Speaking to CFOs: The Language of Profitability

In today’s market, profitability has overtaken the "growth at all costs" mindset, placing CFOs at the forefront of decision-making processes for vendor evaluations and purchases. CFOs, who are responsible for an organization’s financial health, often approach business solutions with a perspective that is different from other executives. Their focus is not just on operational efficiency, product innovation, or speed-to-market. Instead, CFOs prioritize financial outcomes and are deeply invested in how a product or service impacts the company's P&L (profit and loss) statement and bottom line. Understanding the CFO's Perspective CFOs evaluate potential solutions with an eye on cost control, profitability,…

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Modern Day Communication Channels: Reaching Stakeholders Effectively

In a world where our inboxes are inundated with a high volume of spam, the ability to reach and engage stakeholders through the right communication channels is just as important as the message itself. No matter how personalized or well-crafted your messaging is, it won’t have an impact if it doesn’t reach your audience or if it’s buried in a crowded inbox. The modern sales professional needs to be versatile, adopting multiple communication channels to ensure messages resonate and stand out. Here’s a breakdown of how to use the most effective channels today: 1. Email: Precision and Clarity Amidst the…

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Leveraging the Cost of Inaction to Progress Your Deals

The Cost of Inaction (COI) has been gaining a lot of traction on social media lately. While it may sound like a new thing, COI is actually a well-established principle with roots outside of sales, emphasizing the negative consequences and missed opportunities resulting from failing to take action. Over the last 10+ years, it has become an essential concept in sales, especially enterprise sales, and when used strategically and thoughtfully it is a powerful ally in helping progress sales deals. COI vs. Loss of ROI COI is often confused with the loss of ROI. However, COI is not about missed…

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Forecasting and Pipeline Inspection: A Panel Discussion

Forecasting and Pipeline Inspection: A Panel Discussion Every sales and customer success (CS) leader understands that effective sales forecasting and pipeline inspection are crucial for driving revenue growth, yet these areas often prove to be elusive and challenging to master. To delve into the challenges and best practices in these areas, I sat down with my colleagues, Indu and Tijana, to discuss the topic from various perspectives within the revenue organization. Indu Sudhakar brings over 13 years of experience in sales, and her hands-on expertise with sales tactics and enablement offers valuable insights from the reps’ viewpoint. Tijana Rackov, with…

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Read more about the article Crafting Effective Success Plans: A Comprehensive Guide
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Crafting Effective Success Plans: A Comprehensive Guide

Success Plans have long been a cornerstone of Customer Success strategies, yet many professionals continue to struggle with creating and leveraging them effectively. This challenge is understandable, given the complexities of managing change, addressing competing priorities, resolving client issues, and navigating stakeholder management. Moreover, conflicting advice from so-called thought leaders adds to the confusion: some argue that Success Plans need to be thorough and detailed, while others advocate for their simplicity. This article is not here to tell you what your Success Plan template should look like—though we will share a template and offer recommendations. Instead, our goal is to…

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