Add sales assist for larger deals
Not a sales team. A human on the deals where a human changes the outcome.
For: B2B
Target: Deals above threshold get a human
Inside this
- Define the deal size that earns a human1h
Below it, self-serve only. Ambiguity here quietly destroys your unit economics.
- Add a book-a-demo path for those deals only
Qualify before booking. A calendar open to everyone consumes the week.
- Publish the security and compliance page20h
SOC 2 status, DPA, subprocessors, data residency. This page unblocks deals on its own.
- Write battle cards for the three competitors you meet most
Where you win, where you honestly lose, and the question that reframes the comparison.
- Offer paid implementation for large accounts
Improves their retention and yours, and it prices out the accounts you cannot serve.
- Answer every demo request within the hour1h
A demo request is the warmest lead there is, and it cools by the hour — the one you call back the next morning has usually booked someone else. Route each to a named person with an alert, and give a non-fit a useful answer rather than silence.
- Record why each lost deal said no, and re-open it only when that changes1h
Budget, timing, a missing feature, the wrong person — each has its own change to watch for: a funding round, a new quarter, the feature shipping, a new owner in the seat. Re-open on the change, leading with the objection; never on a calendar.