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Sell the way you want to buy
How to stand out from the competition by flipping the script
Thread
How to stand out from the competition by flipping the script
Thread
1) Allow prospects to book demos straight onto your AE’s calendars.
Creates better experience and decreases no-shows significantly compared to demo request forms
Also saves you time having to follow up to schedule.
Tools: @HubSpot , @Mixmax , @chilipiper
Creates better experience and decreases no-shows significantly compared to demo request forms
Also saves you time having to follow up to schedule.
Tools: @HubSpot , @Mixmax , @chilipiper
2) Don’t force discovery calls
Some prospects have self-educated enough and just want to see your tool in action. Don’t annoy them with a discovery call.
After they book, send an automated email asking discovery questions prior to the demo
Some prospects have self-educated enough and just want to see your tool in action. Don’t annoy them with a discovery call.
After they book, send an automated email asking discovery questions prior to the demo
3) Show pricing on your website
Personally, I’ve never booked a demo when there’s no price transparency.
Most prospects will search until they find an alternative that shows the price breakdown
Personally, I’ve never booked a demo when there’s no price transparency.
Most prospects will search until they find an alternative that shows the price breakdown
4) No more contracts
This is ballsy, but it pays off.
-Shortens sales cycle
-Stands out from competition to win more deals
-Forces you to make a sticky product
You can still do annual billing which locks them in for a year
This is ballsy, but it pays off.
-Shortens sales cycle
-Stands out from competition to win more deals
-Forces you to make a sticky product
You can still do annual billing which locks them in for a year
5) No more implementation fees
Lean into your solution and invest upfront in a long-term relationship.
This will help you stand out, reduce friction to buy and win more deals
Lean into your solution and invest upfront in a long-term relationship.
This will help you stand out, reduce friction to buy and win more deals
6) Align pricing with value
Ex: More SaaS pricing should mirror @SlackHQ Fair Billing - only charge per ACTIVE user instead of per seat.
-Better alignment with customer
-Healthy pressure to make best product
-More closed deals
Innovate on your pricing
Ex: More SaaS pricing should mirror @SlackHQ Fair Billing - only charge per ACTIVE user instead of per seat.
-Better alignment with customer
-Healthy pressure to make best product
-More closed deals
Innovate on your pricing
In summary, too many companies still sell w/unnecessary friction.
Use this to your advantage - flip the script by applying the Golden Rule heuristic to sales.
Shoutout @dvassallo for the inspo and application to marketing. https://twitter.com/dvassallo/status/1341527581703598080
Use this to your advantage - flip the script by applying the Golden Rule heuristic to sales.
Shoutout @dvassallo for the inspo and application to marketing. https://twitter.com/dvassallo/status/1341527581703598080
