Tag Archives for " sales process "

Reducing friction points for inbound sales leads

By Scott Sambucci | March 27, 2019

On one of our weekly coaching calls yesterday, a client shared how they were struggling to convert their inbound leads to demos. The inbound leads started by clicking a Facebook Ad (yes, those work in enterprise sales if you do them right) specifically requesting a product demo. These were inbound leads – people that wanted […]


What do trekking poles have to do with startup selling?

By Scott Sambucci | March 20, 2019

I did a 50k trail race this weekend.  I know… I know… It’s just what I do… My wife tells that these races are my way of expressing myself. Some people choose watercolors. I choose to cover long distances via self-propulsion. Anyway, on to the story and how it relates to startup selling… My gear […]


Be The Leader Your Prospects Need You To Be

By Scott Sambucci | March 7, 2019

It all started so positively.  The prospect was excited to talk after they filled out the “I’d like more info” link on your site. They asked you tons of questions about your product. They couldn’t wait to see the demo and they loved what the saw. They asked about price and asked for a proposal, which […]


Running 100 Miles: Lessons for Scaling Your Startup

By Scott Sambucci | May 14, 2018

Last month, I ran the Zion 100 – a 100-mile ultra marathon in the Southwest Desert near Zion National Park. I’m asked all the time – “How the heck do you run 100 miles?” It comes down to three core elements – the same three elements that you need to grow and scale your startup: […]

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