Customer Success - Commercial Alignment - HERE is how

So what are some elements that we need to revisit from 20+ years ago that just worked? That we dont see today?

Coming up in the early 2000s.

Part of the business development team’s role was to provide a seamless deal pack handover to EVERY department until the deal is on.

For example,

Credit,

-Person details.
-Company details. (Years in op, assets, liabilities)
-Why this is the right deal for us.
-Why this should pass and is worth our time to check verifact or veda company credit score.

Legal,

-Person details.
-Company details.
-Here is what they have scored on Credit, so its worth out time.
-Here is their pre filled pro forma which we have merged into ours.
-Here is what to look out for.
-We should be able to approve this, based on x

Customer Success,

The FULL deal pack.
Commercial handover.

-Person details.
-Company details.
-Credit Approved. + Rating attached
-Legal Approved + Executed copy within.
-Communication Plan.

Visitations - how often who is involved
Video calls - how often who is involved
Back up contacts
Parking
Gifts
Reporting - how often and who is need to know
QBRs - How do you need this data displayed to make your world easier?

An example of a their client site visits/live quoting days, that they have signed off on.

LIVE QUOTING DAY

𝐖𝐡𝐞𝐧: Jan 15, 2024 Time.
𝐖𝐡𝐞𝐫𝐞: [Address]
Parking X
Gifts (Coffee, Donuts, Ciabatta rolls)

Invited

Users
Key Stakeholders

-------> What we see
-------> Where we can take you
-------> How we have done it before
-------> What’s needed to get started

YOU ABSOLUTELY MUST send ;

A detailed recap with Mutual touch points

-Dual Branded
-Working Document
-Mutual completion

Live Quoting Days / Presentation Days, were used similar to a DEMO, but at a contract that is asking you to increase contract penetration.. To a room of potential user base.

Backwards to go forwards.

Curious to know if you think it’s time we got back to this, and actually mitigated all this downstream churn and customer level complaint due to misalignment?

This is not, entry level SDRs folks.

#ClosedCircuitSelling #Revenue

 #Marketing #Deals #Sales