10 Tips to Increase your Annual Contract Value — Part 1..

5 tips with 5 more to follow…

🦹🏻‍♀️ 1. Know your enemy

🤷🏽‍♂️ 2. “So what?”​ test every unique selling point (USP)

🕵🏻‍♂️ 3. Ensure your ideal customer profile (ICP) is accurate

⏳ 4. Qualify hard — your time is precious

🙅🏽‍♂️ 5. Learn to say “no”​

  • Great pitch, can you send me the deck?
  • I’d like a free trial
  • Can you do some custom dev for us as part of the deal?
  • “Could you help me understand what you would do with the deck if I was to send it to you?” ….
  • “If you were using the product, in a free trial or otherwise, how would you go about quantifying value?” ….
  • “Could you give me a better understanding of what you are trying to achieve with such custom dev that you don’t get with our out-of-the-box solution?” ….

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