ChurnZero

SEPTEMBER 16, 2021

There’s a common (albeit misplaced) fear among CSMs that sales talk will tarnish their customer’s trust and set fire to the relationships they’ve worked so hard to build. . But nothing could be further from the truth so long as you handle your sales conversations with tact, understanding, and integrity. .

Sales 52

Sales Upselling Morale SaaS 52

JustCall

APRIL 4, 2023

However, a call center is only as effective as its sales techniques and training. With the right approach and training, an inbound call center can double up as a powerful tool for generating sales and building customer loyalty. So, let’s dive in and learn how to turn every call into a successful sale!

Call Center 52

Call Center Sales Inbound sales Upselling 52

ChurnZero

FEBRUARY 3, 2021

As a follow-up to our well-attended webinar on “ Selling for People Who Don’t Love Sales ” with Bryan Neale from Blind Zebra Consulting, we wanted to get more of our audience’s questions answered. . We hope this helps answer all of your questions on Sales skills for Customer Success Managers. .

Sales 52

Sales Upselling Coaching Personalization 52

Inbenta

OCTOBER 30, 2020

If you want to make sure that you don’t lose sales opportunities (and ultimately revenue), you better be prepared for this shopping frenzy that is about to hit your business. Especially since the Covid-19 pandemic has negatively impacted sales results since the beginning of 2020. How to increase sales thanks to a chatbot.

Chatbots 93

Chatbots Sales Upselling Advertising 93

ClientSuccess

APRIL 17, 2019

ClientSuccess will host Jay Nathan , Founding Partner and Managing Director of Customer Imperative , for this month’s customer success webinar series: Where should customer success live and who owns the number? Invite your executive team to this webinar. Webinar: Where Should Customer Success Live? and Who Owns the Number?

SaaS 45

SaaS B2B Upselling Engineering 45

Nicereply

APRIL 30, 2020

Be all ears to your customers and let them boost your sales because of your ace customer services. Cross-sell & Upsell, but first, answer the query. One of the good upselling models could be to offer the try something for free (limited time). Here comes a good upselling option. When can you upsell/cross-sell?

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Sales Customer Service Upselling CRM 69

ClientSuccess

APRIL 17, 2019

ClientSuccess will host Jay Nathan , Founding Partner and Managing Director of Customer Imperative , for this month’s customer success webinar series: Where should customer success live and who owns the number? Invite your executive team to this webinar. Webinar: Where Should Customer Success Live? and Who Owns the Number?

SaaS 40

SaaS B2B Upselling Engineering 40

Hodusoft

JULY 2, 2024

Recognizing this shift, HoduSoft recently hosted an insightful webinar on “ Designing Competitive Customer Experiences in Insurance.” High Call Volume: Long wait times & high turnover rates in contact centers lead to increased abandonment rates and missed opportunities for upselling and cross-selling.

Agent burnout 52

Agent burnout Customer Experience Abandon rate Average Handle Time 52

ChurnZero

SEPTEMBER 6, 2024

You can watch the webinar in full and read our top takeaways below. Expansion opportunities: With every goal you help customers achieve, new goals emerge, which frequently present opportunities for upsell and cross-sell. Watch the webinar in full here. But first, an appetizer. Outcomes-based CS is not a siloed effort.

Coaching 52

Coaching Upselling SaaS Sales 52

ClientSuccess

MARCH 8, 2021

From upsell inquiries from sales to feature testing requests from product to the all-consuming customer requests, it is a lot to deal with. During new sales conversations, many prospective accounts will ask to see some customer testimonials or even talk to customers themselves as references. Customer marketing is key.

Customer advocacy 92

Customer advocacy Upselling Marketing Sales 92

ClientSuccess

MARCH 8, 2022

Sales cycles can be long and fraught and deserve to be applauded. But as more and more SaaS organizations realize, the actual value of a new customer isn’t tied to that initial sales number at all but spread out across the customer’s entire lifecycle at an organization. Higher returns in the long term. are managed in some part by CSMs.

Upselling 75

Upselling SaaS Sales Metrics 75

Totango

AUGUST 16, 2022

Identifying customers in the market for upsell offers and referral invitations. For example, you can use automated communication tools, such as emails and webinars, to help ensure that customers have the support they need to familiarize themselves with how to complete onboarding and start using your product.

Customer retention 102

Customer retention Upselling CRM SaaS 102

ChurnZero

FEBRUARY 29, 2024

The working relationship between customer success and support teams can make, break, or even supercharge your customer experience, as Jaclyn Mullen of TheLoops showed attendees of ChurnZero’s most recent webinar. Watch Jaclyn’s webinar on demand here, and dig into attendees’ questions below. Here’s what people said.

