Category Archives for "Sales Tip of the Day"

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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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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