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2Win! Global Blog

5 Exec's Weigh In On Securing Renewal & Referral Business with Customer Success Teams

[fa icon="calendar'] 07/18/2019 9:00 AM / by 2Win! posted in customer success

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Now, more than ever, it is imperative that stellar customer service continues long after the ink has dried on the dotted line. In sales, it isn’t abnormal for communication to falter, slow down, or even cease after the deal has been closed.

Ron Kendig, 2Win!’s VP of Consulting, understands that the pace set for sales makes it difficult to be attentive to newly acquired customers. “Let’s face it things move fast in today’s B2B environment. We are often onto the next deal just as the previous is finalized. Don’t underestimate the power of the referral, as a positive reference is still one of the most powerful buyer motivators. Keeping in touch with your customer can be key to developing your customer into a raving fan.”

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Does Your Team Have "Discovery" Fatigue?

[fa icon="calendar'] 05/28/2019 10:31 AM / by Ron Kendig

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We all know the importance of Discovery, there is an entire chapter in “Demonstrating to Win!” dedicated to the subject. In Bob Riefstahl’s and Dan Conway’s new book Rule of 24: The Future of B2B Client Engagement, I searched the term “Discovery” and there were 155 instances.  Why? Because a good discovery sets up your team to be able to align your solution to your client needs and deliver a targeted demo or sales presentation.  Most tech sellers will agree it’s an important step in the sales process.  Here’s the problem: prospects, customers, sales reps, technical reps, client success, everyone... are getting discovery fatigue.  

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