Category Archives for "The Friday Four"

The Friday Four: It’s all about “The Big Demo!”

By Scott Sambucci | April 8, 2016

Installment #10 of “The Friday Four.” Throughout the month with our Startup Selling members, we’re focusing on the “The Big Meeting” – the right way to prepare, deliver, and execute on this critical step in your sales process. Here are my four sales ideas for you this week, all focused on this topic. 1 – […]


The Friday Four: Why your customers can’t buy from you – Risk aversion, Loss Aversion & the Tech Buyer

By Scott Sambucci | March 25, 2016

This has been a primary topic of reading and research for me lately, and the answers are scary… Really scary… Gulp. Which brings us to Installment #8 of The Friday Four. 1 – “Your sales prospects think you’re a ticking time bomb, and what to do about it….” [FREE WEBINAR] I’ve organized a few of my research […]


The Friday Four: Pricing strategy, Satisficing, Status Quo & Procurement departments

By Scott Sambucci | March 21, 2016

After one week hiatus, I present to you Installment #7 of “The FridayFour.” Want to get The Friday Four sent right to your inbox? Click here to have these sent right to your inbox. 1 – Why your pricing strategy is killing your business I learned from the master this week. Check out my podcast […]


The Friday Four #6: Trish Bertuzzi, a conference tip, prospecting & David Cummings

By Scott Sambucci | March 3, 2016

Installment #6 – Here we go… Click here to add yourself to the mailing list and have these posts sent straight to your inbox… 1 – The Startup Selling podcast interview with Trish Bertuzzi LOTS of learning with Trish on the podcast, covering the topic of sales development & prospecting. Trish is the founder of The […]


The Friday Four: A podcast interview, Productivity Apps & Dharmesh Shah

By Scott Sambucci | February 29, 2016

Installment #5. A podcast interview on selling after the sale, three productivity apps, and a presentation by Dharmesh Shah, founder & CTO at Hubspot. 1 – D&B Podcast interview: Beyond the buyer… Last week, Dustin Luther at Dun & Bradstreet interviewed me on their B2B podcast. Dustin is a good friend from my days in […]