Category Archives for "Sales Tip of the Day"

1 Aug
08, 2017

Sales Lead Qualification: The 4 Ps of Problem-Prospect Fit

By Scott Sambucci | August 8, 2017

Sales Lead Qualification: The 4 Ps of Problem-Prospect Fit Lead Qualification is one of the most important and challenging parts of the sales process, especially for startups. There’s no shortage of interesting conversations. People want to see your stuff. They like seeing new products and demos. You can spend a lot of time and effort […]

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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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1 Jul
27, 2017

Should I accept people’s invitations on LinkedIn who I don’t know but they have a pretty good profile and similar interests to me?

By Zeeva Viola | July 27, 2017

Question: Should I accept people’s invitations on LinkedIn who I don’t know but they have a pretty good profile and similar interests to me? Answer: For me, it would also depend on whether the connection request was the standard – “I’d like to add you to my professional network on LinkedIn.” or if the person […]

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Jul
25, 2017

What are your top sales objectives in 2017?

By Zeeva Viola | July 25, 2017

Question: What are your top sales objectives in 2017? Answer: My top sales objective for 2017 is to 3x REVENUE by SCALING the business… so that I can 10x revenue in 2018. The 3x goal is a forcing function to scale. Revenue growth forces scale – one person can only work so hard for so […]

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Jul
20, 2017

When do growing companies usually create sales quotas?

By Zeeva Viola | July 20, 2017

Question: Does it usually revolve around a level of revenue, number of salespeople, number of total employees, or something else entirely? Is there even such thing as a point where companies usually implement sales quotas? If there was one thing that usually marks the point at which quotas are implemented, what would it be? Answer: […]

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