Optimize your “Contact Us for Enterprise Pricing” Process

enterprise-leadWhen it comes to SaaS, you basically have two sales models: high-touch and self-service. Small, bootstrapped SaaS companies often like to go the low-touch, self-service way.

Large, venture-backed startups often like to take the high-touch, Enterprise sales approach.

And sometimes it’s the opposite of that. It depends.

There are just so many different factors that come into play in making the decision about which model to use – not the least of which is who you’re selling to – that it’s simply beyond the scope of this article.

While high-touch Enterprise SaaS vendors could certainly learn a thing or two about sales process optimization from what’s below, this is more aimed at low-touch or self-service SaaS vendors that have a “contact us for Enterprise Pricing” option on their Pricing page.

But why is this necessary if you have a self-service sales model? Well, read on…

I’ve given this advice to my clients over the years and countless times via Clarity, so I thought I’d just share it here once and for all.

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How to Effectively use Pricing Page Discounts

discountsI get this question from time to time:

“Lincoln, is it okay to offer discounts right on your pricing page?”

Short answer: No.

The longer answer, with some nuanced yesses thrown in,  along with some tactics that you can employ, is below…

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Engaging at Scale: The Secret to Automating Personal Emails

Customer Success bot

About a year ago I shared my super top-secret way to automate personal emails more effectively - called the "Customer Success bot" method - with the awesome folks on my mailing list.Since then, I've come up with several new uses for this … [Continue reading]

Drive Growth with these “Invite-a-friend” Hacks

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When was the last time you invited your friends or co-workers into an app after you just signed-up for the free trial?When was the last time you imported your address book right after you opened an app for the first time?Right.So why do … [Continue reading]

The Myth of Unavoidable Churn

unavoidable-churn-jar

When it comes to customer churn, there are two kinds: avoidable and unavoidable.But I guarantee that the amount you label as "unavoidable" is actually much smaller than you think.I know, but..."Most of our churn is out of our control, so … [Continue reading]

Desired Outcome drives Customer Success

Desired Outcome - try again

So... what does Success look like for your customer? That's the question that's at the base of my wildly popular "The Secret to Successful Customer Onboarding" article.But it's not actually a very good question. What does "success" look like for … [Continue reading]

The Secret to Successful Customer Onboarding

the-best-way-to-onboard-new-customers

Customer onboarding has come up a lot lately, which is great since having a poor onboarding experience for your customers can pretty much kill your growth... if not your business.The first in-app experience your customer has with your product … [Continue reading]

7 Sanity Checks for Sending Cold Email

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Email Prospecting, the once-secret method (still) used (to great effect) by the hottest companies to get the attention of the biggest enterprises out there - even if all they talk about publicly is inbound marketing, adwords, and social - is no … [Continue reading]

The Correct Way to Handle Annual Pre-Pay Renewals

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Getting customers to pay up-front for a year is great... the challenge comes 12 months later at renewal time. There are four ways to do renewals, but only one right way.This came up on a recent Clarity call with a SaaS founder, and since annual … [Continue reading]

10 Growth Hacking Lessons from Dodgeball

growth-hacking-dodgeball

I hit Nick Mehta, CEO of Gainsight, right in the gut.And then I took a hard shot to the chest by Gainsight's New Business director.Working in a startup is rough, lemme tell ya.As Nick and I stood on the sidelines during this company … [Continue reading]