Picture yourself about to conduct a win/loss interview. You have a list of thoughtful, engaging questions in front of you, a page of notes, and (hopefully!) a fresh cup of pour over. Youve done your research you know the company…
Buyer personas have become critical to many organizations in the past few years – every business is encouraged to codify their optimal buyers roles, traits, and behaviours into profiles to help unify marketing and sales targeting techniques. For all the…
You reach for the phone, eager with anticipation. Youre making a win/loss call, and this ones a win. Its a chance to hear what it is youre doing right, and perhaps bask a little in the praise of a buyer….
A 20-something friend of mine (lets call him Arthur) recently wrote to me asking for a critique on his resume and advice on how to find a position he might enjoy. His resume contained a ton of interesting experience (he…
Every seller I know relies on their relationship skills. Its natural and essential to build rapport with prospects and buyers: we depend on sellers, and many are very, very good.
Buyer interviews are not scripted surveys. Instead they need to create a meeting of the minds and produce candid insights. You want the truth. To get ‘golden’ revelations – to extract real value from a buyer interview – there needs…
Doing your own win/loss analysis or churn analysis can seem like a daunting task. Weve already discussed some of the prep work you need to accomplish, not to mention the theories that drive our understanding of the interview process, but…
I recently had the opportunity to sit down with Adam Joseph fromCustomerSuccessManager.com. Adam is the host of the Customer Success Conversations podcast, which brings in champions of customer success to talk about the burgeoning discipline what does a win look…
There are few things worse than wasted time. In a business world where less than 3 of 10 startups reaches an exit, and many product launches fail to reach their potential, we need to make better, more informed decisions. And…
Do your SaaS customers downgrade service? If so I wonder if you instrument for the kind of user behavior that might help you prevent service downgrades, or net-negative revenue churn. Do you use your customer’s own data to demonstrate what…
