In my 20+ years of sales experience, I’ve observed all types of B2B salespeople in a wide variety of industries. As is true in any profession, not all salespeople are equal in their performance. Every team has top performers and average performers. I’ve been fortunate...
The Right Seat for Customer Success The Customer Success function should report to whoever holds budgetary responsibilities for the highest revenue-generating department, regardless if it is a cost center associated with the Cost of Goods Sold (COGS) or a profit...
Winning Combinations that Drive Efficiencies and Revenue A great deal has been written in the past couple of years regarding Customer Success Operations (CS Ops) and Revenue Operations (Rev Ops). The overlap of and synergies between these two organizational...
A pooled Customer Service management model opens the door to improving profitability at ever touchpoint, driving exponential growth in customer lifetime value, and maximizing ROI for any B2B...
The practice of Customer Success (CS) has long been associated with being a key growth engine for SaaS companies. But Customer Success has come a long way since those early beginnings. Today, CS is the growth engine supporting a tremendous variety of organizations and...
