Videos

Many are adopting this blended strategy of Strategic Account Reviews/Renewals. This unique and scalable approach creates an environment for stakeholders to review historical value and identify future opportunities. 

Clarifying ownership in renewals. In this field note, we summarize conversations we are having with revenue leaders in identifying ways to build and execute consistent renewals processes that are highly engaging, collaborative, build relationships, and reduce churn.

As a client success or account team leader, your goal is to have your team actively engaging with clients. But what recipe will work? Successful account growth strategies have a great balance of mutual accountability driven by strategic plans, quarterly business reviews (QBRs), and mutual action plans (MAPs) with associated responsibilities and tasks. Every great client meeting ends with a clear next step, a mutual plan, and a road for follow up.

For many companies, land & expand is the only path to profitability. With the rise of SaaS and reoccurring revenue sales modules, pressure is now placed on the organizations (sales, onboarding and account teams) to get, keep, and grow revenue on accounts. This modern and continuous model is a challenge for many of these teams and will be the difference between success and failure.

B2B sales is getting harder every day and this is only being amplified by the number of people required to be part of the sales process. This consensus-based approach is a challenge to sales leaders because many are required to sell and align the solutions 4 to 7 times in order to win. Good news, if you are working in regulated industries, this could be even higher:)

Many sales leaders struggle when 90% of the sale is done without one of their team members in the room. Prospects now have access to so much information during the qualification process and are only looping your team in towards the end of the sales process. The last 10% now requires a more collaborative approach to centralize and align stakeholders to win the business.