Six Reasons for Selling Pilot Programs

By Scott Sambucci | January 15, 2020

By first implementing our product on a small scale in an actual working environment, the customers can see how it will work for them and reduce the risk of committing to a full-scale implementation. There are many advantages to pilot programs, especially as a startup. Here are six reasons to run pilot programs as part […]

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Ep. 79: Part 1: Meaningful Sales Conversations – An Interview with Richard Smith

By Scott Sambucci | January 15, 2020

  In this episode of the Startup Selling Podcast, I interviewed Refract Co-Founder, Richard Smith. Richard has over ten years of sales experience working for and building high activity and scalable outbound software sales teams. He has been a regular contributor to leading sales content sites such as Hubspot and SalesHacker and was nominated as […]

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The Weekly Planner

By Scott Sambucci | January 14, 2020

“This version of an implementation plan is more specific and is more representative of a functional work plan that your customer and you can use as the foundation of a statement of work and customer success strategy. Think of this version as a project management activity where your customer and you are collaboratively identifying key […]

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More Benefits of Using the 7×1 Framework

By Scott Sambucci | January 13, 2020

The 7×1 framework also future paces the prospective customer about the additional people and resources that will be needed to be involved in the sales and purchasing decision process. When the prospect sees all the people and processes that will be involved with a successful implementation, you can use that as leverage to involve key […]

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“Daily Dose: The past is the past”

By Scott Sambucci | January 10, 2020

The past is the past – Startup Lessons from the Trail If you’ve watched my videos lately you know that two months ago, I ran a 200-mile ultramarathon around Lake Tahoe.  For the last eight weeks, I’ve been celebrating and enjoying my personal glory of finishing this race.  There comes a time where you’ve got […]

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