Category Archives for "Sales Tip of the Day"

Problem Awareness

By Scott Sambucci | March 8, 2021

Either your customer is aware or unaware that he or she has the problem that you solve.  If your prospective customer is “problem unaware,” this means that you will need to invest a significant amount of time with the prospective customer to help him or her see the magnitude of the problem, find the right […]

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Taking Advantage of Levers

By Scott Sambucci | March 5, 2021

Would you walk away if your customers are not willing to take advantage of your levers? Or would you lose your rope a little to accommodate them? In this part of my conversation with Todd, we talked about transparent negotiating and taking advantage of levers.  Listen to the full interview here:  salesqualia.com/ep-109-pricing-negotiations-the-transparency-sale-an-interview-with-todd-caponi-part-1

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Discipline = Decision + Accountability

By Scott Sambucci | March 5, 2021

A question I get all the time is – “How do you stay so disciplined? I see you get up at 4am every morning. You’re training for these crazy ultramarathons. You’re posting on LinkedIn every day,” (BTW – Be sure to read to the end so that you can join me for a private Sales Masterclass this […]

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Focus Your Efforts Where You Are An Expert #Q&A

By Scott Sambucci | March 4, 2021

“Are you better at connecting with certain types of people?  When you go to a conference or meet people professionally, whom do you connect with easily? I’m good at connecting with startup CEOs and sales leaders, so that’s where I focus my efforts. I’m particularly good at talking with startup CEOs who have an engineering […]

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Exchanging Value for Value

By Scott Sambucci | March 4, 2021

“In a technology negotiation, playing this transparent card will help you to get to a point where you are exchanging value for value.” – Todd Caponi In this segment of my conversation with Todd, he shared how to negotiate with your buyers and the use of levers as your mechanism. Listen to the full interview […]

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