Brand ambassadors 52

Brand ambassadors Upselling Metrics Feedback 52

ClientSuccess

DECEMBER 19, 2022

Upselling & Cross-Selling Playbook: CSMs are responsible for ensuring that customer relationships remain strong and can be leveraged for additional sales opportunities. An upselling & cross-selling playbook can help CSMs identify the right timing, products, and messaging that can help them successfully close additional deals.

Upselling 72

Upselling Education Best practices Sales 72

ChurnZero

APRIL 15, 2021

Make your Customer Success team comfortable with upsells and cross-sells. Better align with sales to drive expansion. Bearing this in mind, a definitive answer to whether Customer Success or sales should own expansion doesn’t exist. Our sales team even occasionally pulls in a CSM for pre-sales conversations with a prospect.”.

Upselling 64

Upselling Sales Accountability SaaS 64

ChurnZero

OCTOBER 26, 2018

Strategies for an Effective Partnership between Customer Success and Sales. The handoff of a new customer between Sales and Customer Success is a critical moment in the customer lifecycle. You can view the webinar on-demand here. Webinar Q&A Recap. Casey Altieri, Lead Sales Executive, ChurnZero. Presenters: .

Sales 56

Sales Upselling Accountability Best practices 56

JivoChat

APRIL 8, 2021

There are many benefits of customer engagement tools, as they can help your company do the following: Boost Sales and Revenue. So, striving to deliver excellent customer service is a surefire way to increase your sales. Shorter Sales Cycles. With a more informed sales process, you can reduce sales cycles to close leads quickly.

Sales 52

Sales Chatbots Brand ambassadors Surveys 52

ChurnZero

OCTOBER 1, 2022

Why is it that the need for operations in marketing and sales is never questioned, yet Customer Success isn’t given the same allowance? Q: Should CSM roles close upsell deals? Organizations invest in MQL and SQL processes without fail. But they stop short of extending that same support to CS generate high-intent leads.

B2C 97

B2C Upselling B2B Accountability 97

ClientSuccess

MARCH 2, 2021

CSMs are focused on helping clients reach their platform or product-specific goals while AEs are focused on upsells and/or renewals. . In this way, one can look at the role of an AE as an extension of the sales or business development team while CSMs are fully entrenched in the services realm.

Accountability 62

Accountability Management Upselling SaaS 62

ChurnZero

AUGUST 14, 2020

Its workstreams rely upon inputs such as sale’s manual data entry and gut instincts. Since buyers typically follow a uniform purchasing journey, CRMs are ideal for managing a sales pipeline. (If If you think a CRM is suitable for post-sale customer management, you’re wrong and here’s why.). Sales or Sales Operations.

CRM 87

CRM Finance Upselling Accountability 87

ChurnZero

MAY 9, 2024

Time flies, accounts fall through the cracks, renewals get harder, and you miss upsell opportunities. In just 15 minutes of his CSM Appreciation Week tune-up mini webinar, Ryan showed us a three-step customer success outreach technique that’ll get you closer to hitting your accounts more regularly. So what can you do to fix it?

Accountability 52

Accountability Upselling Coaching Best practices 52

ClientSuccess

SEPTEMBER 13, 2021

For some (but not all) SaaS organizations, CSMs are also responsible for leading and managing upsell conversations with customers. Ask to be introduced to the right people within the customer organization before entering into any budgeting or upsell talks to avoid any run-around. eBook: The Definitive Guide to CSM Comp Plans.

Upselling 59

Upselling SaaS Metrics Sales 59

CustomerSuccessBox

JUNE 18, 2021

In this article, we collate blogs and webinars from CustomerSuccessBox which will help you as an extensive guide for customer success. The webinar focuses on how to design the customer success strategy that is right for your SaaS company and how to operationalize, scale and automate that strategy through technology.

SaaS 52

SaaS B2B Customer retention Upselling 52

TechSee

JANUARY 4, 2022

Simplifies warranty registration and quickly captures customer information for upselling opportunities and long-tail sales. We answered the call of sales teams everywhere by releasing new capabilities that help sales reps walk potential customers through for instance: contracts. Billing and invoice clarification.

Self service 109

Self service Upselling Enterprise Big data 109

ClientSuccess

MAY 10, 2022

The ‘sale’ of a new customer – aka the monetary amount of the contract – is often looked at as the be-all-end-all metric to determine the value of the customer. This includes the initial contract, of course, and any upsells, expansions, and renewals that may occur. Ready to Learn More?

