7 STEPS TO IMPROVE YOUR EXPANSION AND RENEWAL SALES From the very first sale
In the XaaS world, the expansion and renewal sales are the holy grail. Retention is a key metric when looking at the health of a company over time. But, speaking from experience, the probability of expanding and retaining customers start from the very first sale and the Customer Success team plays an important role in the acquisition of new customers.
– CS helps determine who your ideal customer profiles/buyer personas are – so Marketing/Sales teams can target prospective customers who look like your most successful customers (in terms of size, industry, challenges…);
– CS captures outcome/benefits, use cases and case studies by working with your ideal customers – use all that data as input into the discovery process to assess the fit of each prospect;
– CS is a point of differentiation and competitive advantage in the sales cycle. Highlight the role of CS and showcase the customer’s onboarding journey to help differentiate your company;
– CS provides case studies to include in a killer business proposal to demonstrate the value, benefits and impact that your customers achieve by using your solutions;
– CS offers proof by facilitating a discussion between the prospective customer and a customer advocate – often a necessary step to mitigating the risk and solidifying the selection decision in favor of your company
REVENUE ACCELERATION STRATEGIES WITH FRANCINE ALLAIRE