How Do You Price Your Product?

By Scott Sambucci | November 1, 2019

“Well, look, how do you price your product, or what are some of the factors that go into pricing?” That’s where you might respond with this kind of answer. There are a few factors that affect price. The first is the amount of configuration and implementation support you need; the second is the number of […]

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Episode 73: 5 Phases of Early Company Growth, the Frankenstein Job Posting & Gifting Ownership: An Interview with Brett Gilliland

By Scott Sambucci | October 29, 2019

  In this episode of the Startup Selling Podcast, I interviewed Brett Gilliland, Co-Founder & CEO at Elite Entrepreneurs. As the original leader of Infusionsoft’s “Built to Last” efforts, Brett spent 10 years helping Infusionsoft grow from less than $10M to over $100M in revenue.  Brett’s roles at Infusionsoft included: Built to Last Champion, Strategic […]

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The Five P’s of Buyer-Problem Qualification

By Scott Sambucci | October 29, 2019

As you are working with each buyer and stakeholder at your target customer, map them to the buyer-problem qualification diagram to determine involvement to solving the problem, and how severe they view the problem to be at their company. 5 P’s to problem identification 1. Person: Begin by identifying the buyer you’re working with—what is their […]

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The Product Champion

By Scott Sambucci | October 28, 2019

The Product Champion is your coach and cheerleader. He or she is the person who is internally helping you to sell your product by providing access to the other buyer types and coaching you on the sale to the company. Imagine if you meet somebody at a conference, and that person tells you his job […]

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Selling Early Versions of our Product

By Scott Sambucci | October 25, 2019

“At Blend, I was selling early versions of our product to the top 50 mortgage lenders in the US. Most businesses, even by 2013, were still using old systems and software and were still just figuring out the cloud and SaaS stuff. The easiest part of the sale was showing Economic Buyers how our software […]

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