126 (Sell): Holding your customer accountable through your deal cycle (Marissa Bell, Director, Enterprise Sales @ Figma)
30 Minutes to President's Club | No-Nonsense Sales
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Figma - Do You Have a Deal Slip?
Figma gives free access to its product in parallel with the legal process. We tell our champion, if we don't have a signature by X date, you are going to lose access. And when we don't hit that date, we do turn the access off. But having that proof of concept in place has been really helpful for us to keep things on track without having a discount.
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