Zvi Guterman: How to Make High Dollar Sales Easy

Wes Schaeffer
December 03, 2018

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

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From Israel (2008)
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

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