Desiree K. Byrd的动态

Customer Success vs. Account Management: How Do You Distinguish? ?? I've been working with customers for 10 years now at various technology companies. Early in my career, I saw a clear(ish) divide: ?? Customer Success = Extremely integrated with customers. Drive adoption, build relationships, make customers wildly successful (sometimes at any means necessary ??). ?? Sales/Account Management = Limited involvement with customer POCs & primarily engaged with C-suite. Handle renewals, expansion...anything commercial. However, over time I’ve seen these roles overlap more and more—CS teams owning revenue, sales teams leading key relationships, both AMs & CSMs positioned as strategic advisors, or even CSMs operating as more of a technical support function while AMs step into what I would consider to be a more traditional CS function. Has this shift happened over time, or was it always this way and just organization-dependent? How do you distinguish between CS and AM in your org? Would love to hear your take! #CustomerSuccess #AccountManagement #Sales #CustomerExperience #WomeninTechnology

In the world of HCM and beyond, genuine customer success isn't just about closing deals—it's about truly understanding the needs, challenges, and goals of your customers. When we take the time to deeply understand our customers, we build trust, foster strong relationships, and ultimately drive better outcomes. It's not just about providing a solution, but about being a partner in their journey, anticipating their needs, and delivering value that aligns with their strategic objectives. #CustomerSuccess #Leadership #Sales #HCM #CustomerExperience #Partnerships

What can you do to drive ?? better value selling adoption? Let's face it ... despite our best efforts, value ?? may not be as well adopted by our sellers and customer success reps as we'd like. In fact, our research ?? showed that on average, it's just 1 in 5 sellers who are leveraging value in their customer engagements. ?? Checkout the best advice ?? from our last EVC Jam Session ?? - quarterly virtual meetup of top sales and value consulting / enablement leaders - https://lnkd.in/eHADaXUW #valueselling #salesenablement #salestraining Evolved Selling Institute

Do you sell with a team? Nick Walker from Hewlett Packard Enterprise has been using OneMob microsites to create personalized experiences for each sales rep's territory. Instead of directing prospects and customers to a generic site, they now have a customized hub where they can explore events, resources, and directly connect with his HPE team. The results? Phenomenal engagement and a stronger customer connection. By focusing on personalization and regularly updating content, Nick has found a way to make our outreach more effective and memorable. For anyone looking to enhance their sales strategy, here’s Nick’s 3 tips: 1?? Personalize your outreach: Stand out by doing something different 2?? Keep content fresh: Regular updates ensure continued engagement 3?? Maximize visibility: Use every touchpoint to keep your brand top-of-mind Watch the 6 minute interview below ?? Small changes can lead to big results ?? #SalesStrategy #Personalization #CustomerEngagement #TeamSelling

If your CS team struggles to engage your customers' execs, I'm guessing this is why.?? From day 1, they saw you as an operational expert. You never stood a chance to be their strategic advisor. It happens fast. I've worked with 100s of revenue leaders. This is what I see: --> Sales establishes trusted relationships with execs and decision makers. --> Relationships are transitioned to CS but in a rush to get to time to value, CS works mostly in the weeds with managers and users. --> Momentum with execs is lost and relationships are severed. --> CS tries to engage with execs in business reviews, but they don't show up. --> CS needs to go back to Sales to revive stale relationships to get execs attention. ________________________ How does CS avoid this? --> ENGAGE CS in the sales process to build exec relationships early. --> SET EXPECTATIONS on how and why you'll be engaging with them through onboarding and beyond. A simple visual works best. -->DEMONSTRATE that you know as much about them as Sales, then show HOW you connect their needs to measurable outcomes you can deliver. --> During onboarding, regularly communicate NEW INSIGHTS they don't have. Do not send status reports. --> Hold yourself ACCOUNTABLE by regularly reviewing success outcomes and leading them through the process. Keeping the attention of execs means providing value consistently and staying relevant as their business changes. It's tough. Despite your best efforts, it won't always work. Start strong and give yourself a fighting chance. BTW it's a WFL day (Work From Lake). Cold plunge coming up! #customersuccess #churn #saas ________________________ ?? Repost if this helped or inspired ?? Follow me, Bob Mathers , for more ?? Comment and let's start the conversation

