Try Mana

Matches

1. Keep one answered security questionnaire and send it before they askKeep one answered security questionnaire and send it before they ask learned: Two groups sent the same kind of 60-question security questionnaire, and each took a full day of sales time.15 Sep
2. Answer "we use a spreadsheet" with the hours it costs the managerAnswer "we use a spreadsheet" with the hours it costs the manager learned: The most common objection is a spreadsheet that works; managers change their mind when they count the hours that swaps take each week.30 Jul
3. Send the data-processing agreement with the trial, not after itSend the data-processing agreement with the trial, not after it learned: The 4-site physio group's procurement asked for our data-processing agreement and hosting page on day 12 of the trial, and its review took longer than the trial had left.22 Sep
4. We lost the 6-site dental group on the total, not on the discountWe lost the 6-site dental group on the total, not on the discount learned: The group compared one yearly total with a tool that bills a group once; our quote at the Clinic price for six sites looked dearer, though the price per site was close.3 Sep
5. A group deal needs one founder call before the proposalA group deal needs one founder call before the proposal learned: The group deal we won had a call with Ines before the proposal; the two we lost had none.24 Sep
6. Decision: sell to vet, dental, and physio clinics, not to hospitalsDecision: sell to vet, dental, and physio clinics, not to hospitals learned: Hospital leads took 4 months and asked for features we do not plan; clinics of 10 to 60 staff signed in 3 weeks.16 Jul
7. Decision: no free pilot; a trial with a decision dateDecision: no free pilot; a trial with a decision date learned: The one open-ended pilot we ran took 3 months of support and ended with no answer.21 Aug
8. Pause an account after a failed card; never delete itPause an account after a failed card; never delete it learned: We retried failed cards on days 1, 3, and 7 while the payment provider also retried, so clinics got 6 failure emails.9 Sep
9. Decision: every group trial starts with the procurement packDecision: every group trial starts with the procurement pack learned: We lost the 4-site physio group because its procurement review started on day 12 of a 21-day trial.23 Sep
10. Decision: build the multi-site view before the leave moduleDecision: build the multi-site view before the leave module learned: Every group we spoke to asked for one view of its sites first, and leave was the request of single clinics.16 Sep
11. A demo on the clinic's own rules turns into a trialA demo on the clinic's own rules turns into a trial learned: Demos on a sample clinic showed features; demos that loaded the prospect's two hardest rules showed the problem we solve.4 Aug