Bringing Customer Success into Sales

Here's an opportunity. 

Getting customer success team members involved in the sales process. 

One of the worst things that happens at companies is the "hand-off"

The passing of a customer from one person to another. Nothing drives me more crazy and I'm pretty sure it frustrates you too. 

My suggestion today is to get your customer success managers or account managers involved in the sales process.

I recommend getting them to join the business case call or have a dedicated call discussing the post-sales experience and have them lead that call. 

Best in class orgs don't remove the salesperson from the account. They are the person who stays with the customer throughout their entire life. 

The "did you hear me" dilemma is real and causes a lot of buyer frustration. Do your best to eliminate it completely.