Every business initiative of any significance and consequence needs a plan–and often a stepwise path to get from “as-is” to “to-be.” Here are the five steps for transforming your customer lifecycle to an outcomes-based approach.
Customer success should be integrated into the entire revenue cycle, beginning with the value propositions crafted by the product marketing team, to the deal crafted by the seller, to the implementation process and onboarding experience, to the quarterly business review (QBR) and renewal itself.
If you’ve had the good fortune to see sea turtles in action, you’ll know that they scurry from their pillowy nests to the water’s edge in a spirited dash to freedom that would make the crustiest curmudgeon downright effervescent with goodwill toward mankind.
Sales professionals tend to get a bad rep in the B2B world. After all, when things go wrong, it’s easy to blame the guy or gal who sold the deal in the first place. Who amongst us hasn’t heard the complaint that salespeople make promises they can’t keep and sell features that don’t exist?
I’ve always been struck by the concept of magical thinking, which is the curious belief that one’s ideas, thoughts, or wishes can somehow bend reality. The concept holds that, if you believe it deeply enough, your vision will manifest in the physical world.
In order to deliver on the promises we make to customers in the sales cycle, we need to transform the way desired outcomes are defined, handed off internally, and tracked.
The concept of value-based selling is nothing new. In fact, in recent years, it has become a hot topic discussed in dozens of blogs, webinars, and conference sessions. So what, you may ask, can MetaCX possibly add to the conversation?
This week, I’m taking you on a journey–the MetaCX journey. Learn what our team has been up to for the last few years and why we’re passionate about transforming the way suppliers and buyers collaborate and win together.
Back in 2017, when I was still a design consultant, I was handed a project with the codename, “Scott’s CRM.” I was intrigued by the prospect of working with Scott McCorkle once again, having worked with him on another unique and ambitious past project.
