What’s one of the single BIGGEST mistakes that most Startups(and salespeople…) make when it comes to PROSPECTING?

Scott Sambucci
1 min readJun 17, 2020


Answer: They’re selling.


Outbound emails & calls are fraught with sales pitches. I see it every day in my inbox, with InMails and inbound calls.

“I’d love to tell you more about us…”

“When can we book a demo?”

“Our new flux capacitor…”

Prospecting is NOT a selling activity — it’s a SORTING activity.

The simple fact is that 90% of the companies on your list just ain’t buying right now. Could be that they’re not yet problem aware, they have other priorities or have a solution in place. (See: “The Ultimate Sales Machine” by Chet Holmes.)

The job of prospecting is simply to SORT which prospects are already taking action or which are open to buying. That’s it.

Stop selling and start SORTING.

Sure takes the stress out of outbound, doesn’t it?


FYI — I’m running a live event next week — “RESET, REBUILD & RESTART YOUR 2020 SALES”

Together we’ll –

1. ASSESS your startup’s #salesprocess today.
2. IDENTIFY the Sales Accelerators you need to fix.
3. BUILD an action plan to begin implementing right away.

Send me a DM or 👇🏾👇🏽 comment *PLAN* below 👇🏾👇🏽 & I’ll share the details with you.

#saassales #startupselling #scaleup



Scott Sambucci

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