Sales Tip of the Day: Mapping your sales calls

By Scott Sambucci | September 28, 2012

Map your sales calls before you pick up the phone – create a “Call Map” and a “Conversation Tree.” This is a primary activity I recommend to salespeople (and those selling their products that don’t consider themselves a “salesperson” such as company founders and CEOs…). A “Call Map” is simply a flow chart or activity map where […]

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1 “Ten Reasons People Resist Change” – HBR.org article

By Scott Sambucci | September 26, 2012

Written in context of general leadership, this post has direct applications to Sales Leadership. Introducing a new product or service to any client means change. It is your responsibility as the sales professional to identify and overcome the resistance to change. The best tool for leaders of change is to understand the predictable, universal sources […]

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Sales Tip of the Day: The Principle of Independent Judgments

By Scott Sambucci | September 19, 2012

From page 85 of Daniel Kahneman’s “Thinking, Fast and Slow“: The principle of independent judgments (and decorrelated errors) has immediate applications for the conduct of meetings, an activity in which executives in organizations spend a great deal of their working days. A simple rule can help: before an issue is discussed, all members of the committee […]

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