In the United States alone, the size of the 카지노 사이트 킹덤�self-help카지노 사이트 킹덤� industry is almost $10 billion per year.  People seek out guidance on how to lose weight, mend relationships, or kick a bad habit. But the point of nearly every 카지노 사이트 킹덤�self-help카지노 사이트 킹덤� resource is that no one else is going make it happen for you카지노 사이트 킹덤�ultimately, you have to do it yourself.

As a Service leader with revenue or profit targets, you also have the ability to help yourself and be less reliant on your Sales and Marketing teams hit your numbers. You can utilize the Service and Customer Success interactions your teams are already having to discover, drive, and even close new service revenue with existing customers.

Sales Can Struggle to Understand and Communicate the Value of 카지노 사이트

In a recent poll, 카지노 사이트 asked Service and Customer Success leaders this question: 카지노 사이트 킹덤�What is the biggest problem your company has in finding and closing sales of your services offerings?카지노 사이트 킹덤� The results were fairly consistent with what Service leaders might expect:

As you can see, aside from struggling to articulate the value that your services can provide, salespeople are often unsure who should be doing the selling. Is it them? Is it an overlay rep?  Is it the renewals rep or the Customer Success Manager?

In some cases, add-on service upsells might be too small for them to pay attention to, as the small amount of quota retirement isn카지노 사이트 킹덤�t worth the effort. In both the 카지노 사이트 킹덤�other카지노 사이트 킹덤� bucket, and in many of the comments from the respondents, a consistent theme of 카지노 사이트 킹덤�Sales says 카지노 사이트 slows down their deals카지노 사이트 킹덤� could also be found.

Still, most Service leaders rely on their Sales teams almost exclusively not only to close new opportunities, but to find them as well. In the same poll, we asked: 카지노 사이트 킹덤�Approximately what percentage of your leads for service offerings comes from each of the following?

Sales drives the majority of leads for 카지노 사이트. Marketing teams, who tend to drive a much higher percentage of product opportunities, often struggle to communicate and differentiate the value of services as well. So where카지노 게임 사이트 the good news here? It comes back to our concept of self-help. 카지노 사이트 teams can utilize their own teams, and the data they generate, to find, package, and close service offerings on their own, or at least take them deeper into the buying cycle before handing them off to Sales.

Touchpoint Calculus: Service and Customer Success teams are interacting with customers somewhere between 5 and 15 times as often as your Sales team ever could.

Valuable Interactions Are Already Happening Between Customers and Service Teams

At 카지노 사이트, we often talk about the concept of Touchpoint Calculus. Simply put, your Service and Customer Success teams are interacting with customers somewhere between 5 and 15 times as often as your Sales team ever could. These interactions are taken in the course of helping the customer to solve their problem by people who are experts in your service offerings. After all, they are the ones delivering the service. For these reasons, they카지노 사이트 킹덤�re the ones most likely to be able to find additional ways that your customers need help and know how you (and your products and services) can help them. Without turning on 카지노 사이트 teams as a sales engine, it카지노 게임 사이트 very, very hard to find new service opportunities with existing customers and increase revenue.

3 Ways to Find New Service Opportunities with Existing Customers

So how do you go about doing this? I카지노 사이트 킹덤�ll go into depth on this topic at the upcoming Technology & 카지노 사이트 World conference taking place in San Diego May 6-8, speaking on the topic 카지노 사이트 킹덤�Control your own Destiny: How to Hit your Service Growth and Profit Targets by Using the Resources You Already Have카지노 사이트 킹덤�. In the meantime, here are three ways Service and Customer Success teams can get involved in the sales process to find and drive new service opportunities with existing customers.

1. Start with Data

Even without changing anything they do, Service and Customer Success teams are generating incredible amounts of useful data. Unfortunately, it usually resides in a system that Sales doesn카지노 사이트 킹덤�t have access to, and they probably wouldn카지노 사이트 킹덤�t know what to do with the data if they did have access to it (As someone with over 20 years in technology sales, I say this with love of course). It카지노 게임 사이트 up to you, the Service leader, to be their guide. Which common problems can you find and track? What are the signals that your customer is struggling? You don카지노 사이트 킹덤�t need a Ph.D. in data science to look at support logs and knowledge management systems to get some basic ideas.

Service and Customer Success teams can find upsell opportunities on about 5-10% of their cases or projects.

카지노 사이트 Research

2. Build Systems to Help Your Service Teams Submit Leads When They Find Them

카지노 사이트 research shows that Service and Customer Success teams can find upsell opportunities on about 5-10% of their cases or projects. About half of those opportunities are for Service upsells. However, if your Service Delivery teams find a new opportunity but don카지노 사이트 킹덤�t know how to get it to the right person in Sales, then the opportunity never happened. Email won카지노 사이트 킹덤�t cut it. 카지노 사이트 members who have a formal handoff procedure and program in place have as much as 10x the number of services-generated opportunities as those who don카지노 사이트 킹덤�t.

3. Don카지노 사이트 킹덤�t Wait for Sales, Close The Deal Yourself

According to 카지노 사이트- recent Upsell & Cross-Sell study, companies that involve their 카지노 사이트 and Customer Success teams in upsell/cross-sell opportunities grow their customers twice as fast as those who leave these basic upsells to their Sales counterparts. The trick is to make sure they카지노 사이트 킹덤�re working on the right things, and service upsells and add-ons are right in line with their charter of helping your customer succeed with your technology.

When done properly, involving 카지노 사이트 and Customer Success teams in the sales process can lead to a substantial increase in service revenue, but making sure they have the right charter, compensation, and support are key. In the process, you카지노 사이트 킹덤�ll create better outcomes for your customers, as they카지노 사이트 킹덤�re getting the help they need from the right people at your company.

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