All Posts by Zeeva Viola

May
03, 2017

Episode 31: What’s Your Box of Awesome? An Interview with Dan Waldschmidt

By Zeeva Viola | May 3, 2017

Dan Waldschmidt is a best-selling author, motivational speaker, and business strategist. He’s been a successful entrepreneur, a failure, and a successful entrepreneur again. Dan also came within a whisker of committing suicide – he had a gun to his mouth, about to pull the trigger. But he didn’t. He decided that his life’s story wasn’t […]

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1 May
03, 2017

What are critical success factors for SaaS applications? #Q&A

By Zeeva Viola | May 3, 2017

Question: What are the key success factors (like simplicity vs complexity, usability, marketing,  pricing, buzz etc.) for SaaS products? Answer: Couple of notes on my answer: I’m answering this questions from the perspective of enterprise SaaS applications, though principally I think the answers probably apply to single user SaaS. I’ll eschew the predictable answers such […]

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May
02, 2017

How many cold calls should a top notch sales person make in a day? #Q&A

By Zeeva Viola | May 2, 2017

Question: How many cold calls should a top notch sales person make in a day? Answer: The short answer is: it depends. It depends on: Who you’re calling – C-level execs with gatekeepers, senior/mid-level manager, or individuals. Why you’re calling – “Dialing for dollars” vs.”calling to establish a business relationship” If you are “dialing for […]

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2 Apr
27, 2017

What challenges are faced by startups selling enterprise software?

By Zeeva Viola | April 27, 2017

Question: The sales cycle with enterprise software is typically long. Unless the product being sold is unique, it will be hard to differentiate with competitors. I am curious to know what entrepreneurs do to combat the challenges in selling enterprise software. How do you manage the burn rate during uncertain sales cycles? Answer: Making sales […]

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Apr
26, 2017

What are some ways a salesperson can speed along the procurement process when dealing with large Fortune 1,000 companies? #Q&A

By Zeeva Viola | April 26, 2017

Question: We’re seeing major lag times with large customers from the time we have a “handshake” agreement and when our deals actually get through a large company’s procurement process.  We’ve stripped down our MSA/SOW document, but find that most large companies prefer to use their own document.  Our changes tend to be fairly minor, however, […]

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