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Revenue Growth
Archives for May 2020
Discussion List
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What's successful for improving Channel performance in long tail renewals?What tools and processes have you found essential for improving long tail renewals of your Channel customers? What have you found to be your biggest challenges in this area? -
What new skills are needed for customer success to be effective in times of economic uncertainty?Customer success does need new skills. How are people helping management and HR understand the new skills needed for customer success? Customer success is very different from customer support but not… -
What are best practices in connecting value promises made during sales to value delivered?Marketing, pre sales and sales often make value promises, including providing ROI calculators. What are the best practices in connecting these value promises to the value actually delivered by custom…
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What Persuasive Tactics are you Using for Driving Virtual Training?For those who are currently conducting customer training, can you share any success stories on persuading customers who want to wait for ILT, both present and future, to not wait and take on alternat… -
Identifying best PSA system solutions for delivering ProServicesWhat are some of the PSA (Professional Service Automation) solutions that you have had especially good experience with for delivering Services? -
Outcome Based ThinkingWhat are some examples of how you have promoted or adopted "Outcome Based Thinking" in your Services
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How to react facing big discount request for recurring contracts or x% cut in PO for project ?Customers asking for big discounts in recurring contracts (M&S). In some cases, they are just imposing a cut of 20% in every PO for every project until the rest of the year. How to react? -
How has COVID-19 impacted your investment priorities this year?What are the main priorities in terms of investment in your projects facing COVID-19? -
What tangible expectations have been changed as "Outside Sellers" have become "Inside Sellers"?The vast majority of our Services salesforce are "outside" sellers -- who are quickly learning the ways of the "internal seller" world. We've been working to rapidly evolve expect… -
What concessions are you making to get renewals done?Hi, everyone. Steve Frost from TSIA. We're currently running a poll that talks about how renewal rates are going, and what you're doing with your policies when customers say their procurement or bud…