The Jake Dunlap Show

How Sales Can Make Sure Their Customers Get Real Results

Get ready for 30 minutes on how to prevent churn and ensure your sales team gives customers an amazing start to their experience.

Get ready for 30 minutes on how to prevent churn and ensure your sales team gives customers an amazing start to their experience.

1. There is such a thing as a bad-fit customer

Where misalignment happens
- - Sales gathers a customer’s pains and goals - but CS is responsible for them
- - Sales is only concerned with closing deals
CS can be as proactive as they want - if it’s a bad fit, there isn’t much they can do

2. How sales can help CS

1. Information transfer
- - SFDC can only help to a point - Sales needs to communicate information to CS in detail
2. The Handoff
- - The handoff should not be the first meeting with CS
3. Managing expectations and talking through the engagement touchpoints
- - This should be discussed before the handoff with CS and the customer
- - What does implementation look like? The first 30/60/90?

3. How CS can help Sales

1. Feedback on best-fit customers
- - CS can track successful customers and provide that information back to sales to better target
- - They can also share current and new challenges Sales can use in conversations
2. Expansion and upsells
- - CS can identify the right time to start talking about expansion opportunities and when to bring in sales (depending on how your org is set up)

...

Follow Jake: