What industry are you targeting? What’s your competitive market look like? I’m assuming this is based on NewBiz? Renewal, upsells, buyouts - what strategies are you using to close?
What tools do reps have to entice customers to sign? Trial converting to paid? Free months? Are you looking to secure a 12, 24, or 36 month contract? Multi year deals you can offer ramped pricing with a negotiable auto-renew clause after a year to give the customer flexibility = more trust to sign.
What’s the reps discount floor? Are they bringing in an internal champion to assist with closing?
An opt out clause also gives customers more incentive to sign.
