Retaining Revenue the Easy Way

How will you retain the revenue you close - and avoid having your sales and CS teams kill each other?

The issue is post-sale handoffs. How do you effectively transfer a customer from sales to your customer success teams?

- Here's what you hear from your team:

Sales: "CS wants us to fill out a 50 page document every time we close a customer!"

CS: "Sales never gives us any information - we're flying blind!"

- Here's what happens to your revenue:

Renewal rates go down.

Upsells don't happen.

Why? Knowledge gets lost. Customer relationships don't transfer. Plans that were made get forgotten.

But really, what's the root cause?

You haven't created a good handoff process that BOTH gives CS the information they need AND minimizes admin work by the sales team.

- How do you fix it?

Create a handoff process that's based on work your sales team has already done.

It needs to cover four things:

(1) The value the customer wants

(2) What the bought and what challenges there might be

(3) Milestones they need to hit

(4) People and relationships that will be key

For more, check out this article.

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If you liked this article, check out our article on Guerrilla Sales Enablement to see how to build the resources your team will need for success. You can also check out the P.S.I. Selling Content Page for more insights on sales communication, strategy, and leadership.

Want to build a sales process that proves value and a team that can execute? Get in touch.

For more about the author, check out Mike's bio.