Category Archives for "Sales Tip of the Day"

Blue Belts & Roadmaps

By Scott Sambucci | May 11, 2022

As I left class on Saturday, I asked my BJJ Professor (Brazilian Jiu-Jitsu) – “In the next week or so, I’d like to talk about what I need to do to get on the path to my blue belt.  I’ve been training for 9 months – I know I have a long way to go, […]

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Product Demos are a Verb, not a noun

By Scott Sambucci | May 4, 2022

Myth: Prospects want to see a Product Demo. Truth: Prospects don’t care about your product, because product demos shouldn’t be about the product – they’re about the prospect’s PRIORITIES and PROBLEMS. In fact, calling product demos a “Product Demo” is all wrong.  It tells to your prospects that this is another – “Answer–Slack–Messages–and–Reply–to–Emails–While–Pretending–To–Pay–Attention–For–An–Hour” call. Instead […]

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Buyer Vampires & Lead the Crusade

By Scott Sambucci | April 26, 2022

Hi Crew – It was all going so well, wasn’t it?  The prospect replied right away to that outbound email… They couldn’t wait to see the demo next week… Then they loved what they saw and asked dozens of questions about features, integrations, and onboarding. They asked for a copy of the deck, a sample […]

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Daily Dose: Remember who you’re talking to…

By Scott Sambucci | February 3, 2022

  Did a keynote talk at a client’s Sales Kickoff this week. They asked me – “How do you keep people engaged in a sales call, or in the sales process in general?” The first answer that came to mind was to remember that your prospects are people. They have stuff happening all around them […]

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Most founders don’t know they have this secret advantage…

By Scott Sambucci | January 11, 2022

  From Day 1, that’s all we do – we think about that problem. We learn everything we can about what our future customers are doing now to address it, how we can help them, and how to build a solution that will help them. We’re researching the market, thinking of every aspect of the […]

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