Zoominfo

AUGUST 5, 2021

Our research shows that C-suite presence on calls is increasing — and they’re hard to convince. Focus on Customer Success Higher levels of customer success (CS) are the end goals of great sales enablement. The easiest way to get your sales teams focusing on customer success is to bring your CS team into the sales process sooner.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Crunchbase

SEPTEMBER 21, 2020

Marketers Like The Letter C. Marketing strategists often talk about the three Cs—and sometimes four or six of them, for that matter—as framing their approach. See C ustomer, above. So let’s take a look at how to approach building yours. Mnemonic devices can be handy. Who Is Your Customer? How Do You Compare To The Competition?

Penetration 134

Penetration Segment Demographics Benefit 134

Allego

DECEMBER 22, 2021

c keywords or phrases, ultimately giving Arco’s coach time back from manually scrolling through recordings so he could focus on training more new hires. cs so he could course correct on the details. Not only could he understand the context of the call, but also the details of what was discussed and pinpoint moments of interest.

Conversion 139

Conversion Decision Maker Hiring Face-to-face 139

Emissary

JULY 18, 2022

We call these the “Five Cs:”. Based on feedback from technology buyers in the Emissary network, the Guide helps you focus on the Five Cs to develop an ABM program that outpaces the competition. Conversation. Conversion. Calibration. Select Companies for ABM Based on Their Potential Impact on Results. About Emissary .

Account Based Marketing 52

Account Based Marketing Enterprise Enterprise Account 52

CommercialTribe

MAY 16, 2019

As managers subscribe to using the assessment framework for ongoing coaching and feedback, sales leadership has a unique window into the coaching skill set of its managers — Who are your A, B, and C sales managers based on their ability to coach and develop more sellers to goal? while your Cs have a span of 9.3.

Ideal Customer Profile 40

Ideal Customer Profile Customer Top of Funnel Coaching 40

Hubspot Sales

JULY 6, 2021

At the C-Suite level, they join the role with significant experience and also responsibility. Ability to work with other C-Suite exclusives, communicate with key stakeholders, and explain and support decisions. She says , “In CS, I was working with our customers day in and day out. An understanding of customer needs.

Revenue 118

Revenue How To Scale Campaigns 118

Partners in Excellence

DECEMBER 17, 2017

All of us, me included, tend to think of our organizations as mixes of A, B, C players. Why should we accept the idea that there will always be B an Cs? We cannot design organizations of A players if we have B or C level managers. Implicitly, we tend to believe that’s the way things are.

Distribution 74

Distribution Coaching Energy Competition 74

Chorus.ai

JANUARY 29, 2021

Our research shows that C-suite presence on calls is increasing — and they’re hard to convince. Focus on Customer Success Higher levels of customer success (CS) are the end goals of great sales enablement. The easiest way to get your sales teams focusing on customer success is to bring your CS team into the sales process sooner.

Sales Enablement 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62

Increase Sales

JUNE 3, 2015

Weekly sales meetings when properly conducted can unite sales teams especially when these 3-Cs are present: Communicate. Listening to each others’ wins and obstacles lead to the next C. Collaborate. Communicate. When the sales team members communicate their results of the previous week, this builds momentum. Collaborate.

Sales Meeting 70

Sales Meeting Meeting Ideal Customer Profile Proposal 70

Sales Hacker

MARCH 18, 2019

Why net revenue expansion is the most important CS KPI. How to build both SMB and Enterprise-grade CS teams and what tools to use to empower them. The Hands That Rock the C-Suite [42:38]. The Hands That Rock the C-Suite. Why net revenue expansion is the most important CS KPI. Growing the Customer Base [10:16].

Oracle 69

Oracle Customer Hiring Scale 69

Chorus.ai

DECEMBER 18, 2020

Are there any other areas where CS reps are running into issues? Conversation Intelligence provides invaluable insight to company leaders that are responsible for overall strategy and planning, such as the CEO, CFO, and other C-level and VP-level leaders. What conversations happened with customers that renewed?

Conversion 118

Conversion Churn Face-to-face Segment 118

Sales Hacker

JUNE 23, 2020

So, just to get to the part that everybody in sales wants to hear me say, absolutely, CS should be at the revenue table. This is where you can really just get things going, and if you have a good process for onboarding, which I always, as a CS leader, made it its own team. Your CS team now knows to prioritize that customer.

