Category Archives for "Sales Tip of the Day"

Episode 62: Pleasant Prospecting, Spinning Plates & The Engagement Pyramid: An Interview with Marylou Tyler

By Scott Sambucci | July 3, 2019

We have a first in today’s episode! It’s our first returning guest. Joining me on the show today is Marylou Tyler.  Marylou is the founder of Strategic Pipeline, a Fortune 1000 sales process improvement consulting group. Her client roster includes prestigious companies such as Apple, Bose, AMA, Talend, CIBC, Gartner, Prudential, UPS, Logitech, Orkin, AAA […]


The path to $1 billion: 3 key themes from the early days at Blend

By Scott Sambucci | July 1, 2019

If you’re in the FinTech space, you’ve probably heard about Blend’s recent Series E funding round. I was fortunate enough to serve as the first head of sales at Blend from 2013-2015. I remember running customer development calls from my kitchen table and negotiating the contract with our first paying customer, trying to figure out pricing […]


The Buyer Mapping Exercise for Enterprise Sales

By Scott Sambucci | June 28, 2019

I ran a sales training yesterday, and I walked the group through an exercise called “Buyer Mapping” and I wanted to share it with you. Here’s why this is important… In selling to the enterprise/b2b sales, there are ALWAYS multiple decision-makers, influencers and stakeholders involved with every sale. A recent CBInsights report showed there are more than […]


Do You Have Blue Dots or Purple Dots in Your Sales Pipeline?

By Scott Sambucci | June 11, 2019

This weekend, I came across a 2018 study published in Science magazine – “Prevalence-induced concept change in human judgment,” by David E. Levari, et al. The experiment showed how people’s perception changed based on the decreasing frequency of a certain signal over time. In the experiment, participants were shown a series of blue and purple dots on a […]


Are You Putting Yourself First? (The One Thing That We Rarely Do as CEOs and Founders)

By Scott Sambucci | June 4, 2019

You push and you push to make your startup grow. But are you thinking about the effects you’re having on yourself and your people? Every startup founder deals with the same issue. You get the business off the ground and you start pushing. The push becomes a constant thing that ingrains itself into your culture. […]

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