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The future of Customer Success

The future of Customer Success

by | Apr 22, 2024 | Leadership, Revenue, Sales, Strategy

Customer success is evolving rapidly and is quickly taking on revenue ownership.Will it replace sales or marketing? We spoke with Chris Dishman, SVP of Customer Success at Totango Catalyst. Customer success is still in many companies a reactive department, and is...
The emerging Nearbound GTM motion

The emerging Nearbound GTM motion

by | Mar 30, 2024 | Performance, Strategy

Hello there! In designing your revenue strategy, choosing a Go-to-market motion is one of the most fundamental things you will do. And so, I am happy to share with you the conversation I had with Koen Stam from Personio. We cover go-to-market motions, and go deeper in...
Crafting a comp plan that is perfect for you

Crafting a comp plan that is perfect for you

by | Mar 11, 2024 | Leadership, Sales, Strategy

Intro: This week I got an interesting comment on a related compensation post on LinkedIn, in which I stated: 2 tips that stood out in building a compensation plan for your sales reps: When you build a comp plan, you really need to think, what are my goals as a company...
Cracking the Revenue Operations Code

Cracking the Revenue Operations Code

by | Feb 12, 2024 | AI, Sales, Strategy

There is a new beast in town… it is called RevOps, still better known as Revenue Operations. Although not a novel idea, revenue operations has recently emerged as a key driver for overall revenue success within organisations. RevOps can best be described as the...