Ashvin Vaidyanathan talks about where we are as an industry and how Customer Success is evolving at breakneck speeds.
With over 20 years of experience consulting with both B2B sellers and buyers on closing critical deals, Steve Thompson leads a discussion on how to use your proposal as a strategic tool in closing “must-win” deals.
Is Customer Success a function or a culture? David Kocher shares how delivering on the customer success mission can be a challenge but that to drive the behavior within the company, it takes a mindset shift from the top-down.
Alex Hesterberg leads a discussion on outcome mapping and how B2B sales can connect the dots between their products and services to customer outcomes.
Dave Klippel shares his experience building a value management team, including strategies for hiring, onboarding, and ongoing training.
A live Q&A with Eric Almquist, Partner at Bain & Company, on his Harvard Business Review article, “The B2B Elements of Value.”
Dave Brock discusses the sales talent gap—characteristics of the next-generation seller and strategies for hiring, onboarding, and ongoing training.
Tamara Schenk leads a discussion on newly-released research regarding buyer preferences and sales enablement in 2019.
In the inaugural Outcome Selling Advisory Ecosystem meeting, members discuss the mindset of the next-generation seller, scaling sales transformation, and a handshake on outcomes.