Scott Sambucci

A constant question that I get is “Everything is slowing down in my marketplace, what to do if “all” of the people that we’re selling to do not buy from us?”

There’s no such thing as “All” and “Everyone”. Generalizing that no one will want to buy your product…

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The second selling strategy in a volatile market is #Relationship.

Your customers are challenged with different problems — hiring strategy, exit strategy, or may need an introduction.

Focus on a human-to-human connection to show your customers that you are dedicated to solving their problems.

Listen to the full podcast…

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I am frequently asked the question “What should be my selling strategy when we’re in a volatile market?”

The #1 strategy as it relates to sales is to not believe everything that you think. Ignore thoughts like “I THINK no one is going to buy” or “I THINK it…

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“Our target customers knew that we had an authoritative perspective in the market. We could point them back to articles, blog posts, and guest spots on Bloomberg and CNBC.

That opened the door and changed the conversation from viewing us as just another data vendor to listening to our perspective…

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To build an Authority Voice strategy you must get front & center with your prospects before they reach out to you.

When you delay this process, you will be playing catch-up which will make it difficult to change them from their old way of doing things to the new…

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Before showing a demo to your prospects, you first need to educate them. Teach them about new ways to solve their problem such as workflows, automation, using AI, and other data-driven approaches.

Most importantly, ensuring that your prospects are on board with moving from the old way to the…

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Many companies in various industries probably suffer from the problem you solve, and the more you search for the problem, the more you realize that it’s everywhere. That leaves you wondering, “How are we going to sell to all these customers?” The more you look at the total addressable market…

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In this model, we look at the old way versus the new way of doing things.

Most prospects are still using old technologies, systems, and processes.

It’s YOUR job to EDUCATE your prospects about their problem. By doing this, you’re SEPARATING yourself from the rest of the marketing and…

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Scott Sambucci

Scott Sambucci

Startup Selling: Sales Coach for Startup CEOs, Speaker, Author, Teacher.