The Village Global podcast takes you inside the world of venture capital and technology, featuring enlightening interviews with entrepreneurs, investors and tech industry leaders. Learn more at www.villageglobal.vc.
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[CLASSICS] 077: Mark Roberge | Why Most Customer Success Issues Originate in the Sales Process
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Manage episode 231860509 series 2394224
Content provided by Jim Brown. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Jim Brown or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
Takeaways
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- Successful Customers Trumps Revenue: The goal of sales should not be revenue at all costs. It’s our job to find people we can make successful through the value prop we’re pitching. Rather than focusing solely on the signed contract and commission check, make sure the customers you close are going to find value in what they bought 90 days later.
- Buyers Don’t Have to Talk to Salespeople: 20 to 30 years ago, every buyer had to talk to a salesperson. Today, buyers can watch demos, compare and research alternative products, and even get ballpark pricing online, all before reaching out to talk to a salesperson. In the shifting world of buyer empowerment, you have to provide value in each interaction with a prospective customer.
- Live Your Buyer’s Job: What does your prospect’s daily job look like? What’s their role in their company? What are their goals? How do they quantify it? What happens if they don’t achieve it? It’s not enough to just ask those questions. When looking at things through their lens, you can really dig into what they’re thinking before they even look to buy.
- The Autobiography of a Yogi by Paramahansa Yogananda
- Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do.
146 episodes
MP3•Episode home
Manage episode 231860509 series 2394224
Content provided by Jim Brown. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Jim Brown or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
Takeaways
…
continue reading
- Successful Customers Trumps Revenue: The goal of sales should not be revenue at all costs. It’s our job to find people we can make successful through the value prop we’re pitching. Rather than focusing solely on the signed contract and commission check, make sure the customers you close are going to find value in what they bought 90 days later.
- Buyers Don’t Have to Talk to Salespeople: 20 to 30 years ago, every buyer had to talk to a salesperson. Today, buyers can watch demos, compare and research alternative products, and even get ballpark pricing online, all before reaching out to talk to a salesperson. In the shifting world of buyer empowerment, you have to provide value in each interaction with a prospective customer.
- Live Your Buyer’s Job: What does your prospect’s daily job look like? What’s their role in their company? What are their goals? How do they quantify it? What happens if they don’t achieve it? It’s not enough to just ask those questions. When looking at things through their lens, you can really dig into what they’re thinking before they even look to buy.
- The Autobiography of a Yogi by Paramahansa Yogananda
- Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do.
146 episodes
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