Remote Sales & CS Archives - Winning by Design

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

The impact of remote selling on Enterprise Sales

This paper examines the facets of Remote Selling, a method pioneered by Silicon Valley startups to drive hypergrowth sales in the SMB segment, and determines how it can be used by B2B Enterprise sales organizations worldwide. Summary points: Inside sales teams successfully use Remote Selling to sell SaaS solutions into...

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 Remote Sales & CS, Sales Process, Training

How to Run a Great SaaS Sales Demo

Presentation Problems – The Demo Trap Your customers ask for a demo because they believe that seeing the product will help them make a decision faster than talking to a sales person. We salespeople like to run demos because obviously our solution is awesome, and the customer will find it…

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