All Posts by Zeeva Viola

Aug
31, 2017

I am new to technology sales. As an offshore enterprise software services vendor, how can I effectively answer the following customer question: “What is the value your organization adds?”

By Zeeva Viola | August 31, 2017

Question: I am new to technology sales. As an offshore enterprise software services vendor, how can I effectively answer the following customer question: “What is the value your organization adds?” Answer: This is a standard question buyers designed to put salespeople on the defensive. Take back control of the conversation by asking questions and creating […]

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Aug
24, 2017

Should I run my startup full-time or part-time?

By Zeeva Viola | August 24, 2017

Question: I’m going to run a startup, but I am struggling on whether to go full-time or do part-time. I find it really hard to work on a startup when fully-employed. What are your thoughts and experiences? Answer: General suggestion: My guess is that if you’re struggling to spend time on both, you might be […]

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Aug
22, 2017

Should early stage startups worry about generating revenue? Why or why not?

By Zeeva Viola | August 22, 2017

Question: Should early stage startups worry about generating revenue? Why or why not? Answer: Yes, absolutely, and as early in the product development cycle as possible.  The process of migrating a ‘user’ to a ‘customer’ will reveal the answers to several vital questions about your business and it’s viability. Here are just a few questions […]

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Aug
15, 2017

Is LinkedIn a worthwhile networking tool?

By Zeeva Viola | August 15, 2017

Question: Is LinkedIn a worthwhile networking tool? Answer: Yes, depending on your definition of “networking.” Personally, while I always enjoy meeting new people with new ideas, time is really, really short, and I assume that most other people feel the same way. Here are three (3) ways that I use LinkedIn for networking (loosely defined, […]

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1 Aug
01, 2017

What are some solid ways to do customer development for a startup?

By Zeeva Viola | August 1, 2017

Question: What are some solid ways to do customer development for a startup? Answer: On the tactical side, I developed a classification system for Contacts and Call Outcomes: “A” Contacts: Personal and professional friends. People I’ve known and worked with in the past; people who I know will take my call and make time for […]

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