Tomasz Tunguz

AUGUST 17, 2015

The most potent weapon in sales is understanding a buyer’s perception of time. As Mark Roberge wrote , “At HubSpot, this lacking sense of urgency is the number one objection we face in the sales funnel.” ” To succeed, SaaS startups’ sales teams must consistently create urgency in the sales process.

SaaS 40

SaaS financing finance enablement 40

The Zapier Blog

JUNE 1, 2025

They're the ones that land in your inbox begging you to come back and finish the checkout process—and apparently, I'm susceptible to begging. And without a timely follow-up, you can count those sales gone for good. Use the scarcity principle to encourage customers to make a purchase before the item (or discount) runs out.

mix-use 57

mix-use strategy 57

Both Sides of the Table

JANUARY 16, 2012

And when you’re relatively new to the process it’s easy to be confused by the process. I now observes the fund raising process as a profession. Fund raising (as is much of life) is a sale – pure and simple. Create scarcity. Three rules in sales: Why buy anything? Raising money is hard.

strategy 366

strategy development VC advice 366