Customer 67

Customer Churn Lead Rank Scale 67

Pipeliner

OCTOBER 11, 2018

6-Cs of Sales Chaos with Spencer Marona. Spencer Marona talks with us about the 6 C’s of Sales Chaos and how to cut through the noise to close the deal. How can salespeople implement the 6-C´s of Sales Chaos in their daily workflow? If you are unable to do so, being able to close the deal is nearly impossible. Spencer Marona.

Social Media 40

Social Media Media CRM Pipeline 40

John Barrows

JANUARY 17, 2020

Software developers is a good one, you’re going to have a lot of Cs. John Barrows: Are there generalities that you’ve seen in personality types based on title and role in industries? Drew D’agostino: There are certainly trends. You would expect that.

Hiring 82

Hiring Groups Decision Maker Social Media 82

Sales Evangelist

JANUARY 16, 2020

The acronym DISC stands for: D: Dominance I: Influence S: Steadiness C: Conscientious Everyone is born unique; however, there are traits that certain groups of people share. They’re in the corner wanting someone to initiate the discussion first C - Conscientious Lastly, the high C personalities are the accountants and financial people.

Ideal Customer Profile 52

Ideal Customer Profile Hiring Face-to-face Follow-up 52

Sales Hacker

MAY 15, 2018

Andrea Kayal: We’re in series C and we’ve raised about $20 million. When that happens, CS may report to a different leader. There was a lot of complicated CS management and systems feeding into their day-to-day jobs. We’re more SMB and mid-market-focused. Sam Jacobs: Revenue range for the company?

Demand Generation Agencies 65

Demand Generation Agencies Demand Generation Demand Generation Targets Hiring 65

Sales Evangelist

AUGUST 4, 2019

For instance, a one-to-one meeting with your sales rep to help the CS team increase its revenue is a full 5 rating. If you have a story, don’t hesitate to drop me a message or tag me on LinkedIn, Donald C. To define your goal, try to list the things that you do on a day-to-day basis and rate these activities from 1 to 5. (1

Hiring 69

Hiring Report Revenue Face-to-face 69

Gong.io

JULY 27, 2022

The QBR (quarterly business review) is one of the frameworks CS professionals use in pursuit of this goal. In this section of the QBR, ask: “Last time we spoke, your key organizational objectives were A, B, and C. Don’t expect that what your customer told you about their objectives three months ago is still valid today.

Examples 62

Examples How To Churn Lead Rank 62

LeadFuze

OCTOBER 20, 2023

What are the 3 C’s of cold calling? What are the 3 C’s of cold calling? The three Cs stand for Contacting, Connecting, and Closing. How do I get the best results from cold calling? What are the do’s and don’ts of cold calling? These steps can bolster your cold calling game.

Cold Calling 52

Cold Calling Hiring Lead Rank Lead Scoring 52

ExecVision

AUGUST 15, 2019

Think objection handling for sales teams and churn indicators for CS. Having trouble cracking the code of executive assistants to the C-Suite? Onboarding libraries should be built out for each of your offerings and provide a clear picture of what that offering includes and how to pitch it (or explain it for customer success).

Hiring 40

Hiring Campaigns Call-back Churn 40

Gong.io

MARCH 11, 2021

When we started Gong in 2015, our intent was to provide sales teams — VPs, managers, and reps alike — with the necessary tools to (a) make their people better, (b) execute on deals / save at-risk deals, and (c) better understand their market. Heck, even our CS team here at Gong drinks the champagne on the daily. Better Handoffs.

Churn 62

Churn Customer Hiring Case Study 62

Pipeliner

JANUARY 14, 2020

What I call the 3 Cs: communication, coordination, and cooperation. At this point, the 3 Cs are critical—especially, in this case, coordination. When it’s not verbalized, the next “C”—cooperation—can’t take place, can it? The only way a great holistic experience can be brought about is with the smooth performance of the 3 Cs.

Construction 90

Construction Hiring Promotion Lead Rank 90

SBI Growth

FEBRUARY 26, 2020

Historically, discussions about “the customer experience” have been code for “let’s talk about some quick wins to improve our renewal rates before the end of the next quarter.” ” But more recently, CX has joined product, marketing, and sales as another.

Revenue 368

Revenue Customer Marketing Churn 368

Sales Hacker

MAY 23, 2018

I’ll tell you that the best seller I’ve ever seen was a C—compliant. But you don’t want to hire Cs for sales. The old joke was they’d throw their mother down a flight of stairs to get a contract signed. That’s your classic D—the life of the party.

