MarketStar Blog

Closing the deal is only the first step of a successful sale. Once the contract is signed, you have to ensure a smooth transition from prospect to satisfied customer. That is the essence of solution selling: ensuring customer success.

When you understand that customer success is the end game, you can take steps to guarantee that the customer gets maximum value from the contract, starting with a smooth transition from prospect to customer. When you develop an onboarding strategy that focuses on the customer’s needs and on developing a path to solve their problem, you promote greater customer loyalty and increased renewals.

If you know anything about selling technology, then you know that enterprise sales are different from all other types of technology sales. Selling enterprise solutions has its own set of rules and a unique decision-making process. To thrive at enterprise sales, you have to appreciate what makes the process unique and know how to adjust your sales process to overcome the unforeseen obstacles you might encounter along the way.

You are being measured. How do you stack up? Are you proving your client’s return on investment (ROI)?

The world of virtual business, including virtual selling, is here to stay. It’s an adjustment, but there’s no doubt that it’s happening. With the onset of the COVID-19 pandemic, corporations have seen the ongoing value of working from home (WFH), and 74 percent of CFOs have already indicated that WFH will become part of their staffing strategy moving forward. To increase sales, tactics have to evolve to suit the new world of virtual work, and using outsourced support for B2B selling can help.

Key Insights

A PwC research indicates that many outsourcing deals collapse even before the contract has concluded because of mistrust between service providers and customers.

In today’s hyper-competitive marketplace, you can’t continue to grow your business if you decide to go it alone. Your sales force is a force to reckon with. But channel partners can amplify your business potential when they work in tandem with your sales team members.

You have just landed a new customer for your product - congratulations! The first step toward product adoption is now behind you, but there’s a lot more to come. How you onboard your new user, especially during the early stages of the adoption process, will have a huge impact on how long they are going to stay with you, how enthusiastic they are about new features in the future and how often they refer your tool to other people.

Responding to a popular survey, liking an inspiring post or availing an irresistible offer– these are just a few of the ways customers express their thoughts after their interaction with a product. Forums, social media, groups, blog comments and events are the most common channels where customers usually voice their opinions and air their grievances. But the biggest challenge for a business is to decipher meaningful insights from these common actions. Known as the Voice of Customer (VoC) in customer service parlance, these expressions can mean a lot to a business that is looking to offer products that are acceptable and commercially viable.

The roles of customer success and marketing are different, and yet interdependent. The former interacts with customers to help them derive maximum value from the products they buy.

Most sales reps congratulate themselves on a job well done when customers sign on the dotted line, but in reality, that is only the beginning. Customers buy a product with a purpose, and companies need to ensure that the purpose for which they bought the product is well served. But this is not always so. Technology companies often have a way of making customer onboarding complicated and daunting. They put their customers through complex product tutorials, long-form pdf guides, endless how-to videos, and tedious sign-up processes as a way of welcoming them on board. Consider these alarming stats: