Category Archives for "Sales Tip of the Day"

May
13, 2020

What are some good ways to avoid asking dead-end questions? #Q&A

By Scott Sambucci | May 13, 2020

Question: How can I avoid getting a short, yes/no answers? Answer: If you manage the sales process question, there is no such thing as “dead-end questions”, only dead-end conversations to the sales process because of lack of preparation. To avoid dead-end questions (read: conversations): Maintain a 4:1 question ratio. For every four (4) questions you […]

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May
11, 2020

What do you need to know to try and become a SaaS Salesperson?

By Scott Sambucci | May 11, 2020

Question: Or is it just another sales job. Answer: Every sales job is different. Your product is different, your target market is different, your customers are different. Yes, selling is selling at its core, but would a hardware engineer tell you they have the same job as a mobile app engineer? A few concepts I’ve learned […]

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May
04, 2020

How do SaaS companies typically find their first six-figure customer?

By Scott Sambucci | May 4, 2020

Question: Obviously, this depends on the market, product, etc. but generally speaking, how do SaaS companies land that first “big sale” (which I’ve arbitrarily defined as $100K+ in annual revenue). Is it through their personal networks? Cold calling? Trade shows? Something else? Of course, there’s no right answer here. More interested in any patterns. Answer: […]

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Apr
08, 2020

Taking the long view

By Scott Sambucci | April 8, 2020

I write a lot about sales and startups and making relentless forward progress. I run ultramarathons, and it might seem that I have an unending energy reserve that keeps me going. Fact is, I get tired and frustrated just like everyone else. I’ve been running at a crazy pace since early March – awake early […]

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