Do you have the same sales motions for SMB, Commercial, Enterprise, and Strategic accounts? How you sell your product or service into one is most likely different the larger the account. Your offering might include 3 products that one team/person controls in a SMB account, but it might be 3 different teams inside an Enterprise account. Do they view your product the same way you package it for different accounts? Most times it is no, and organizations are losing opportunities because they aren't flexible enough to adjust the sales motions accordingly. #nextlevel #salesexecution #winloss

Is your sales team struggling to keep pace with growth? Learn how a US$55+ billion revenue, global technology powerhouse transformed its sales operation from a small tele-sales team to a nearly 200-person powerhouse with the help of a strategic partnership. By partnering with #ShyftGlobalServices for customer management, this company gained: - Scalability: Global reach across 180+ markets - Expertise: Deep technology and channel partner knowledge - Focus: Ability to concentrate on core strategy and product development Want to learn how to replicate this success for your business? Let's chat! #businessprocessoutsourcing #salesoutsourcing #partnerships #growth #scalability #technology #customersuccess

Why Partnership Roles Are Popping Up Everywhere? Managing channels for lower MidMarket and SMBs is tougher than ever. High acquisition costs, reduced cash flows, and lower profits are concerns. A lot of similarity to a trend we saw already in 2008-2010: partnership roles are seeing a revival across SaaS companies and traditional industries these days. ?? Why Partnerships Matter Lower Acquisition Costs: Grow your business at scale through referral programs or revenue share models. Scalability: Efficiently reach all customer segments, from Enterprise to SMB. If you decide to serve all types of businesses. ?? Partner Sales Strategy: While many companies excel at setting up a strategic channel sales strategy, choosing great partners, and defining partner programs and incentives, execution often falls short. This is particularly true when your product requires people selling to people. Achieving results through a partner sales motion is both an art and a science, analysing a ton of data, different styles of product pitches and sales processes. ?? Recipe to Partner Channel Success: Align your co-sell partner and sales team to deliver a consistent sales experience. According to Gartner 53% of what drives customer loyalty is the sales experience. Differentiating yourself through the type of interactions you and your partner provide during this experience is crucial. ?? Takeaway: Have your GTM team and partners well aligned on how you deliver the sales expierience (process, tools & customer insights). The sales expierience is what connects the strategy with execution. #Partnerships #SalesStrategy #GTM #CustomerLoyalty

Are you looking to get the right sales operations, content, and training in place to unlock sales excellence and enable your sales team to perform at their best? As 76% of CSOs agree that advancing their organisation's sales enablement strategy is key to driving their business performance, we've created a best practice guide to achieve sales enablement and sales ops excellence. This 39-page guide, delves into LXA's 5Ps, guiding you to build an effective sales enablement ecosystem and streamline your sales operations across these areas: ?? Planning and Strategy - Laying the foundation to expand and allow new initiatives to be pioneered ?? People & Teams - Understanding the importance of a defined team structure in order to build a stronger sales function ?? Platforms, Apps & Ecosystems - Understanding what tools are available and how to implement them the right way ?? Process & Operations - Combining sales enablement and sales operations to increase sales productivity and revenue growth ?? Pioneer & Pilot - Delivering virtual enablement programs to drive scalability, flexibility, and diversity within sales teams Discover the key insights into building your effective sales enablement strategy. Download your free copy - https://hubs.ly/Q02NhTgK0 #SalesEnablement #SalesOperations #SalesOps #KeepUpgrading

As a Technology Sales Advisor at #HPE, I had a valuable experience yesterday that deepened my understanding of #customer #mindsets ???? Let me share a #learning scenario: In #sales, one common #challenge is when clients say, "I need to think it over." This often leaves a #salespeople and a #business #owners uncertain about how to proceed. It’s crucial to recognize that this statement usually indicates the client has #unanswered #questions.?? Your role is to help them clarify those questions. #Engage them in a #conversation to uncover their #concerns. Here are some #open-ended questions to consider: - What is the #ideal #scenario that you are looking at? - What specific #problems are you #facing? - Do you feel this product or service won’t #address your #needs? By facilitating this type of dialogue, you can uncover their #challenges and #guide them toward a decision. I’ve tried this #approach and found #success In sales, closing a deal is truly an art, and mastering it requires #practice and #insight. Hewlett Packard Enterprise #SalesStrategy #CustomerEngagement #SalesTips #HPE #SalesSuccess #TechnologyAdvisor