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13 results for “customer engagement”
Concept2 mentions across episodes
customer engagement
Topic2 mentions across episodes
Customer engagement
...to customer success. So making sure that during the awareness process for those people that raise their hand to learn more, we put them into a sales process that's indicative of their role and the business challenge that they have. We're capturing th
32:56 / 34:15
from transcript32:56 – 34:15
...the customer success person is doing is saying, we made a promise to you. You made a promise to us. It's governed by these rules, and it's this outcome. Now let's go get it. And we just go in and we just make sure that that happens, have business rev
33:38 / 34:55
from transcript33:38 – 34:55
...to show their customers the insights and the value that you're creating for them. And remember, the CFO is the buyer now for every renewal. If you don't if you're not showing them insights around business value, then you're not gonna be renewed. Do y
32:40 / 34:12
from transcript32:40 – 34:12
“People try to build a large enterprise style CS company into that kind of motion, and really what you should be doing there is customer marketing. You should lean in really heavily in product and customer marketing backed up by a smaller group of people.”
...marketing. You should lean in really heavily, you know, in product and customer marketing backed up by a smaller group of people.
22:59 / 23:16
Practical Framework22:59 – 23:16
buying process. And why I say that is usually the deals that don't close are the deals that are commit that are the ones that are most painful, where, hey, we're 75% likely to be chosen, we're the vendor of choice, whatever it may be. Like, then it r
26:11 / 27:16
from transcript26:11 – 27:16
...the engagement type is one of the big ones. Is it reactive? Is it proactive? How much on that scale does it look? And and what the component parts of that are? There's some other fundamentals around, you know, tribal knowledge versus knowledge at sca
21:02 / 22:23
from transcript21:02 – 22:23
where the person needs to go? So I think some of these things have made it easier for buyers to come to your digital property and self-service and then raise their hand when they're ready to move forward. I think access to contact information, email
26:17 / 27:19
from transcript26:17 – 27:19
...sales engagement, revenue intelligence, and revenue operations functionalities in one unified platform. But don't just take my word for it. There are 6,000 companies including Zoom, Siemens, Okta, DocuSign, and many more who depend on Outreach to pow
48:44 / 49:49
from transcript48:44 – 49:49
...need to ring me at the weekend or when I'm on holiday to talk about a problem, I'm available to them because we are promise keepers. But that's not the same as doing everything that their team on the ground might ask you to do, which might actually
34:30 / 35:39
from transcript34:30 – 35:39
...when the economic alignment is between the CS and the upsell? The way you would do that is having a incentive structure that measures on whether the customer is successful. If they buy a second or third product, are they actually using the product an
36:43 / 37:46
from transcript36:43 – 37:46
...customer to let them know if there's a problem, to make sure we're on track to keep those promises. So it's great having a value proposition and articulating and making promises, but I'm holding our organisation accountable to keeping those promises.
35:10 / 36:19
from transcript35:10 – 36:19
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