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On the latest episode of Sell Like A Leader Podcast, Craig Herman joins me to discuss strategic approaches for sales leaders to enter new markets. With over 20 years of experience growing revenue for enterprise software, SaaS, and partner sales organizations, Craig has a robust wealth of knowledge under his belt. Craig is currently the Chief Revenue Officer of Aware and oversees all GTM functions including Sales, Partnerships, Customer Success, and Marketing. A few things to expect from our conversation: ↳ The changing role of BDRs ↳ Three pillars for entering a new market ↳ Using AI to find communities for selling ↳ Leveraging resellers to maximize revenue ↳ The importance of partnerships in sales ecosystems 🎁 As a bonus, you also hear Craig's sales mantra, his favorite sales books, and the most important thing he's working on right now. *** There are a lot of solid tips in this one, especially for sales leaders exploring new markets. Grab the episode now and let me hear your thoughts. Link in the comments ⏬ #podcast #salesleadership #GTM

Exciting news, everyone! 📣 The latest episode of the "Sales Lead Dog" podcast is now live! 🎙️ In this episode, we have the pleasure of hosting Jeffrey Fallis, a sales and customer success leader at GoFormz who embodies the phrase, "The harder you work, the luckier you get." 🍀 His unique insights on the intersection of sales, leadership, and customer success are bound to inspire you. Fallis shares how he views sales not just as a deal-closing process, but as the initiation of long-lasting relationships. 💼💡 He discusses the importance of adaptability, leveraging team strengths, and the critical role mentorship has played in his journey. 🚀 Moreover, Jeff dives into the critical period of the first three months post-sale, the importance of digital transformation beyond just technology, and the role of CRM technology in sales. 🎯 Fallis's approach to leadership is all about putting people first. He talks about using failure as a tool for learning and improvement, and the deep synergy between sales and customer success. 👥 Join us for an enlightening conversation packed with actionable advice for all sales and leadership enthusiasts out there. Tune in now and let us know your thoughts! 🎧 Remember, "The customer journey doesn't end with a sale; it's an ongoing commitment." So, let's keep learning and growing together! See this episode and all others at https://lnkd.in/epVPUzwY #SalesLeadDog #podcast #sales #leadership #customersuccess #digitaltransformation

🔥 𝗡𝗲𝘄 𝗘𝗽𝗶𝘀𝗼𝗱𝗲 𝗔𝗹𝗲𝗿𝘁: 𝗠𝗮𝘀𝘁𝗲𝗿𝗶𝗻𝗴 𝗥𝗲𝘃𝗲𝗻𝘂𝗲-𝗙𝗼𝗰𝘂𝘀𝗲𝗱 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 🔥 🎙️ In this month's episode of The Customer Success Pro Podcast, I had the pleasure of speaking with Madelyn DePrey, the VP of Customer Success at Aircall. Madeline shares her incredible journey from hospitality to customer success and dives deep into how her team drives revenue growth by leading with value. 💡 Some of the questions I ask Madelyn in our conversation: ❓CS should not fear owning a revenue number, but how do they get comfortable? ❓ Embracing the top of the funnel in CS - What is the top of the funnel? How can CSMs lean into embracing sales methodology in CS? ❓Sales Methodology in CS - what is it you train your CSMs on? 🌟 Key Takeaways: 1⃣ Crafting a customer success strategy that drives revenue 2⃣ Effective tools and methods for gap selling and multi-threading 3⃣ How top-of-the-funnel principles can enhance your CS approach 4️⃣Training and coaching CSMs for commercial success Don't miss out on these actionable insights! Tune in and elevate your CS strategy today. 🎧 Link in the comments.👇 __________________ ✍️ Would love to hear your thoughts. ♻️ Reshare if this helped you. 📨 Check out my newsletter if you want more of this content. #CustomerSuccess #Podcast #RevenueGrowth #CSM #Leadership

🚨 Is Customer Success on life support? Peter Armaly thinks it's time for a reboot. In our latest Spotlight Podcast by CS in Focus, Peter Armaly and Elizabeth Italiano dropped some truth bombs about Customer Success. Here are some hard-hitting takeaways: 1. CS needs to prove its value beyond churn reduction 2. NRR shouldn't be abandoned - it's a crucial metric reflecting company health 3. CS has a unique opportunity to lead in product-market fit measurement 4. The 'bubble' is bursting - CS must align with broader go-to-market strategies Peter's challenge to CS leaders: "You either take charge and lead the opportunity, or you continue to play the victim and sharpen your swords. And you get left behind." ------- 🤔 Are we ready to evolve from being "glorified account managers" to true strategic partners? How are you proving your value beyond renewals? Tune in to listen more: Spotify: https://lnkd.in/guiTR2qN Apple: https://lnkd.in/g-TsTd6M #CustomerSuccess #GTM #podcast #leadership

It was an honor - and FUN! - to engage in a conversation on #customersuccess and driving #growth at every stage of a business life last week. We unpacked what companies have in common, from pitfalls to successful strategies, and how being truly customer centric not only matters, is essential for long-term business sustainability. Take a listen, comment with your thoughts and check out the other amazing episodes of the Exceptional Sales Leader podcast!

