An area

Close deals and price right

Run a process that gets to a decision, and charge what the thing is worth.

Running a sales process and closing 8

Discovery, demos, qualification, champions, procurement and the last mile to a signature.

I have a call booked with a real prospect tomorrow. What do I do on it? 3 → Founder-led sales sounds terrifying. Why can I not just hire a salesperson? 4 → How do I know if a deal is real or if I am being strung along? 3 → My demos go well and then the deal stalls. How do I stop that? 4 → How do I turn random wins into a sales process someone else can run? 3 → All 8 questions in Running a sales process and closing →

Pricing and packaging 8

What to charge, what to charge for, how to package it, and how to change it later without losing people.

I have no idea what to charge. How do I pick a first price? 3 → What is a value metric and why does everyone say it matters more than the number? 3 → How do I design tiers so buyers pick the right plan and grow into the next one? 3 → How do I find out what customers will actually pay without just asking them? 3 → Should I price in rupees for India and dollars for everyone else? 3 → All 8 questions in Pricing and packaging →

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