Narrowing Your Target Market

By Scott Sambucci | September 13, 2019

Now . . . here’s the thing. Narrowing your market can take some time. It was really hard in the earliest days at Blend as we were narrowing our focus.  When I started my work at Blend in 2013, we didn’t even have a product. We had a platform that the team had built over […]


Episode 69: Fix the Track or Get Off the Vehicle – A Conversation with Dan Martell

By Scott Sambucci | September 11, 2019

In this episode of the Startup Selling Podcast, I had the privilege of sitting down with Dan Martell. Dan is a serial entrepreneur having built several multi-million dollar technology companies starting at the age of 17. He’s also an award-winning angel investor, having invested in 35+ companies like Intercom, Udemy, Hootsuite, and Unbounce. Today he’s […]


The Q Framework: The Seven Questions on the Ramp to Repeatability

By Scott Sambucci | September 6, 2019

The Q Framework uses seven key questions to help you identify exactly where you are with every sales opportunity and, more important, to help you build your startup’s repeatable sales process—from prospecting to pipeline management to paying customer conversions at the price you deserve to charge. Think of the Q Framework as a configurable platform […]


Episode 68: When, Who & Where to Hire Your Startup’s Sales Team: An Interview with John Messina

By Scott Sambucci | September 4, 2019

In this episode of the Startup Selling Podcast, I had the privilege of sitting down with John Messina. John currently leads North American Sales at Amplitude Analytics where he helps their customers leverage customer data to build the best product experiences possible.  He has built sales teams at Enterprise B2B SaaS companies ranging in size […]


The Scale-Up Stage of your StartUp

By Scott Sambucci | September 3, 2019

“Whether a startup leverages investor capital or reinvests its own cash flow, once repeatability is established, the startup is ready to work toward scalability. Think of this as the 10x growth outcome—with the first step going from $1,000,000 ARR to $10 million ARR (and beyond)!  In the scale-up stage, startup founders encounter a new set […]