Category Archives for "Sales Tip of the Day"

Jul
08, 2021

The Confirm-Ask-Explore™ Framework

By Scott Sambucci | July 8, 2021

“Asking the right questions, the right way is critical in the recognition of the needs stage of the sale.  Confirm-Ask-Explore is a sales-meeting methodology that I developed that’s useful for needs-analysis meetings and sales conversations and translates well into most other types of sales meetings, including lead qualification calls, product demos, meetings with technical buyers, […]

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Jul
08, 2021

Get Clear on Schedules

By Scott Sambucci | July 8, 2021

  Earlier in the winter and the spring, I was doing two trail runs which then moved into three for the week.  I had to get up early in the morning and get back in time to help out at home.  As a husband, a father, and a CEO—it’s important for me to be clear […]

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Jul
07, 2021

Sales Opportunity – Use BAMFAM.

By Scott Sambucci | July 7, 2021

You still have a potential sales opportunity—the prospect didn’t say “no” or “not interested.”  She’s still indicating interest, but you’re still in the same place in the sale as you were a week ago. That’s a “continuation.”  Alternatively, in your second call, had your prospect said, “I’ve talked with the team, and everyone is available […]

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Jul
07, 2021

Get really specific. Focus on your market.

By Scott Sambucci | July 7, 2021

We had Todd Caponi do a training on his Five F’s on how to run an effective sales organization. The first F was FOCUS. Who is your ideal customer profile (ICP)? What is your focus market? Automate the decision of which market you are focusing on and which you are not. Get really specific. That one […]

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Jul
06, 2021

Communicate With Your Team and Schedule EVERYTHING.

By Scott Sambucci | July 6, 2021

Ran a podcast a couple of weeks ago and covered a few lessons from the trail. One of them was to communicate with your team and schedule EVERYTHING. Block out time on your schedule and communicate about it. Communication is what enables a positive relationship so get clear and let your team understands the importance […]

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