Tag Archives for " Customer Development "

1 The 3rd Third – Creating solutions to client problems

By Scott Sambucci | October 25, 2013

In “Think Better: An Innovator’s Guide to Productive Thinking,” Tim Hurson discusses the concept of “wave thinking.” Examining a problem not once, not twice, but three times to determine a solution: 1st solution = obvious 2nd solution = more interesting 3rd solution = creative Ahhh… How about your client interactions? When you find a new […]


Hooray! I got a D!

By Scott Sambucci | October 10, 2013

Last night, I sent out an cold “InMail” yesterday to a “D” contact and got a reply. My first reply from a D. We’re setting up a time next week to talk. (Reminder: “Ds” are cold contacts – people I’ve never met before – in my classification system for customer development contacts.)  Sidenote: That’s the second reply […]


Eating my own dog food

By Scott Sambucci | October 8, 2013

I failed. I teach clients to set daily goals when I’m teaching clients how to manage their selling days. Yesterday, I set a goal to call ten (10) contacts for a customer development and sales project we’ve undertaken for a new client. Yesterday’s score: 10 planned calls 8 outbound calls 2 conversations 1 call back […]