Tag Archives for " Organizational Behavior "

Lincoln Murphy on Customer Success & Your Customer’s Desired Outcome [podcast]

By Scott Sambucci | June 7, 2016

“Desired Outcome is the Key to Customer Success.” -Lincoln Murphy Lincoln Murphy helps you make your customers wildly successful. He is a Growth Strategist at Sixteen Ventures and a Growth Architect at Winning by Design(TM). Many people, myself included, consider Lincoln to be a heavyweight in the SaaS and startup world. There’s no one better when […]


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 Don’t take a dump in a box and mark it guaranteed

By Scott Sambucci | March 20, 2015

I was talking with the sales rep from a telephony company yesterday. She said: “We have 100% guaranteed up time. For every 10 minutes we’re down, we refund you 1% of you monthly bill.” Then her line went dead… I had someone this week ask me, that as a startup, would it help find prospects get off […]


Find the Spider

By Scott Sambucci | May 30, 2013

Find your spider. In 1994, Nancy Krieger wrote a landmark paper in the field of epidemiology – “Epidemiology and the Web of Causation: Has anyone seen the spider?” Prior to her publication, epidemiologists cited a “a web of causations” as the reason a particular disease blighted a population. (Also see: Overdetermination) Krieger posited that instead, […]