How to Transition an Account within the Customer Success Team
Transitioning an account from one CSM to another is a fragile situation. Here, you'll discover the necessary steps to take in order to keep the customer relationship intact.
Transitioning an account from one CSM to another is a fragile situation. Here, you'll discover the necessary steps to take in order to keep the customer relationship intact.
Compensation is always a hot topic. We’re in the business of making money for our companies, customers and ultimately for ourselves. As leaders, designing a thoughtful compensation plan for our teams can mean everything
Channel sales is a vehicle that (if done properly), can drive increased revenue at scale, whilst being managed and marketed by a channel partner.
The shift towards revenue operations, or RevOps for short, is more critical than ever, where alignment between cross-functional teams and revenue goals are becoming increasingly a priority.
2020 was the kind of year that comes along once in a lifetime. It changed what we do in quite a few ways, especially with remote work becoming normalized. Right before the lockdowns hit that
When it comes to coaching sales reps effectively using data, it should be about how to coach reps as individuals based on their own performance at various stages in the sales process.
Interested in a career in digital marketing? Get the rundown from several marketing professionals on how to get started.
TikTok scares most brands. Before deciding your company does not belong on TikTok, discover 5 reasons you should leverage a social media platform that has one billion monthly active users to authentically connect with brand advocates.
Sales fatigue happens to the best of us and doesn’t tend to wait around for when it would be least harmful; that’s why we will demystify this phrase and help equip you to
Transitioning an account from one CSM to another is a fragile situation. Here, you'll discover the necessary steps to take in order to keep the customer relationship intact.
Compensation is always a hot topic. We’re in the business of making money for our companies, customers and ultimately for ourselves. As leaders, designing a thoughtful compensation plan for our teams can mean everything
While regular cadence meetings might not be as exciting as the quarterly business review, they are beneficial for several reasons and can act as the key to unlocking a customer account.
Your business is growing - that's great! But now your teams are bogged down with customer service, and your churn rate is increasing because you haven't got a dedicated Customer Success team. Don't despair; you
Companies often get in their own way of success. They lack an intentional strategy around organizational design, goals, and incentives that can create misalignment across the core go-to-market teams: marketing, sales, and customer success. This
When Customer Success was in its infancy, there was a struggle in defining the role. It was a lot of no’s: “we are not customer support” and “we are not sales”. There wasn’t
Price, without the context of value, is expensive no matter who you’re asking. If you’ve been in sales long enough, you’ve undoubtedly had a buyer tell you your price was too high.
Looking for a job? Don't just take the first one who accepts you. Use these tactics to vet future employees and their DEI initiatives.
2020 was the kind of year that comes along once in a lifetime. It changed what we do in quite a few ways, especially with remote work becoming normalized. Right before the lockdowns hit that
When it comes to coaching sales reps effectively using data, it should be about how to coach reps as individuals based on their own performance at various stages in the sales process.
Sales fatigue happens to the best of us and doesn’t tend to wait around for when it would be least harmful; that’s why we will demystify this phrase and help equip you to
Looking for a job? Don't just take the first one who accepts you. Use these tactics to vet future employees and their DEI initiatives.
Burnout. Burnout. Burnout. It is real. Your team is suffering from it right now. You need a plan. Burnout and its relationship to performance management is one of the most misunderstood concepts in business today.
October is ‘Women in Sales Month.’ I didn’t know that existed until recently, but I love sales, so I had to write about it, naturally. Truthfully, I love sales in a slightly annoying “is
So, the job was mine. They were going to announce my promotion at our next big all-hands meeting, which happened to be about a week away, and I felt giddy. All of the work I
In September 2019, Sales Leadership threw out my name as a person of interest to take over our Outbound program. Back then, no one was really in charge of managing the SDR team. The original
All my life, I’ve worked at organizations that have gone warp speed into the fabled hypergrowth stage. If you’ve never heard the term before, the hypergrowth stage is the period in which a
You fall, face down, onto your couch after your Monday back at work. Irritated, drained, and asking yourself why you should show up tomorrow. You lost a deal, again. They all made fun of you,
TikTok and Instagram have made it abundantly clear that many of us beat boredom by picking up a new skill—archery, sourdough bread making, gardening, screenwriting, and pottery throwing all come to mind. But if
Startups come in many forms: Bootstrapped, lifestyle, VC-backed, courting acquisition. And then there are unicorns - privately held tech companies that, through grit, luck, or magic, grow to be worth over $1 billion. And I
Women in Sales Month has been extra special this year. Running a community (vs. just being an employee at another company) has afforded me a much broader perspective on the sales world as a whole.
