Category Archives for "Sales Calls"

HBR Article: Plan Your Sales Strategy

By Scott Sambucci | October 26, 2012

Dad used to tell me – “Make a list. If you make a list, you won’t forget anything.” Makes sense at the grocery store and during your sales calls – that’s the basis behind the SalesQualia Sales Mapping workshop. Today in his HBR article “Plan Your Sales Strategy,” Steve W. Martin wrote: In my win-loss […]


Sales Tip of the Day (video): Asking questions

By Scott Sambucci | October 24, 2012

If you choose one aspect of your sales calls to improve upon, it’s your questioning strategy. Play a game with yourself – see how long you can go in a sales conversation before mention your product or services. We’re all proud of our products and all of the wonderful features and benefits. But until you […]


Sales Tip of the Day: Mapping your sales calls

By Scott Sambucci | September 28, 2012

Map your sales calls before you pick up the phone – create a “Call Map” and a “Conversation Tree.” This is a primary activity I recommend to salespeople (and those selling their products that don’t consider themselves a “salesperson” such as company founders and CEOs…). A “Call Map” is simply a flow chart or activity map where […]


Sales Tip of the Day: Where you sit matters

By Scott Sambucci | September 13, 2012

Where you sit during your “Big Sales Presentation” matters. Too many times in a group setting, I’ve watched my colleagues stake out ground on one side of the conference room, leaving open only the chairs on the other side of the table. It’s like they’re hoping either an arm wrestling tournament will ensue. This is […]