Dials to your startup’s sales process

By Scott Sambucci | February 19, 2020

Think of each of these three systems as dials to your startup’s sales process. Your job is to turn these dials to increase the output for each of the systems so that you can increase your customer’s revenue.  If your prospecting plan of action increases the number of qualified leads, even while keeping your sales […]


Paying Customer Plan

By Scott Sambucci | February 18, 2020

The key measurements to track are: Price Per Customer: As you continue to establish your product’s worth to each new customer, you should be able to increase the price that each new customer pays for your product. The more that you implement with paying customers, the more data you’ll have for the next customer to […]


A paying customer plan is . . .

By Scott Sambucci | February 17, 2020

This is the development and implementation action plan with your target customer to move them from their purchasing decision to implementation and long-term success. It includes these three core components.  Why-Buy Analysis: This is an individual analysis for each target customer that shows them how their purchase will achieve a specific ROI in terms of […]


Selling System 3: Paying Customer Plan

By Scott Sambucci | February 14, 2020

“This is why we do what we do, right? The entire sales process from lead generation to product demos to meetings and contract conversations are all designed to lead to this end objective—paying customers. The biggest mistakes startups make in this part of the sales funnel are as follows. Failing to establish a specific return-on-investment […]


When you build and successfully execute your pipeline pull-through strategy, you will get the following:

By Scott Sambucci | February 12, 2020

Clarity: Clarity in your sales pipeline means that you know all the steps that you need to take with your prospect in the weeks and months ahead. It’s like having a map with checkpoints and milestones along the way.  Control: With your sales map, you’ll have control of your sales process, because you’ll know exactly […]

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