You know that knee pain you get when running?

It’s not a knee problem. Its most likely caused by the way your foot hits the ground.

If you’re a little flat footed then your foot will turn in as it lands and cause stress right up your leg. Often the source of knee and hip pain

It’s the same with customer success. To improve customer satisfaction, expansion and retention – look at your sales process first

Its most likely that the customer relationship is starting on the wrong foot – with the wrong expectations. It’s also likely that those expectations are failing to be communicated to your deployment team

So if you want to fix customer success – get the sales team to start focusing on customer outcomes, not getting the deal over the line at any cost

cuvama is the master of empowering sales to connect and differentiate on value – and set the customer success team up for .. you guessed it, SUCCESS!

Ps. Apologies, I hear pictures of dogs helps getting Likes .. so here’s a running pic with Daphne, my whippet pup 😉

Value is the language of consensus

Value is the language of consensus

Buying groups are getting larger and more complex. Even smaller $50k SaaS decisions often involve +10 stakeholders. So if you’re a B2B seller and don’t have ‘guiding buyer consensus’ at the top of mind – then you’re probably toast…

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Fail Friday (and learn fast!)

Fail Friday (and learn fast!)

I heard a great fail story this week from a CRO at a $100m ARR SaaS firm. The company had been going after one of the biggest deals ever with a pharmaceutical giant. The fit was fantastic and they had their most experienced, highest performing rep leading the campaign. The rep even had a long term relationship with the business executive sponsoring the project…

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