How This Organization Improved Executive Visibility to Drive a Better Customer Experience Using Troops

How This Organization Improved Executive Visibility to Drive a Better Customer Experience Using Troops

Manuel Harnisch is Head of Customer Success at network analytics provider Kentik. His team handles onboarding, continuous outreach, and renewals, with only about 10% of their time going to reactive support. Obviously, he cares a lot about retention and having a robust renewals process in place, especially when there’s an opportunity for expanding service consumption. But when […]

Better Forecasting, Lower Churn. How Sales Engineers Positively Impact the Sales Process at Optimizely [Interview]

Better Forecasting, Lower Churn. How Sales Engineers Positively Impact the Sales Process at Optimizely

Salespeople are notorious for having rose-colored glasses and happy ears. Many think every deal will close—and at the highest possible number. Heck, sometimes I find myself being that way. And you know what? I want my sales team to be optimistic and positive. I want them to be confident—to believe that they can and will […]

Time Is the Enemy of High-Quality, Complex Deals. Team Selling Is the Solution (Interview with Tim Sanders)

When you’re working a high-quality B2B deal, the biggest enemy to success is time. We interviewed Tim Sanders, CEO of Deeper Media and author of several sales and business books, including Dealstorming: The Secret Weapon That Will Solve Your Toughest Sales Challenges to ask him more about closing big, complex deals. “Big sales are just problem-solving […]

How to Keep a Remote Sales Team Motivated & Engaged (Interview with Kyle MacKenzie Taylor of InVision)

How to Keep a Remote Sales Team Motivated & Engaged (Interview with Kyle MacKenzie Taylor of InVision)

Some say a remote sales team can’t work, but they’re making it work at InVision — makers of a product design platform with a team of 190+ customer-facing employees spread across the globe working in sales, customer success, and enablement. And they’re constantly hiring. We talked to Kyle MacKenzie Taylor, a Sales Operations Analyst who helps […]