Where are we now? We are all collectively experiencing a pandemic. And the pandemic is changing the game. From the C-Suite: Let’s recognize a couple of things. How we behave at work is different
Our company, Lavender, was born during the rise of remote work. It molded our culture and processes. Being remote has shaped who we are, and who we will become. It turns out, in 2020, being
Shocking to some and old news to many, social selling is a hot topic that has many moving parts to it. There’s more than one way to go about it and all have their
Interested in a career in digital marketing? Get the rundown from several marketing professionals on how to get started.
this is the signRunning ads doesn't promise you customers, it only promises to spend your money. To be successful at paid advertising, your ads must fit within your overall digital marketing strategy. Too many businesses
"Content marketing and SEO are inseparable. SEO demands keywords. Content marketing leverages those keywords.” — Novnish Ramesh
Content marketing in the B2B SaaS space has changed. Here, we take a deep dive into what's working (and what's not) for several marketing professionals in this industry.
It's no surprise that the field of public relations has drastically changed since the internet was invented. However, measuring success did not evolve as quickly. Here are the PR KPIs that should be tracked in order to measure effectiveness.
In an ever-evolving sales climate, how can we stop putting pressure on our sales reps and give them the tools they need to sell more effectively? The answer lies in sales enablement.
Marketers are often focused on understanding customer behavior. They make assumptions about customer journeys based on what they can see in their analytics. But, there is a lot that marketers may not be able to
Coming up with topics for your business blog doesn't have to be difficult. Here, you'll discover how to come up with article ideas at scale.
Iron out Marketing StrategiesThere are a lot of SaaS companies out there, but only a few truly understand how to market their products and services. You’ve probably seen this before: A company has an
Working for a B2B Tech Startup? Don't make these common public relations mistakes - read this instead.
What is content operations and why is it important? Here we cover everything you need to know to build an efficient content ops process for your business.
If you are a marketer, you probably know that consumer behaviors and trends have changed over the years. Nike has used a unique strategy to be at the top of the game with no risk of being overtaken or eclipsed. And that's true whether it's a time of crisis or not.
If you think Instagram is useless for B2B sales, you’re not alone. That’s what makes it a perfect opportunity. Most brands are doing a miserable job, if they even have an account. As
Latane Contant is the CMO at 6sense and author of No Forms. No Spam. No Cold Calls. Her book, which dropped in July 2020, offers a fresh take on how to bring the customer back
A short while ago, a few peers and I sat down via Zoom and talked about what marketers need to be measuring in 2021. We talked about some different business lines, other lines of thought,
2020 was the kind of year that comes along once in a lifetime. It changed what we do in quite a few ways, especially with remote work becoming normalized. Right before the lockdowns hit that
Interested in a career in digital marketing? Get the rundown from several marketing professionals on how to get started.
Sales fatigue happens to the best of us and doesn’t tend to wait around for when it would be least harmful; that’s why we will demystify this phrase and help equip you to
Price, without the context of value, is expensive no matter who you’re asking. If you’ve been in sales long enough, you’ve undoubtedly had a buyer tell you your price was too high.
Looking for a job? Don't just take the first one who accepts you. Use these tactics to vet future employees and their DEI initiatives.
In this third part of an eight part series, revenue professionals learn how to use intentionality to their benefit.
Throughout the past year, coworkers have told me, “You’re building a great brand for yourself.” At first, I didn’t think much of it. I’m not an Instagram influencer or a TikTok megastar.
