I published an article yesterday. I apologize. I re-read the article. It was a total rant. I unpublished it. Deleted it. Gone. Done. I apologize. This should be more productive.
Two things happened yesterday that stem from the same seed.
A service provider asked for a referral that could help with his website. I made the introduction and yesterday, I got this from my web guy.
Also, I finished an exchange with a Director of Customer Success. Here are some excerpts...
- Determine whether there are employees. managers or executives in your organization that renew when they're happy customers.
- Think about and use this page.
- Decide whether you want to take up this gauntlet.
Them: The read about the flywheel is a very interesting one, applying this to post-sales organizations (like customer success/ account management) can help us to increase our cross-sell and upsell rates. That said, post-sales organizations do not have a pre-defined funnel like sales organizations do, or at least at my company, we do not have it.
I both cases, the 'prospect' is avoiding the fact that they have a sales problem. If sales is doing their job well, they'll do much of their own marketing using the flywheel. If sales is selling clean, their customers will succeed, renew and refer. BUT, if sales is the bottleneck... if sales is sloppy or under-performing... if sales is over-promising, cutting price, no amount of marketing or customer success efforts can help.