Redfining Customer Success!
Customer Success starts once the deal is closed?
Agree or disagree?
Consider this. Using timing incentives, discounts and other old school sales tactics to drive urgency and deals is as old as the hills. This has impacted the profession of sales in profound ways. Just take a trip into any car dealership today and waste fours hours of your life with a salesperson and you realize the profession of sales needs to evolve.
As sales professionals, we need to force this evolution. The best sales organizations are already on their journey towards this and are going through the painful process of rebuilding the foundations of what sales means in their organizations.
Think about that for a moment – what does Sales mean in your organization?
It does not matter what role you have in the sales world; CRO, AE, BDR, Sales Leader, your job is to make your customers SUCCESSFUL.
Mindsets of the past are “What do I need to do to sell to this customer”
The new mindset you need to adopt is “How can I make this customer successful”
The paradigm shift
Sounds simple, but its hard in practice.
Doing this effectively is going to take a completely different mindset to accomplish and you will end up caught between the old mindset and the new as you wrestle with deals that you could ‘close’, but would not be successful on your technology and finding the ones that will.
As Sales Leaders, we should be trying to operationalize this mindset. As sales professionals, you can implement this immediately – next time you speak to a prospect and you are doing discovery, ask yourself this one question “will this customer be successful with my product?”.
