The objective of Level 1 is to consummate a commercial relationship between a supplier and buyer on the basis of a clearly documented understanding of what both parties want and expect. After the contract is signed, you need to start thinking about Level 2: Delivery.
In B2B buying and selling, the promised outcome is what matters most. And the selling organizations that do a better job at understanding and associating with a prospect’s target outcomes are in a much stronger position to get a deal done.
Yesterday, MetaCX announced the appointment of Brett Crossley as vice president of services and success. Brett joins MetaCX from Richardson Sales Performance (formerly known as Sales Performance International), a global leader in sales training and consulting.
Whether or not it’s explicitly stated, customers buy because they have an outcome in mind. In almost every case, that outcome is some specific variant of one or more of the holy trinity: Grow Revenue, Reduce Costs, and Mitigate Risk.
This week in The Customer Room, Jay Nathan, Founder & Managing Partner of Customer Imperative, provided his thoughts on the importance of the internal handoff, and the challenges that come with it.
How many of us have been on the giving or receiving end of a completely unproductive quarterly business review? On the surface, it’s a seemingly worthwhile venture, but the reality is that the approach is antiquated and unproductive.
When we founded MetaCX in 2018, there was no question that we’d build a remote team and culture from day one. The greatest contributing factor to our success is our almost religious belief in successful relationships being founded on agreed-upon outcomes.
MetaCX is thrilled to announce our first-ever virtual event! This September, we will be hosting The Customer Room—a digital gathering of suppliers, buyers, and thought leaders in the B2B space for five days of discussion, connection, and collaboration.
One of the things I preach as a customer success leader is to be mindful of every customer interaction. Anyone on your team who has an interaction with a customer should be on their best behavior and dedicated to ensuring the customer is treated with respect and is the recipient of a great experience.
