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Sales + Inbound Marketing + HubSpot

Zvi Guterman: How to Make High Dollar Sales Easy

Posted by Wes Schaeffer | December 03

How to launch and monetize you idea fast and grow sales predictably

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Sales Tips you'll learn today on The Sales Podcast...

  • From Israel (10 years ago)
  • PhD in computer science and math
  • Was a "geek"
  • You need to have the right requirements to make your work worthwhile
  • Validate for the need
  • Validate for the ability and willingness to pay for the solution
  • How to overcome company resource limits with alternative demo approaches
  • How to ensure everyone from sales ops to reps are all using the same demo versions
  • The value of giving prospects hands-on control during presentations and “leave-behind” demos.
  • "Can I be the first user?"
  • "Can I pay you now?"
  • He selected his co-founders
  • He was familiar with the problem already back in 2007
  • His original idea was around quality assurance
  • He and his co-founders were still in Tel Aviv and were thinking of how to launch in the U.S. market
  • Received a lot of rejections at first before getting their first $1 million investment
  • New ideas and opportunities emerged as they made more calls and connections
  • Leveraged their existing network to start and had a goal to learn and get 2-3 introductions
  • Validated within two quarters and started developing the initial version
  • Found challenges their prospects faced and were able to quantify the pain
  • Closed their first deal before the product was ready
  • Prospects don't want to meet!
  • Get to Product—Market fit to make high dollar sales easy

Your Success Is Guaranteed

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Topics: The Sales Podcast, Podcast, Inbound Marketing, Zvi Guterman

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.

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Here's what you and I both know. With all the streaming and social media options you have at your fingertips, the only reason to browse a site like this is that you're either not making enough money or you're working too hard for the money you're making. That means you need to get better at sales, at marketing, and/or at choosing and using the right tools to scale your sales. So contact me and let's see if we can work together. ~Wes

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