Customer Success Archives - Winning by Design

Jacco van der Kooij In Customer Success, Remote Sales & CS, Sustainable Growth

How to transform to Remote Selling & Customer Success

A change has occurred, and companies must adapt their go to market to this new reality to achieve continued, sustained growth. Various economic and environmental factors (including increased competition, more pressure to reach profitability earlier in the company journey, and notably the recent coronavirus outbreak) are having a significant impact...

Julie Weill Persofsky In Customer Success, Remote Sales & CS

How companies should be mobilizing their Customer Success teams to save costs, retain customers, and drive revenue right now

The customer relationship has been fundamentally changed. Customer Success is classically about helping your customers achieve the impact that your solution delivers to help them and their organization. This often means onboarding your customers as quickly and effectively as possible to achieve first value in a reasonable time frame ---...

Jacco van der Kooij In Customer Success, Remote Sales & CS

Revenue guidance in 2020

A message from Dominique Levin and Jacco van der Kooij: Honestly, we struggle to find the words to convey our feelings. Today the concerns for the well being of loved ones are vivid and real. We are not doctors or care providers. We are revenue experts, so we offer our...

Jacco van der Kooij In Customer Success, Remote Sales & CS, Sustainable Growth

What is missing from MEDDIC

Nearly all sales methodologies, apart from Product Led Growth (Ref. 9.), were designed for a perpetual one-off sale. MEDDIC (Ref. 8.) is no exception. It has long been one of the most effective sales methodologies used in enterprise sales. However, as it turns out, its strength is also the chink...

Jacco van der Kooij In Customer Success, Sales Process, Sustainable Growth

An introduction to sustainable SaaS Sales Growth

Every part of a SaaS sales organization and its sales approach should be structured properly in order to effectively capture growth. The ability of an organization to achieve a higher growth rate largely depends on its ability to accelerate at optimal times during three key stages of the company. Traditional...

Jacco van der Kooij In Customer Success, Sales Process

Updated for 2018: Rethink Your Cold Calling Strategy and Stop Angering Your Customers

Cold calling might seem a bit old school. After all, there are so many other less invasive ways of reaching your prospects these days. Social selling has become the new call-to-arms and with so many sales people advocating against picking up the phone, how do you decide what’s the most...

Customer Success