***The Power of Customer Success in Driving Revenue Growth - Tamara McMillen*** In today’s business world, there is a great deal of emphasis on Customer Success, on being customer centric, as a lever to drive sustained revenue growth and market capture. Whilst organisations may ‘focus’ on that through their advertising and marketing, the reality is their sales teams often still lead with products and services. In this episode of The Exceptional Sales Leader Podcast, I have the privilege of speaking with Tamara McMillen, a CRO, operating partner and growth adviser to Fortune 50 organisations as well as privately funded businesses (start-up, scale up & stable enterprises). We discuss the importance of customer success and the evolution of the customer journey as businesses grow. Whether you are new to sales and sales leadership or whether you have been in the game for a while, this is a conversation you want to listen to more than once. Tamara shares a number of insights and perspectives from her vast experience, which can only help you fast track your organisation’s growth path. To connect with Tamara and to listen to the episode, please click the links in the comments below. 👇 #podcast #sales #customersuccess #leadership #growth #revenue #salesleadership #exceptionalsalesleader

🚨 New Episode: Jim Roth's Masterclass on Salesforce's Customer Success 🌟 Jim Roth, the President of Customer Success at Salesforce shares his wealth of knowledge with us on the latest episode of Experts of Experience. Speaking to Jim was a bucket list moment for me and this episode is not to be missed!! Key Takeaways: 🤫 Keep your org chart to yourself: How Salesforce creates a seamless experience, no matter the team involved. 💡 Empathy & Innovation: How empathy for your clients and team is core to creating a stand out experience. 🚀 Measuring Customer Success: Rethinking CS measures to focus on what the customer actually cares about. 🤖 Tech-Driven Service: How AI is empowering greater experience and better informed teams and what to watch out for. Tune in and take notes! This episode is packed with insights to help you rethink and innovate on your customer experience. Links to the episode in the comments 👇 #CustomerSuccess #DigitalInnovation #Salesforce #Podcast #customerexperience #leadership

New Podcast Alert: Mastering the Art of Scaling Customer Success Teams! 🚀 Join Irit Eizips in our latest podcast episode featuring Christine Boermeester, Senior Director of Customer Success at Deltek. Christine dives deep into the transformative strategies Deltek employed to scale their CS operations effectively. 🔑 Key Highlights: - Learn about the specialized roles created within Deltek to streamline operations and focus on strategic customer engagement. - Discover the benefits of structuring CS teams to support substantial growth without losing the essence of customer relationships. - Gain insights on how implementing a renewal processing team has enhanced productivity and allowed CSMs to focus more on customer strategy and less on administrative tasks. Christine shares her valuable experiences and lessons learned from her impressive journey in customer success, where she has successfully managed to expand team roles and responsibilities to better serve customers and drive retention. Link in the comments below! #CustomerSuccess #Leadership #Podcast #CSMPractice #BusinessGrowth #Strategy

The initial reliance on a "fake it till you make it" approach is a common starting point for many in the field. Yet, the true essence of sales success lies not within the product-centric pitch but in transitioning towards meaningful, strategic business dialogues. Here’s how: 1. Focus Shift: Move from emphasizing product features to articulating how your solution enhances business value, aligns with strategic goals and optimizes cash flow or operational efficiencies. 2. Meaningful Engagement: Foster dialogues centered around genuine curiosity about the client's business, asking pointed questions that dig deeper than surface-level needs. 3. Redefining Success: Encourage a cultural shift within sales teams by setting realistic goals focused on quality over quantity, fostering engagements that promise substantial business value rather than chasing arbitrary targets. It's time to rethink sales interactions as strategic opportunities for meaningful business impact. Eric Shaver, thanks for these awesome insights on your episode of the B2B revenue executive podcast #SalesStrategy #BusinessDialogue #StrategicSelling #Leadership

A CEO told me he hates our Customer Success podcast. Ouch! But there's a valuable lesson here for CS professionals. Every Wednesday on Impact Weekly, Johan and I answer a question sent in by a CSM or Head of CS. As we discuss and answer the question, we speak the language of CS, keep it informal, and we definitely get in the weeds on tactics. And that's NOT how to communicate with the C-suite. What's a major reason CS isn't taken seriously by company leadership? CS leaders don't align their messaging with how executives think. When talking to C-levels, know your audience. Speak their language. Position CS as the mission-critical business (growth) function it is. Don't focus on internal operational metrics, customer happiness, or the day-to-day grind of your team. If you're a Head of CS and communicate with your CEO like we do on our pod, they might tune you out, too. Curious if you'll hate Impact Weekly, too? The podcast is featured on my profile. #CustomerSuccess #Leadership #communication