Category Archives for "Podcast"

Daily Dose: Prospecting Partnering System

By Scott Sambucci | June 14, 2021

  Demos are where sales opportunities go to die. Unless you’ve got a Prospecting Partnering System in your #sales process. It’s fun finding new leads, diving into problems, and talking about what’s possible with your help. Demos – Nothing more fun than showing off your product to an eager prospect. Proposals may not be fun […]

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Daily Dose: “Demo” Should NEVER Be A Stage In Your Sales Process

By Scott Sambucci | June 7, 2021

  “Demo” should NEVER be a stage in your sales process. In fact, your entire sales process should minimize your product as much as possible.  Yes, really. That’s why Demo Design is one of the 9 Sales Accelerators. If you’re running your demos the wrong way, I bet every one ends with three things –– […]

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Daily Dose: 3… 2… 1… Weekend

By Scott Sambucci | June 2, 2021

3 Things I’m excited about (including lots of running and baby goats…) #1:  The last stretch of training for the Western States 100. I’ve got a 50-mile trail run on  Saturday, and another 22 on Monday.  #2: We’re now proud owners of a baby goat.  My wife spent her nights this week building their pen. […]

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Daily Dose: Can We Please Eliminate “Follow Up” From our Sales Jargon?

By Scott Sambucci | May 24, 2021

  “I guess I’ll follow up with them…” If that’s your action plan for a deal that’s gone dark or a lead that won’t reply, you’re doing it all wrong. The top 3 synonyms for “follow” are PURSUE, SEEK & CHASE. Is that how you want to run your sales process?  Change the mindset.  Eliminate […]

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Daily Dose: Recruiting & Interviewing for Sales Roles at Series A Startups

By Scott Sambucci | May 17, 2021

  Hiring is a two-sided market – the hiring company and the candidates.  After closing a Series A, a founder needs to get serious about building their sales team. That first sales team will either galvanize growth from “start up” to “scale up,” or drag the company into startup purgatory. Founders have to sell candidates […]

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