Category Archives for "Sales Calls"

Eating my own dog food

By Scott Sambucci | October 8, 2013

I failed. I teach clients to set daily goals when I’m teaching clients how to manage their selling days. Yesterday, I set a goal to call ten (10) contacts for a customer development and sales project we’ve undertaken for a new client. Yesterday’s score: 10 planned calls 8 outbound calls 2 conversations 1 call back […]


2 Sales Tip of the Day (video): Situational Analysis

By Scott Sambucci | November 4, 2012

Before you present your products or hop on a demo, start the sales conversation with questions about the client’s situation and process. Only by understanding this process first can you effectively present your solution. Looking for your sales edge? Check out: “Startup Selling: How to sell if you really, really have to and don’t know how“ […]


Sales Tip of the Day: Focus, Focus, Focus in your product demos

By Scott Sambucci | October 30, 2012

You’re proud of your product and the 27 features your developers built. Great. Just know that during your sales demos, your prospect has only one or two major pain points and will remember no more than three features or functions about your product. Focus, focus, focus your presentation on emphasizing a maximum of three features. […]