Categories: Customer Success | Differentiation | Sales Leadership | Selling Technology
Customer Success (CS) is a critical component of a successful customer engagement process. Growing revenue requires your organization to be cross-functionally aligned on buyer value and solution differentiation before and after the sale. Capturing that value after the initial deal is essential for driving recurring revenue and expansion opportunities within accounts. Fostering alignment between the traditional sales organizations and your CS team is one way today’s top B2B SaaS and Tech firms gain an advantage in a competitive marketplace. When CS is able to maintain continuity through handoffs and convey value through the post-sale stages of the customer relationship, organizations reap the benefits of high renewal rates, reduced churn, and increases in Net Retention Revenue. For revenue team leaders selling HiTech solutions, we’ve designed this leader playbook for improving CS execution. Dig in for more strategies and thought leadership from leaders who’ve built and leveraged elite CS teams.
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Categories: Company Alignment | Sales Messaging | Selling Technology
The product demo is an important part of any sales process, but they can also be a tricky stage to navigate while maintaining a value selling approach. We often advocate for sellers to move away from the 'features and functions' conversation in favor of discussing business problems and solutions. The demo is a time to discuss both. That can be a difficult balance to strike, especially when selling complex technical solutions. When executed correctly, the demo can be a valuable step to tying the technical capabilities of your solution to the business problems of the customer and progressing deals forward at a high value.
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Categories: Company Alignment | Sales Transformation | Scaling Sales
In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:
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Categories: MEDDICC | Sales Qualification | Selling to the C-Suite
MEDDICC is an industry standard for determining the strength of a deal and charting the path to get the deal closed. Many times, deal qualification can hinge on whether your team can identify the Economic Buyer and build enough influence in the organization to both access and evangelize them. But the power of MEDDICC for influencing deal decision-makers extends far beyond the “E” in the acronym.
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Categories: Podcasts
This April, on the Revenue Builders Podcast, we shared wisdom from hosts John Kaplan and John McMahon along with their world-class guests. The result was some of our best insights yet on leading a relationship-based sales motion that helps sellers connect with buyers and have greater influence. We dove into how new technologies are changing the sales process in The Impact of AI on Sales with James Underhill, and discussed where many B2B Sales startups go wrong in defining and connecting with their ideal customer with Monica Stewart. Our hosts also explored how leaders can equip their teams to better connect with specific roles in the sales process, with special deep-dives into Champions and the Economic Buyer. We publish two episodes every week, with both long-form discussions and bite-sized lessons to offer value to leaders at all stages of growth. Make sure to subscribe to the Revenue Builders podcast on your favorite podcast player, so you never miss an episode.
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Categories: Competitors | Sales Productivity | Sales Transformation
Determining the budget line item for a sales initiative can be difficult until you start talking to vendors. There are a multitude of sales consultants out there with prices that vary just as much. Once you determine the key knowledge gaps you're trying to fill in your organization or the challenges you're trying to overcome, then it's time to connect with the right solution for your budget and pain points.
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