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.
There once was a man named Oscar. Oscar owned a hardware store where he sold an assortment of tools, including drills. Sadly, Oscar had a hard time moving his inventory, especially his drills.
The third funnel is the least understood and the least mature in most organizations: the customer funnel. This is the source of expansion revenue from existing accounts, based on the aspiration of generating CSQLs–customer success qualified leads, or CQLs.
True transformation takes time and requires a stepwise process. Luckily, if you decide to take the plunge, you’ll find that you realize value with each step you take toward becoming an outcomes-based organization. You don’t have to wait to complete all five steps to start seeing results.
In order to track the health of a relationship, suppliers and buyers have to come together around a shared definition of success.
MetaCX is pioneering a new outcomes-based approach for managing the entire customer lifecycle, and that is no simple feat. Configuring a brand that levels up with that kind of mission isn’t a simple endeavor either. Learn more about the MetaCX process.
Revenue organizations have traditionally focused on how they target and sell, not on how they serve the end goal of a buyer. One of the ways to differentiate and build lasting customer relationships is through outcomes-based selling and success.
What are you doing to improve the world we live in? This week in The Customer Room, Dave Duke shares his thoughts on how we can all invest in a better tomorrow.
There was a time when suppliers could get away with claims of transformational business impact that were accepted by buyers largely at face value. But, as budgets come under closer scrutiny, SaaS companies will be held to a much higher standard.