Pipeline 48

Pipeline Strategy Hiring Quota 48

SBI Growth

FEBRUARY 5, 2019

“Strategy is simply resource allocation. When you strip away all the noise, that’s what it comes down to.” ” – Jack Welch. As the CEO, your job is to execute against your corporate strategy. To do this, you must align your resources.

Resources 208

Resources Strategy Scale Buyer Persona 208

SBI Growth

JUNE 11, 2019

The CMOs and senior marketing leaders we work with have been navigating a dramatic shift in how the C-suite understands marketing’s contribution to revenue. By and large, the changing perspectives of fellow executives about how to partner with the marketing.

Marketing 233

Marketing Revenue How To B2B 233

SBI Growth

SEPTEMBER 15, 2018

The emergence of the Customer Success Professional is an existential threat to account managers. As you create your headcount plan for 2019, you’re starting to think of how to cover your accounts, and whether you need Account Managers, Customer Success.

Account 252

Account Positioning Customer Up-Sell 252

SBI Growth

JULY 28, 2019

Driving effective cross-functional interlocks is a best practice for B2B organizations looking to accelerate revenue growth. However, one interlock that often gets overlooked in go-to-market transformations is the relationship between Sales and Pricing. Too often, Sales views Pricing as a.

Vendor 214

Vendor B2B Revenue Sales 214

SBI Growth

DECEMBER 11, 2019

Unemployment is at record lows, and the job market for talent has never been hotter. Even the most seasoned Chief Human Resource Officers (CHROs) get anxious, knowing their top talent is prone to be poached. As part of our routine.

Resources 177

Resources Marketing Hiring Workbooks 177

SBI Growth

SEPTEMBER 17, 2019

Quick—why do top sales reps make big bucks? It’s because they make it easy for their prospects to buy and to feel good about buying. They personally differentiate their company and solutions at the crucial moment someone prepares to take.

Customer 191

Customer Prospecting Company Retention 191

Sales Hacker

MARCH 7, 2018

So before picking up that phone, set yourself up for a thoughtful conversation by identifying what you think the prospect’s problem is. (“Sue, congrats on your series C. Try aiming for one customer call, demo, kick-off, or conversation per week with CS/AE team members. Everyone will know you’re unprepared. Key question!).

Outsourcing Services 75

Outsourcing Services Sales Qualified Lead Call-back Report 75

SBI Growth

NOVEMBER 2, 2018

Leaves are changing and executives are huddling in the boardroom. The annual corporate planning process has begun. For some it’s a time to plan scaling and growth activities. For others, it’s a desperate cry for “better” and “faster” with no.

Scale 209

Scale How To Exercises Competition 209

Gong.io

JANUARY 12, 2021

The in-call commenting alleviates the need for (yet another) email where Red would need to (a) come up with a relevant subject line, (b) summarize the call in the email body, (c) add a link to the call snippet, and so on. As the Manager of Gong’s Mid-Market CS team, Devon Kirschmann knows a thing or two about how to use Gong.

Follow-up 118

Follow-up Video Account Objections 118

SBI Growth

FEBRUARY 7, 2019

As the product leader, the knock is on your door when sell-through doesn’t meet expectations. And then the painful inquiry starts – was this a strategic error? Poor execution? One fatal cause often overlooked is functional alignment – well-intentioned people.

Intent 185

Intent Marketing Meeting Campaigns 185

SBI Growth

MARCH 11, 2019

Let’s layout a classic scenario, one that many of you who have worked with consultants have experienced. A big-name consultancy comes into ACME Corp because ACME’s growth is floundering. The product suite is stale, competitors are eating into market share.

Marketing 180

Marketing Resources Industry Motivation 180

Gong.io

JULY 21, 2021

Revenue Ops: tools and processes to accelerate pipeline generation (marketing and sales dev), sales, and post-sales (CS, AM) motion. Which brings us to the next point… How can we get marketing, sales, and CS teams to work on the same, reliable data? Sorry, CS, but we might be looking at you!). Make sense?

Revenue 62

Revenue Forecasting Top of Funnel Churn 62

Sales Hacker

AUGUST 18, 2023

Also ensuring the reps understand the structural make-up of MM or ENT size companies Samantha Mackenna , Founder #SamSales, former Head of Ent Sales @ Linkedin The biggest “mistake” is just assuming their current motion/process (assuming they’re 100k-250k ACV now) across either Marketing, Sales, or CS works at this level.

Scale 67

Scale Enterprise Enterprise How To 67