Customer Success

Selling is hard, but B2B selling and marketing are especially so. There are fewer targets. More nuance. Higher stakes—for both the buyer and you. The deal is

Companies often get in their own way of success. They lack an intentional strategy around organizational design, goals, and incentives that can create misalignm

What is Revenue Operations? What do Sales Teams need from Revenue Operations? 9 Essential Functions of Revenue Operations The Untapped Potential of

The Importance of Revenue Responsibility Alignment in GTM Orchestration Optimal go-to-market (GTM) orchestration requires the alignment of roles and revenue re

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”.

In Part I of our series, we discussed Pre-Sales and Sales and what levers to pull to increase efficiency beyond hiring more people. In the second part, we've ex

Sales and marketing have always been the peanut butter and jelly of the business world–they just go together.  But wait, what about customer success (CS)?

When you've invested time into building a strong customer relationship, it can be hard to transition that account to another person internally. You’ve handled t

Everyone in the Customer Success world knows that the quarterly business review (QBR) often takes front stage as the preeminent customer meeting. It's big, flas

Congratulations, revenue professionals! Did you know that, according to Hubspot Research, an astounding 3% of our customers find us trustworthy? That puts us sq

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 d

Anyone who knows me knows that Customer Success driving value is incredibly close to my heart. It’s what I expect from my team and hope for the whole CS communi

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 tho