Category Archives for "Psychology & Sales"

Sales Tip of the Day: Finding the Sales Flow Again

By Scott Sambucci | June 18, 2018

How do you get back into a flow after time away from an important project or initiative? I see it all the time sales. A company founder or a sales team finds the flow with a regular prospecting or product demos or working their sales pipelines every day. There’s magic in the consistency of the […]


Swimming Across Lake Tahoe: Lessons in Startup Selling

By Scott Sambucci | August 12, 2016

I swam 10.5 miles across Lake Tahoe Sunday morning, from Cave Rock to Emerald Bay. It’s a course that Tom, the boat captain, has swam and led many swimmers. My longest open water swim prior was 2.5 miles from Aquatic Park in San Francisco Bay to Alcatraz and back. Sunday’s swim was a training swim […]


The Friday Four: Pricing strategy, Satisficing, Status Quo & Procurement departments

By Scott Sambucci | March 21, 2016

After one week hiatus, I present to you Installment #7 of “The FridayFour.” Want to get The Friday Four sent right to your inbox? 1 – Why your pricing strategy is killing your business I learned from the master this week. Check out my podcast Interview with Patrick Campbell, co-founder and CEO at PriceIntelligently. Patrick […]


Buyer Remorse and Enterprise Sales

By Scott Sambucci | March 6, 2014

Let’s look at two emotions that many customers, in both B2C or B2B sales, experience after a purchase – whether it’s new sport coat or a $1,000,000 enterprise software purchase. Buyer Remorse Consumers experiencing Buyer Remorse might ask themselves three types of questions types after a purchase: Emotional – How do I feel? Happy, relieved, […]


1 Group Dynamics & The Purchasing Committee

By Scott Sambucci | April 19, 2013

Your Product Champion assured you that the budget is there along with the appetite to unseat the existing software that is your primary competitor. You reviewed the ease of product implementation with the Technical Buyer. The User Buyers successfully used the trial version for three months, leading to more than $1.5 million in cost savings. […]