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Is CS the new Sales? Deep dive into CS as a Revenue Center
Is CS the new Sales? Deep dive into CS as a Revenue Center
Historically, if a company wanted to achieve growth, they would invest in sales and marketing to acquire new customers.
A no-brainer strategy in the before times.
Today, and even more so in the coming months (and years), you need every person on the revenue team sourcing business.
That includes sales, marketing, and customer success.
Did you know that selling to a new prospect is extremely unlikely? We're talking less than 5% unlikely (source).
On the contrary, the ability for customer success to sell to an existing customer lives somewhere in the realm of 70%.
Sounds a lot easier. Right?
We're sitting down with the experts at Catalyst to talk through customer led growth. The idea that customer retention, expansion, and advocacy can be your #1 growth engine.
Say hello to customer success as a revenue center.
Discussion topics
Changing the conversation around Sales and Customer Success as a unified team responsible for revenue growth
The fundamentals around how CS can drive and support revenue
How CS is a strategic pillar of the business, owning significant revenue responsibility post-sale
Key Takeaways
Investing in CS-generated leads is cheaper and cuts time in the sales cycle.
Closing deals is a talent. Sales teams get trained, onboarded, and constant coaching on how to close a deal. Train your CSMs to learn the skills, so they are equipped to grow revenue.
Compensation is intended to incentivize the correct behavior. You have to decide the highest priority for specific roles and incentivize for that- don't have over complicated comp plans that pull people in 50 directions. Think about how you can incentivize your CMs to close deals and expansions.