Post on 17-Jul-2015
1. Client retention 2. 2nd Order Revenue
○ Upsells ○ Referrals ○ Cross-company sells
3. Building Brand Advocates
#Rainmaker2015
#Rainmaker2015
● Pushing themselves ● Seeing problems as opportunities ● Not leaving money on the table
They all want MORE CLIENTS!
Salespeople are great at…
#Rainmaker2015
Instead… 1. Listen to clients’ needs 2. Be transparent about use case and functionality 3. Be realistic about results
1. Reps Over-Promise & Under-Deliver
#Rainmaker2015
Instead…develop a seamless transition… 1. Use consistent messaging from SDR, to AE &
Client Success 2. Share product & industry knowledge
2. Sales & Success Are Not On The Same Page
#Rainmaker2015
Ask yourself… 1. Does your sales team know what happens post-
sale? 2. Is the messaging the same in both departments? 3. Does the sales team spend time with support?
3. No Clear Expectations During Handoff