The most popular B2B sales articles read by our CSO subscribers in the last 30 days.

The Top 5 Technologies to Support Revenue Enablement

Revenue enablement technology has evolved to meet challenges presented by sophisticated buyers. Advancements in 5 key technologies allow you to sell more, free capacity, develop talent, and optimize content.

 

 

How to Settle the Battle over Organizational Structure – Where Do the AM and CSM Fit?

Customer Success 2.0 relies on a new set of expectations for the Customer Success function. Delivering growth is no longer dependent on your Sales Execs alone – drive growth by empowering your best CSM’s to not only retain revenue but further penetrate your customer base.

 

Implementing an Advocacy Process as Part of Customer Success

We all know it’s cheaper to retain than acquire. An Advocacy process can help build an authentic relationship with your customer so you can enjoy a reduced customer acquisition cost. Here’s how to advocate with your CEO as to why building an Advocacy program is advantageous.

 

What’s New in Enabling the Customer Success Function?

Sales Enablement leaders are enabling Customer Success Managers to increase cross-sell and up-sell motions. By demonstrating cross-functional leadership, they are raising their own profile while both growing their number, and de-risking churn.

 

 

 

New call-to-action

ABOUT THE AUTHOR

Josh Horstmann

Brings a deep level of experience and insight in helping organizations develop and execute their corporate, sales and marketing strategies.

Josh specializes in helping clients solve demanding sales and marketing challenges through aligning functional strategies within an organization. He has worked with clients in manufacturing, ecommerce, software, financial services and technology sectors.

 

Recently he helped transform an international services company ‘go to market’ strategy, which included assessing talent, re-organizing the sales force, increasing team productivity, reducing the cost of sale and aligning the marketing and sales strategies.

 

Josh continues to provide thought leadership to his clients advising them on how to build inside sales teams, develop compensation programs, share best practices on social selling, transform sales organizations, drive demand generation programs and acquire and cultivate talent. Along with this he helps organizations align functional strategies.

 

Read full bio >