Situational Awareness
You're talking with a customer on a live call, and they say they want HubSpot now but can't pay until their funding hits their account in a month. What do you do?
Offer Net Invoice with quarterly billing, and ask if they can/want to sign on the call.
You're talking with a customer on a live call, and they say they want to sign now, but need a slightly better deal to move forward. The price they say they want doesn't sound unreasonable to you, but it's going to require getting the quote re-approved. What do you do?
Say you'll get it approved on the call and slack me/Dane to get it done, then have them sign on the call.
When you're building a quote for a NN customer, but they have several free accounts, what should you know before building the quote?
Which HubID is the correct one to build the quote under.
What can you do to get $125 of extra MRR on a deal in H2?
Include a $50 credit pack (as long as the account has never purchased extra credits before)
When we're not sure of what to do, what should we NOT do first?
Come to me :)
You're talking with a customer on a live call, and they say they want HubSpot now and want to purchase HubSpot Onboarding, but they want to delay onboarding by 30 days. What do you do?
Multiple answers, I'll decide what I think is best
You're talking with a customer about HubSpot Marketing Hub onboarding costs (not partner), and even with a 74% discount, they still have concerns about paying that much upfront for onboarding. What can do you?
Split the onboarding into up to 3 monthly payments via the quoting tool
You're talking with a customer about HubSpot Sales Hub onboarding costs (not partner), and even with a 74% discount, they still have concerns about paying that much upfront for onboarding. What can do you?
Offer to split them into 2 monthly payments via the quoting tool
If you have someone that wants to wait a month to use HubSpot due to bandwidth issues, but has no issues with the price or funding, what do you do?
My discretion
If you submit an MHP to MHE upgrade quote without onboarding attached, but Consulting Approval comes up, what would indicate that you may get push back on getting onboarding removed?
If they have low usage on Marketing Hub via the Success App, or if they've only been on Marketing Pro for less than 3 months. The important thing is to not promise anything to the customer up until it's approved in the quoting tool.
If you're on a signing call, and a new question or concern pops up that requires them to hop off and ask their team one more thing, what should you do?
Book a follow up for later that same day after asking when they plan on running it by the team.
You're talking with a customer on a live call, and they say they want HubSpot now but can't pay until their funding hits their account in a month. And they don't want to do quarterly billing via an invoice - what do you do?
Say we have to do quarterly for the first 3 months but after that, we can send them a new contract to switch it to monthly billing
DAILY DOUBLE. You have somebody that seems very interested in moving forward with HubSpot after seeing the demo and the pricing, but then they ask if they can get a 2 week trial to "play around with it." What do you do?
Ask what they want out of the trial, make sure they are bought into actually using it, and set up a mid-trial check-in to hold them accountable to using it.
DAILY DOUBLE: You're talking with a customer on a live call, and they are confident in HubSpot as their solution of choice. And they are also confident in the partner we have recommended to them, but they want to scope them out a little bit more before signing. Since time kills all deals, what can we do to get them to sign with HubSpot now?
Let them know all they have to do is acknowledge the partner is the one they will work with, and make sure the partner is also okay with that so they don't potentially have their metrics be hurt down the road. They acknowledge them via the POI Link that pops up after they complete the HubSpot contract.
If you get a quote approval that's "Partner Enterprise Consulting Approval", who should you slack to get that done?
Kathleen Rush. She is a saint.