Blog
The most dangerous time in the Customer’s Journey is after the deal has been signed and before First Value Delivered (FVD) has been realized... Implementation!
It doesn’t matter if you have a self-serve ecomm product/service or sell an Enterprise software solution – Your customer MUST have a successful implementation experience or your company risks churning them in the future.
A successful implementation experience is really in the eye of the beholder – so there is no reason to guess.
Here are some questions to ask your customer during the handoff call with the sales rep. (see how I made the assumption that this is a best practice at your organization?).
Diversity and Inclusion is the HOT topic in tech right now. It’s no secret, tech is too white and too male. I believe the uncomfortable conversation will have to continue to come from women, minorities, and anyone who doesn’t currently have a seat at the table, just like the #metoo movement.
SDRs and AEs are working hard to personalize their message to prospects. Like the commercial says, “What better way to say I love you than with flowers.” Everyone loves to get something special in the mail.
I’m on a quest to help companies create an accountability culture. I believe a lack of accountability is affecting many company's ability to grow revenue, keep customers, and retain high performing employees. My quest to understand why creating a culture of accountability is so difficult led me to a place I didn’t expect - the realization that accountability is very closely tied to vulnerability.
Read more: Does your Sales Team have an Accountability Culture?
Video is working!
More and more of my clients are using Vidyard to send prospects and customers customized video messages as part of their outbound prospecting strategies.
I went to Atlanta last week for SalesLoft’s Rainmaker Conference. It was a great three days of networking, learning, and inspiration. I wanted to share with you my favorite sessions from my time there.
As 2018 began to fade and 2019 was on the horizon, I realized that I was in need of a new "Word of the Year". I've never been a New Years Resolutioner, rather I enjoy using a word to help me stay focused. 2018's word was "Authentic". It had served me well, although I knew not everyone in my life had been a fan. As I thought about the challenges I had faced with my clients in 2018, I quickly realized that DISCIPLINE was going to be 2019's word.
Read more: 3 Challenges Your Company is Facing Due to Lack of Discipline
Success in the area of sales requires much more than being able to talk about your product and its benefits. Understanding the key components of your company’s sales cycle, and how to align them with your customer’s buying cycle, is critical to your ability to grow. Come hear from experts in this area and get your questions answered. Featuring ITEN Mentors Kristie Jones & Keith Grosz.
I had the privilege of moderating a panel of SaaS sales experts last night at the 1st SalesMentour STL event. So much great conversation around old school and new school sales and marketing techniques by John True, Kathy Gereau, Tom Hanrahan, and Mark Kosoglow.
Read more: 3 Learnings from the "Old School vs. New School" Expert Panel
I've got to admit, I don't focus very much on Social Selling when I speak to reps. about best practices. It's not that I don't think that it's a tool in the tool box that should be considered and used where appropriate, but I don't grab my pom poms when the topic comes up and shout "Three Cheers for Social Selling". I have been known to say, "No one sells anything over email! You still need to pick up the phone." Well, something happened yesterday that got my attention.
Would you get in the car to drive to a place you've never been without directions, GPS, or Waze? Of course not. So why do so many companies think they can get to the "next level" without metrics, goals, or KPI's?
I'm seeing Sales teams without revenue goals, Marketing teams without monthly lead, MQL, or SQL targets, and Customer Success teams without renewal or up-sell goals. It's baffling. How do your employees know when they leave work each day if they have had a successful or unsuccessful day? How does the company know if they are on track to reach their revenue target for the year?
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