Now that I am twenty years into my career, I know there are many things I am good at. Asking smart questions, marketing audits, and writing content that converts - that's my jam. But if
Imagine the following scenario: You’re walking down a long country road on a cold winter night with nothing to light your path but the moon, tucked behind a few scattered clouds. As the road
Looking for work can be pretty brutal. And over the last several months, millions of people have found themselves out of work through no fault of their own. As I’ve talked with friends and
Since the launch of the Mag in mid-2020, we've had some incredible content come from our community. Some of the biggest names in the industry, thought leaders, and even individual contributors have given us their
There is only one statistic that lives rent-free in my head. It’s this: 1 in 5 people earning $100,000 or more live paycheck to paycheck. Read that again. Twenty percent of Americans earning
I recently posted the following question in a LinkedIn poll: Do you think B2B AEs should learn to code? I’ll save you the suspense and just share the results. After 1,305 votes, 77%
There’s no doubt this year has been filled with monumental change. And whenever such a change occurs on a grand scale, it means there’s an opportunity to revisit how we think, act, and
It’s Friday, March 13, 2020. The news globally is focused on COVID-19, and lockdowns are going into effect. Anyone still in the office is on edge because a virus outbreak like this has not
Compensation is always a hot topic. We’re in the business of making money for our companies, customers and ultimately for ourselves. As leaders, designing a thoughtful compensation plan for our teams can mean everything
Iron out Marketing StrategiesThere are a lot of SaaS companies out there, but only a few truly understand how to market their products and services. You’ve probably seen this before: A company has an
Alignment is one of the things that RevOps boasts as a big asset to the GTM teams. But what does alignment actually mean?
Now that I think about it, I’ve always had some ADD (Attention Deficit Disorder) tendencies in me. Well, not necessarily in the clinical sense. More in the “always trying new things, multi-tasking with sporadic
A playbook for Revenue Operations is required to support Marketing, Sales, and Customer Success successfully. Supporting the Head of Sales requires mastering The Sales 7: seven core areas: planning, territories, quotas, forecasting, incentives, systems, and
Companies are ten years into the journey of driving revenue performance through the office of the Chief Revenue Officer (CRO). A decade ago, the challenge laid before their feet was to drive revenue growth as
Revenue Operations is still a relatively new concept. In fact, if you work within that department, you will soon learn you have to be both a seasoned professional and an eager student on any given
Let’s talk about Revenue Operations (RevOps). Roles for RevOps have sprung up on LinkedIn and job boards. So, it begs the question of what exactly is RevOps and how does it fit in today’
2020 was the kind of year that comes along once in a lifetime. It changed what we do in quite a few ways, especially with remote work becoming normalized. Right before the lockdowns hit that
When it comes to coaching sales reps effectively using data, it should be about how to coach reps as individuals based on their own performance at various stages in the sales process.
Sales fatigue happens to the best of us and doesn’t tend to wait around for when it would be least harmful; that’s why we will demystify this phrase and help equip you to
Price, without the context of value, is expensive no matter who you’re asking. If you’ve been in sales long enough, you’ve undoubtedly had a buyer tell you your price was too high.
Marketers are often focused on understanding customer behavior. They make assumptions about customer journeys based on what they can see in their analytics. But, there is a lot that marketers may not be able to
Shocking to some and old news to many, social selling is a hot topic that has many moving parts to it. There’s more than one way to go about it and all have their
Sales enablement is the combination of the tools, tactics, and "treasure" — that is, the collateral, slide decks, and any other marketing materials — that a sales team uses and needs to close new accounts or upsell current clients.
As consumer patterns change more and more, B2B needs a customer-centric approach to sales.
I’ve made over 20,000 hours of cold calls. I guess if I had listened to Malcolm Gladwell, I only needed 10,000 hours to reach that Mozart level.
Sales and marketing methods are evolving rapidly. In fact, experts suggest that processes around sales and marketing will change more over the next 15 years than they have in the past 50. Here are 7 sales process changes we can expect to see in the future.
How to Reach C-Suite Executives in 2021Scoring consistent sales wins will always be one of the most difficult challenges for sales teams. Even the best-trained professionals will encounter the occasional hurdle on the road to
Today’s sales companies are struggling with competing in a new landscape, transformed by unexpected changes to buyer behavior and the economy. Since the pandemic hit in 2020, sales teams have to build longer pipeline
Let’s be honest with ourselves. The sales floor is not coming back. At least not in the way it once was: your whole team being in one office, sitting in the same room or
One of the most challenging steps in the top of funnel sales process is securing that first meeting. Luckily, from reviewing, studying, rehearsing, and sharpening call habits, I know that focusing on the following seven
“Never interrupt your enemy while they are making a mistake.” This quote has been attributed to Napoleon Boneparte since 1836, referencing his notes from a battle in 1805. Sun Tzu has also been given credit
Marketers are often focused on understanding customer behavior. They make assumptions about customer journeys based on what they can see in their analytics. But, there is a lot that marketers may not be able to
Shocking to some and old news to many, social selling is a hot topic that has many moving parts to it. There’s more than one way to go about it and all have their
Cliff Simon is an active RevGenius member who participates in #revleague, answers questions from other members, and advocates for RevGenius as an ambassador. He is currently a VP of Sales at Carabiner Group and we are incredibly lucky to have such an amazing Revenue Leader in our community.
