All Posts by Zeeva Viola

May
23, 2017

Episode 32: The Cardinal Rules of Cold Emailing with Damian Thompson

By Zeeva Viola | May 23, 2017

This episode of the Startup Selling Podcast focuses on cold email strategies and best practices when hiring and developing an early sales team. My guest is Damian Thompson, the Cofounder and Chief Customer Officer at LeadFuze, a company that provides automated lead generation software that helps B2B companies find leads and have more sales conversations […]

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May
23, 2017

What can I learn by working in a B2B sales organization? #Q&A

By Zeeva Viola | May 23, 2017

Question: What can I learn by working in a B2B sales organization? I am not involved in selling and have no plans of doing so. I do more of the analysis and reporting. Answer: Examine how the company weights it’s focus, and how that affects the company culture. You’ve characterized the company as a B2B […]

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May
10, 2017

Generally speaking, are SaaS companies more likely to be successful starting with small customers or big customers?#Q&A

By Zeeva Viola | May 10, 2017

Question: A lot of fast-growth SaaS startups seems to focus on smaller companies first (examples include Salesforce, Hubspot, Marketo, etc.). However, doing a deal with larger companies seems to move the needle more than signing up a lot of startups. It depends on the business of course but is there a path that generally tends […]

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May
09, 2017

What are some good ways to avoid asking dead end questions? #Q&A

By Zeeva Viola | May 9, 2017

Question: How can I avoid to get short, yes/no answers? Answer: If you manage the sales process question, there is no such thing as “dead-end questions”, only dead-end conversations to the sales process because of lack of preparation. To avoid dead-end questions (read: conversations): Maintain a 4:1 question ratio. For every four (4) questions you […]

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May
04, 2017

What is the best CRM for a startup/ business?

By Zeeva Viola | May 4, 2017

Question: What is the best CRM for a startup/ business? Answer: Thanks for the A2A. Please note that my answer assumes “startup” = “pretty early stage” – that is, the company is looking for its first 10-100 customers. It also assumes the customer-facing team is small – CEO + maybe 1-2 customer-facing people. The best […]

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