1 Pick. Up. The. Phone.

By Scott Sambucci | January 25, 2012

Gearing up for a conference we attended this week, our sales rep plowed through a list of attendees cross-matched with leads and prospects in our CRM.   He called one fellow who’s historically been a pain in our collective side.  Over the last two years, we haven’t been able to get him past a couple […]


What about booth babes?

By Scott Sambucci | January 16, 2012

Do you spend money on a booth, or should you just do LobbyCon? Go to the events and avoid registration fees at all costs. There is plenty of LobbyCon you can do. It will be painfully obvious when it’s time to actually pay to register. Don’t feel bad about this. Conferences are daunting and expensive, […]


My 8 Sales Tenets (so far…)

By Scott Sambucci | January 14, 2012

[UPDATED: 2/13/12] Sales Tenet #9: Be nice. No matter what – always be nice. Why “Tenets”? Just sounds better than “principles” or “rules” or “laws.” (Why are you asking silly questions – the meat and potatoes are below…) Sales Tenet #1: For inbound calls and lead, find out why the prospect is inquiring about your […]


1 Edison was a better salesman

By Scott Sambucci | January 5, 2012

From Wired today: Jan. 4, 1903: Edison Fries an Elephant to Prove His Point Edison had established direct current at the standard for electricity distribution and was living large off the patent royalties, royalties he was in no mood to lose when George Westinghouse and Nicola Tesla showed up with alternating current. The lesson here? […]