Category Archives for "Sales Tip of the Day"

Apr
05, 2017

In terms of sales, what are the three most important things to know about psychology? #Q&A

By Zeeva Viola | April 5, 2017

Question: You can only choose three. I have read a lot about how psychology is important for sales, but never read much about how it is used for sales. Can those more knowledgeable share? Answer: Here are my three: Bounded Rationality Risk Aversion | Loss Aversion Anchoring ________________ Bounded Rationality – Articulated by Herbert Simon […]

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Mar
30, 2017

How quickly should you hire salespeople in a SaaS company? #Q&A

By Zeeva Viola | March 30, 2017

Question: The faster you hire the quicker you can grow your revenue (in theory). However, it can be a danger to hire too quickly. Any rules of thumb here? Answer: As soon as you have a repeatable sales process, defined as: Your lead sources and best prospecting activities are clear and measurable. Your Customer Segments […]

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Mar
27, 2017

How should I prepare for a mock sales presentation? #Q&A

By Zeeva Viola | March 27, 2017

Question: I have had an in-person interview with a web/mobile analytics company in San Francisco, and they want to bring me back for the final interview and a presentation of their product as if I’m presenting to and pitching Amazon (hypothetical scenario). Their product measures activities that users take on customers’ sites. The presentation is […]

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Mar
24, 2017

It’s been way to long… and that’s my fault…[The Friday Four: 3/24/17]

By Zeeva Viola | March 24, 2017

It’s official. I’m a slacker. It’s been more than two months since sending out my so-called weekly “Friday Four.” The good news is I’ve been teaching and sharing ideas with of live groups – workshops, conferences, speaking… The bad news is that I’ve neglected the 1000+ of you on this list. I aim to fix […]

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Mar
23, 2017

Is it a good idea to offer a discount for the launch of a Saas B2B service?

By Zeeva Viola | March 23, 2017

Question: I’m wondering if offering something like a 50% rebate, available only at launch time would be a good idea ? The aim is to make people subscribe now and not delay their decision. Answer: Companies still do launches? Assumably, you’ve gone through the Customer Discovery and Customer Development process, which means you have hard […]

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