Upselling 59

Upselling Metrics Accountability Sales 59

Cincom

FEBRUARY 22, 2021

Increase sales dollars per quote, and quote volume. Increase upsell and cross-sell opportunities. Chris Moffett | Head of Sales & Market Development for Purely CRM in Vancouver, BC. Robert Kavanagh | Canadian Head of Sales, Cincom Systems. All registrants will receive a recording of the webinar. About CPQSync.

CRM 52

CRM Finance Upselling SaaS 52

ChurnZero

SEPTEMBER 27, 2024

Using attendee questions from our recent webinar on outcomes based customer success, they’ve mapped out six best practices to follow. You can find out more about outcomes based customer success, and watch the webinar in full, here. I pose this as “I like to hear it from you” but again, sales is hesitant.

Best practices 52

Best practices Accountability Sales Feedback 52

ChurnZero

DECEMBER 2, 2022

In our webinar, “ Lessons learned from a big a$$ book shift ,” ChurnZero’s CX team pulls back the curtain to share the methodology, approaches, and lessons learned from shifting CSM books across our entire customer base. Q: Were the sales projections based on a white space analysis? Our CSMs are also responsible for upsells.

Chief Customer Officer 98

Chief Customer Officer Enterprise Upselling Sales 98

ClientSuccess

NOVEMBER 2, 2022

During renewal or upsell conversations, the everyday sales jargon and terminology can get old quickly, especially if it is a repeat of a customer’s original sales pitch when they first signed on with your organization. Building a personal investment in your product can excite customers. Toolkit: Churn Management Toolkit.

Customer retention 70

Customer retention Upselling SaaS Accountability 70

ProProfs Blog

AUGUST 14, 2020

More than 80% of customers seek immediate response for sales or marketing questions. But this number rises up to 90% when their question is solely about sales. Improves sales. Webinar Registrations. Use the Announcement feature to inform customers that you’ve scheduled a webinar for them. Increases brand awareness.

Analytics 174

Analytics B2B Education Feedback 174

Totango

AUGUST 23, 2022

For example, a website visit, an online sales purchase and a phone support call are all potential customer journey B2B touchpoints. In terms of the customer lifecycle, touchpoints may occur at any point during an interaction with your brand, including: Pre-sales, starting with a prospect’s first marketing touch. Making upsell offers.

B2B 119

B2B Journey mapping SaaS Upselling 119

ChurnZero

SEPTEMBER 20, 2024

Sales machine. In 2018, Dave Kellogg identified three primary CSM types – product, process, and sales-oriented. Can keep customers informed and interested in new product releases and updates (company benefit: upsell/cross-sell) Small creative agency account manager. Project manager extraordinaire. Marketing master.

Journey mapping 52

Journey mapping Construction Upselling Accountability 52

CSM Practice

JULY 6, 2020

The New SaaS Sales Environment during COVID-19. The decline in new logo sales and the increase in churn has led companies to invest more in protecting their revenue base. On the other hand, the median cost of acquiring the ACV dollar for plan expansions and upsells is only about $0.20 The Shift to Remote Work.

SaaS 71

SaaS Upselling Accountability Sales 71

CSM Practice

JULY 6, 2020

The New SaaS Sales Environment during COVID-19. The decline in new logo sales and the increase in churn has led companies to invest more in protecting their revenue base. On the other hand, the median cost of acquiring the ACV dollar for plan expansions and upsells is only about $0.20 The Shift to Remote Work.

SaaS 71

SaaS Upselling Accountability Sales 71

ClientSuccess

MARCH 16, 2022

After the sales cycle, which can often be drawn-out, chaotic, and intense for both sides, onboarding is the first real chance a new vendor has to make an excellent first impression with a customer and set the stage for what the partnership will genuinely look like moving forward. Want to learn more? Toolkit: Customer Onboarding Toolkit.

Upselling 71

Upselling Metrics Sales 71

ClientSuccess

OCTOBER 12, 2022

Of course, big numbers like cost savings are critical, but what about other metrics driving customer satisfaction, renewals, and upsells? Webinar: Designing the Playbooks to Power Your Customer Journey. Best customer success software = the best results . eBook: CSM from the Trenches: Implementing Customer Success.

SaaS 76

SaaS Upselling Metrics CRM 76

Totango

MARCH 2, 2021

In this blog, we’ll look at how the customer journey has been reconceived around the image of a flywheel that integrates both the pre-sales and post-sales steps in the process. This approach separated the pre-sales buyer’s journey from the post-sales customer journey. Product webinars. Case Studies. Datasheets.

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Upselling SaaS Brand ambassadors Sales 63