All Posts by Zeeva Viola

Mar
22, 2017

What are some rules of making successful follow up calls to prospects? #Q&A

By Zeeva Viola | March 22, 2017

Question: What are some rules of making successful follow up calls to prospects? Answer: A few of concepts: Continuation vs. Advance. (This is described in the book “SPIN Selling” – http://www.amazon.com/SPIN-Selli…). An advance progresses the sale whereas a continuation simply maintains the sale in its current state. For example… In an advance, you talked with […]

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Mar
21, 2017

How do SaaS companies typically find their first six-figure customer?

By Zeeva Viola | March 21, 2017

Question: Obviously this depends on the market, product, etc. but generally speaking, how do SaaS companies land that first “big sale” (which I’ve arbitrarily defined as $100K+ in annual revenue). Is through their personal networks? Cold calling? Trade shows? Something else? Of course there’s no right answer here. More interested in any patterns. Answer: Every […]

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Mar
16, 2017

What are some rules of making successful follow up calls to prospects? #Q&A

By Zeeva Viola | March 16, 2017

Question: What are some rules of making successful follow up calls to prospects? Answer: A few of concepts: Continuation vs. Advance. (This is described in the book “SPIN Selling” – http://www.amazon.com/SPIN-Selli…). An advance progresses the sale whereas a continuation simply maintains the sale in its current state. For example… In an advance, you talked with […]

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Mar
15, 2017

At age 30, should I think twice about taking a year off “work” to pursue my interests/learn new skills by founding a startup? How might it affect my prospects of being hired down the road? #Q&A

By Zeeva Viola | March 15, 2017

Question: I’ve worked at the same company for the past 8.5 years in various management/consulting roles and have done fairly well, but I am not passionate about the work and I am feeling burned out from the corporate grind. I would like to apply my skills to a more creative field or a tech startup, […]

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Mar
14, 2017

What are the best ways to directly approach/reach-out to potential customers for SaaS app? #Q&A

By Zeeva Viola | March 14, 2017

Question: I’m looking for a little detail on how best to approach and/or reach-out potential customers without coming across as “salesy”. I’m not looking for answers on how to do this over twitter 🙂 Building a web application which has a niche of a specific type of company, digital/creative agencies. Ideally I need to speak […]

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