies in various industries probably suffer from the problem you solve, and the more you search for the problem, the more you realize that it’s everywhere. That leaves you wondering, “How are we going to sell to all these customers?” The more you look at the total addressable market for your product, the more […]


You might not realize this…

By Scott Sambucci | September 20, 2019

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, […]


Who are the competitors in that market right now, and how are they solving the problem that you’ve identified?

By Scott Sambucci | September 18, 2019

If you’re unsure of the answer to this question, talk to people. For example, find people on LinkedIn and at conferences who are decision-makers in these industries. If you’ve chosen a market where you have experience and expertise, it should be easy for you to talk to your network. Just say, “Look, I’m not selling […]

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