Category Archives for "Sales Tip of the Day"

Finding Customers Through Your Network…

By Scott Sambucci | June 3, 2020

It is rarely going to be a first or second-level connection. You will probably need to work through several layers. For example, if you are selling a financial technology product for equity analysts and have a friend who is a trader at a hedge fund, you’ll need to go two or three layers deep to […]

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Finding the Sales Flow Again

By Scott Sambucci | May 26, 2020

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 […]

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What’s the most effective method for “outbound” sales of SaaS products?

By Scott Sambucci | May 20, 2020

Question: What’s the most effective method for “outbound” sales of SaaS products? Answer: Good points from Jonathan, though I would label the calls to the company executives ‘new calls’ instead of ‘cold calls.’ It’s an important mental model to use when approaching the call. This positions you as a peer having a conversation instead of a […]

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Does the salesperson really add value to his customers in B2B sales?

By Scott Sambucci | May 18, 2020

Question: Does the salesperson really add value to his customers in B2B sales? Answer: Absolutely, assuming the salesperson is a good salesperson. Here are just a few ways a good salesperson adds values to customers in B2B/enterprise sales: A good salesperson coordinates people and processes at the account. Over and over and over, people in companies know […]

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What are some good ways to avoid asking dead-end questions? #Q&A

By Scott Sambucci | May 13, 2020

Question: How can I avoid getting a short, yes/no answers? Answer: If you manage the sales process question, there is no such thing as “dead-end questions”, only dead-end conversations to the sales process because of lack of preparation. To avoid dead-end questions (read: conversations): Maintain a 4:1 question ratio. For every four (4) questions you […]

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