Remote Sales and CS - Winning by Design

Julie Weill Persofsky In Marketing, Enablement, GTM, Remote Sales & CS

The Rise Of Customer Success As a Profit Center

Co-authored by Jacco van der Kooij This paper examines how the Customer Success (CS) function represents an untapped area of opportunity for B2B companies. It explains how to update the Customer Success model to avoid lost revenue and profits, and how to achieve exponential growth by delivering greater customer impact....

Jacco van der Kooij In Remote Sales & CS, Sales Process, Sales Training

L’IMPACT DE LA VENTE À DISTANCE

Cet article examine les facettes de la vente à distance, une méthode mise au point par les startups de la Silicon Valley pour stimuler les ventes en hyper croissance dans le secteur des Petites et Moyennes et Entreprises (PME), et détermine la façon dont elle peut être utilisée par les...

Jacco van der Kooij In Remote Sales & CS, Sales Process, Sales Training

DIE AUSWIRKUNGEN DES REMOTE SELLING (FERNABSATZ)

Dieses Papier untersucht die Facetten des Remote Selling (Fernabsatz), einer Methode, die von Silicon Valley-Startups eingeführt wurde, um die Verkäufe im SBM-Segment zu steigern, und ermittelt, wie sie von B2B-Vertriebsorganisationen weltweit genutzt werden kann. Zusammenfassende Punkte: Inside-Sales-Teams setzen Remote Selling erfolgreich ein, um SaaS-Lösungen an SMBs zu verkaufen Zwei Schlüsselelemente...

Jacco van der Kooij In Marketing, Enablement, GTM, Remote Sales & CS

Rethinking the SKO

Modernizing from Sales Kick Off to Revenue Kick Off for more impact Companies are beginning to evolve and modernize their SKOs - turning them from one-time, entertainment-focused events into more impactful, recurring events throughout the year For sales teams, the annual sales kickoff (SKO) is a well-established tradition, and typically...

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

The mathematics of enterprise sales to drive sustainable growth

Quotas are being missed. Targets are being reset. Benchmarks are out the window. For sales teams using all types of go to market strategies --- whether product-led growth, or field sales, or enterprise account sales --- the fundamentals are breaking down. Figure 1. Where sales is breaking down Reply rates...

Jacco van der Kooij In Remote Sales & CS, Sales Tools

Cómo transformar los equipos de ventas y customer success a un trabajo 100% en remoto

Marco simple de cómo nos comunicamos, en la transformación de la venta tradicional a la venta 100% en remoto.

Traducido por Maria Abad Transformar el trabajo comercial de campo hacia el trabajo más digital, supone tener los procesos, las herramientas tecnológicas y las habilidades necesarias para que esto suponga un incremento en la productividad, al tiempo que se satisfacen las nuevas condiciones que requiere el mercado actualmente. En estos...

Remote Sales & CS