Insights

Engaging with executives is essential throughout the client relationship. The higher the buy-in, the better. But today’s environment means executives are extremely overworked and constantly being pulled in multiple directions. 

This group has as much impact on revenue goals (hello re-ups and upsells), as a result, proactive client success teams can see churn coming a mile away and can respond in time to keep the client happy.

Nobody likes customer churn. But the reality is, there’s always going to be someone out there stalking your customers, so how do you take a proactive approach to preventing customer churn?

QBRs can be an integral player in building customer engagement, long-term successful relationships, and what we all want, reduced customer churn come renewal time. 
 

Think of your prospect interactions as making either deposits or withdrawals from your contacts. The only way to make a withdrawal is to first make a deposit, so you have to find a way to bring value to your contacts before you can expect anything in return.

For business to business (B2B) and complex sales cycles that are already prone to multiple stakeholders, winning over buying committees has never been more important.
 

There is an opportunity now to go to where your buyers are going. Those who embrace buyer enablement will have tremendous results: Buyer-enabled relationships delivered digitally on their terms.

The modern buyer knows your product before ever talking to you and doesn’t need spoon fed details. To move this buyer forward, and win at buyer enablement, you have to add value and sell with purpose. That means offering a little help.

After 2020, some sales teams embraced the digital and relished in the Zoom PowerPoint pitch. Others struggled digitally and hoped for in-person pitch meetings to return again. But in a post-COVID world, buyers want both. So how do we combine killer digital sales strategy and traditional sales tactics?