Category Archives for "Sales Tip of the Day"

Measuring Sales Effectiveness and Monitoring Performance

By Scott Sambucci | March 23, 2012

Came across an interesting micro-study on pharmaceutical selling from RM Consulting. Think about “message leakage” as the quality and delivery of the sales call.  The study found that the raw count of sales calls mattered far less, and even had a negative correlation, to sales success.  The most successful reps were those that successfully delivered […]


Pick. Up. The. Phone. [Redux]

By Scott Sambucci | January 27, 2012

Yesterday I received an referral email from another vendor in the industry to one of the “Too Big To Fail” banks.  Woohoo! Now, critical moment – I had an email half typed then said to myself – “Dude – Pick up the phone.” So I did, and I’m glad I did.  Here’s how the conversation […]


Pick. Up. The. Phone.

By Scott Sambucci | January 25, 2012

Gearing up for a conference we attended this week, our sales rep plowed through a list of attendees cross-matched with leads and prospects in our CRM.   He called one fellow who’s historically been a pain in our collective side.  Over the last two years, we haven’t been able to get him past a couple […]


What about booth babes?

By Scott Sambucci | January 16, 2012

Do you spend money on a booth, or should you just do LobbyCon? Go to the events and avoid registration fees at all costs. There is plenty of LobbyCon you can do. It will be painfully obvious when it’s time to actually pay to register. Don’t feel bad about this. Conferences are daunting and expensive, […]