Do limited time try-before-buying offers work for tech vendors? That's the question Totango addressed in new research that shows that companies can boost their conversion rate simply by paying attention to the people who sign up and -- shocker -- communicating with them.
Whenever we get an opportunity to engage prospects who has signed up for a Try Jive instance, we should definitely treat it as a "high touch" opportunity.
With that level of commitment, we, as a team, definitely need to do a ton of qualification up front. We need to clearly understand their CBI and leverage Kevin Temple's Enterprise Selling techniques, otherwise we won't be able to scale across Latin America and we won't get the conversation rates we want