Category Archives for "Sales Calls"


Stop Doing Product Demos

By Scott Sambucci | March 26, 2015

This week, I responded to an outbound sales email from a software company focusing on customer success. The last line of the rep’s email was: I would appreciate the opportunity to speak with you for a few minutes. When would be a good time to call? I replied: let’s chat. I can do Wed 2:30-4pm […]


Two examples of how meeting planning paid off

By Scott Sambucci | February 25, 2014

I’m traveling this week visiting a very major client and initiating the sales process with future clients (a.k.a. “prospects”). The act of simple meeting preparation helped me enormously. Twice. Situation #1: Meeting on Wednesday with a potentially large client after several phone calls with an executive and his team. What I did: In looking at […]


Hooray! I got a D!

By Scott Sambucci | October 10, 2013

Last night, I sent out an cold “InMail” yesterday to a “D” contact and got a reply. My first reply from a D. We’re setting up a time next week to talk. (Reminder: “Ds” are cold contacts – people I’ve never met before – in my classification system for customer development contacts.)  Sidenote: That’s the second reply […]