Recent Posts from Rita Melkonian

You've probably heard the old age phrase, "Don't judge a book by its cover." The same goes for leads—even if the "cover" in question is on a computer screen.

Sure, most account executives can't tell at first glance whether a lead will be a good fit for their business (or even care about what they have to offer). But that doesn't mean you have to fumble around blindly, shooting emails at every poor prospect you come across.

In fact, there's a way to ensure you target the right people at the right time, every time. And we're going to show you how.

It should come as no surprise that customer success and sales collaboration can help revenue teams close better deals.

What do we mean by better deals? 

Simple.

• Customers who are the right fit for your product or service. 
• Customers who will become advocates.
• Customers who will contribute to expansion.
• Customers who won’t churn.

Sales teams used to be encouraged to sell at all costs to grow revenue. Even if it was the wrong fit.

But if Cinderella has taught us anything, it’s that no matter how hard you try, if your foot’s too big or too small, the shoe just won’t fit. 

Nailed that analogy.

Anyway.

The problem with that old-school method of selling is that customer success teams are left to pick up the pieces. They’re left trying to figure out what went wrong when the customer churns. And more often than not, they take the blame for it.

Doesn’t sound fair, does it?

The best way to avoid that whole fiasco is through collaborative selling.