Kate Erwin is an amazing content marketer, editor, and human. She's one of RevGenius' amazing editors and a killer Content Marketing Manager at Mailshake.
Kelsey is an entrepreneur, agency owner, copywriter, and a Customer Success Manager at Dooly, all while taking time to surf and eat oysters in Maine. We're lucky to have Kelsey as a RevGenius member and working for one of our amazing sponsors, Dooly.
Sebastien started as an SDR and ended up working at a consultancy. Now, he runs his own RevOps consultancy that is quickly scaling.
Erin Balsa is truly the queen 👑of content marketing. She co-leads our #content-marketing-club, has created a large following on LinkedIn, and has made her company a content powerhouse. She brings all of that knowledge into
When we asked Dale for a picture for this spotlight he offered us a few options including the one above and...this one 😂 It’s a great example of who Dale is. He’s goofy,
Catie is a leader, advocate, and all-around boss. She steps into each role and responsibility with no fear and fully supports every team she’s a part of. She exemplifies that every day not just
Wes Ulysse is as authentic as it gets. He’s an open book and brings that energy every day to RevGenius. Wes practices what he preaches, walks the walk, and any other idioms you’d
Alexine Mudawar is a burst of energy when you talk to her—always hyping people up, sparking conversations, and increasing the enthusiasm of everyone around her. She’s also so plugged into the community. Whether
Ben has been with us since the early days of a few people sharing ideas on LinkedIn. Quickly, he stepped up to be an advocate and get dirty to build with us. As our first
Ashley is such a compassionate, kind, and reliable person. If you ask something of her, she’ll exceed your expectations and deliver it quickly. We’ve been so fortunate to have Ashley as one of
Jeff is a powerhouse in the RevOps space. His intelligence, wit, and candor make him such a presence to be around. Mix that with his humility and you have such a dynamic individual to be
Whether it’s hosting a podcast, writing for the Mag, or mentoring younger members, Lorena is there. She brings a fresh perspective and infectious energy to every interaction. If you ever need a high energy
At the heart of RevGenius is the mission to build up and enable the revenue leaders of tomorrow. These people will often get promoted through the ranks from early days in sales development and full-cycle
When we launched RevGenius Magazine, there was a lot to organize and a ton of moving parts. With zero fear, Sara Ott stepped up to the plate to lend a helping hand. Within no time,
this is the signRunning ads doesn't promise you customers, it only promises to spend your money. To be successful at paid advertising, your ads must fit within your overall digital marketing strategy. Too many businesses
In our previous articles, we covered how to prepare your organization for the technology and how to prepare that tech for the organization. Now we’ll cover how to build a framework to teach your team to use these tools.
It started with a few folks and then they invited a few more until it seemed all the major content creators and active members of the revenue community were all on board - to Clubhouse.
Up until the 2020s, it was hard to apply a strategy to blended tech stacks because frankly the revenue generation landscape
We’re back with Part II of The Proven Method for Successfully Implementing a New Customer Relationship Management Database (CRM). Part I was all about preparing your organization for the tech. Part II will cover
Part 1: Goals, Vision, and the Implementation TeamMost companies today view a Customer Relationship Management (CRM) Platform as a much needed resource for scaling their business. Without a proper database to manage revenue-producing relationships in
It seems I struck a chord (#dadjokes) with my piece about how to soundproof your office for Zoom calls, and I've gotten a bunch of questions about the setup for the rest of my office.
If you have worked in business, chances are you’ve used cloud-based services, commonly referred to as SaaS, short for Software as a Service. You probably have used it in your personal life too -
Cold outreach can be scary sometimes. No matter how good you or your company are, at the end of the day, it’s about initiating a conversation between two strangers. Earlier in my career, I
Would you like to close more deals via LinkedIn DM’s? I’m sure you said “YES”! After talking to thousands of reps, the common theme I hear is that sending direct messages on LinkedIn
How To Use Social Activity To Book Meetings
Shocking to some and old news to many, social selling is a hot topic that has many moving parts to it. There’s more than one way to go about it and all have their