Remote Sales and CS | Winning by Design

The Rise Of Customer Success As a Profit Center

By Julie Weill PersofskyAccount Mgmt, Customer Success, Remote Sales & CS

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....

March 22, 2021

L’IMPACT DE LA VENTE À DISTANCE

By Jacco van der KooijRemote Sales & CS, Sales Process, Sales Training

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...

February 12, 2021

DIE AUSWIRKUNGEN DES REMOTE SELLING (FERNABSATZ)

By Jacco van der KooijRemote Sales & CS, Sales Process, Sales Training

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...

November 25, 2020

Rethinking the SKO

By Jacco van der KooijMarketing, Enablement, GTM, Remote Sales & CS

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...

November 16, 2020

The mathematics of enterprise sales to drive sustainable growth

By Jacco van der KooijRemote Sales & CS, Sales Process, 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...

June 22, 2020

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

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

By Jacco van der KooijRemote Sales & CS, Sales Tools

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...

May 29, 2020

Remote Sales & CS

The Rise Of Customer Success As a Profit Center

L’IMPACT DE LA VENTE À DISTANCE

DIE AUSWIRKUNGEN DES REMOTE SELLING (FERNABSATZ)

Rethinking the SKO

The mathematics of enterprise sales to drive sustainable growth

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

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