Category Archives for "Sales Tip of the Day"

Your Business Model is not your Sales Model

By Scott Sambucci | June 6, 2012

I spent yesterday at Launch: Silicon Valley watching companies pitch to the crowd and a panel of VCs. Lots of talk in the presentations about the business model and revenue model (“We’re a subscription-based model and we expect to hit $4.2 million in 2012 at a $2000/month price point selling to SMEs…”) But… time and […]


A good sales rep makes her manager do the crap work

By Scott Sambucci | May 14, 2012

Why? Because: 1. Crap work is crap work because there are poor systems in place that managers must fix within the organization to scale the company. 2. Crap work means navigating internal bureaucracy, which should be left to managers. 3. Crap work is opportunity costs. Your reps should be spending time on the racetrack, not […]


1 Don’t be Vincent Van Gogh

By Scott Sambucci | May 7, 2012

Cutting deals to win customers? Don’t do it.  Read this article from today’s LA Times on American Airlines and their “travel for life” tickets. From the article: But all the miles they and 64 other unlimited AAirpass holders racked up went far beyond what American had expected. As its finances began deteriorating a few years […]