Tag Archives for " Economics "

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? 1 – Why your pricing strategy is killing your business I learned from the master this week. Check out my podcast Interview with Patrick Campbell, co-founder and CEO at PriceIntelligently. Patrick […]


1 Group Dynamics & The Purchasing Committee

By Scott Sambucci | April 19, 2013

Your Product Champion assured you that the budget is there along with the appetite to unseat the existing software that is your primary competitor. You reviewed the ease of product implementation with the Technical Buyer. The User Buyers successfully used the trial version for three months, leading to more than $1.5 million in cost savings. […]


1 The Scarcity Effect & SasS/DaaS Sales

By Scott Sambucci | September 17, 2012

Tell me if this sales anecdote seems eerily familiar: After observing the couple so engaged, a salesperson might approach and say, “I see you’re interested in this model here, and I can understand why; it’s a great machine at a great price. But, unfortunately, I sold it to another couple not more than twenty minutes […]


Sales Tip of the Day: The Law of Least Effort

By Scott Sambucci | July 24, 2012

Described by Daniel Kahneman in “Thinking, Fast and Slow” – A general “law of least effort” applies to cognitive as well as physical exertion. The law asserts that if there are several ways of achieving the same goal, people will eventually gravitate to the least demanding course of action. In the economy of action, effort […]