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What Not To Do
เข้าร่วมเมื่อ 24 ก.ย. 2017
Welcome to What Not To Do by Elizabeth Italiano's channel, which shares an operator turned go-to-market consultant’s tragedies, triumphs, and tips on capturing revenue opportunities, increasing sales, and customer retention. Rooted in reality and IRL experience - If I am writing or talking about it, I’ve actually done it and not just talked about it on social media ;)
Creating a Smooth Sales to CS Handoff: Part 3
In our course, Creating a Smooth Sales to CS Handoff, we discuss how to create a seamless post-sale transition for your new customer.
In our final lesson, we discuss how we can leverage Mutual Action Plans & Success Plans to tie in the handover process together.
Check out our Creating a Smooth Sales to CS Handoff playlist on TH-cam for all of the videos from the course.
Want the written content that comes with the course too?
Sign up for free to access it here: elizabethitaliano.podia.com/creating-a-smooth-sales-to-cs-handoff
In our final lesson, we discuss how we can leverage Mutual Action Plans & Success Plans to tie in the handover process together.
Check out our Creating a Smooth Sales to CS Handoff playlist on TH-cam for all of the videos from the course.
Want the written content that comes with the course too?
Sign up for free to access it here: elizabethitaliano.podia.com/creating-a-smooth-sales-to-cs-handoff
มุมมอง: 1
วีดีโอ
Creating a Smooth Sales to CS Handoff: Part 2
มุมมอง 412 ชั่วโมงที่ผ่านมา
In our course, Creating a Smooth Sales to CS Handoff, we discuss how to create a seamless post-sale transition for your new customer. This second lesson highlights the benefits of separating Business and Technical Kickoffs to maintain alignment and efficiency throughout the transition process. Check out our Creating a Smooth Sales to CS Handoff playlist on TH-cam for all of the videos from the ...
Creating a Smooth Sales to CS Handoff: Part 1
มุมมอง 112 ชั่วโมงที่ผ่านมา
In our course, Creating a Smooth Sales to CS Handoff, we discuss how to create a seamless post-sale transition for your new customer. This first lesson discusses the importance of a modern Sales to CS handoff, particularly in high-touch engagements, by leveraging technology, updating CRM systems, and ensuring smooth internal and external communication. Check out our Creating a Smooth Sales to C...
What NOT To Do: CS Kickoff Call with New Client
มุมมอง 112 ชั่วโมงที่ผ่านมา
In our course, Creating a Smooth Sales to CS Handoff, we discuss how to create a seamless post-sale transition for your new customer. A key part to this is making a great first impression on your new client. This mock skit shows you what NOT to do as a CSM meeting your client for the first time. Check out our Creating a Smooth Sales to CS Handoff playlist on TH-cam for all of the videos from th...
What NOT to Do: Sales to CS Handover
มุมมอง 512 ชั่วโมงที่ผ่านมา
In our course, Creating a Smooth Sales to CS Handoff, we discuss how to create a seamless post-sale transition for your new customer. This all starts with having a clear Sales-to-CS handoff. This mock skit shows you what NOT to do as an AE. Check out our Creating a Smooth Sales to CS Handoff playlist on TH-cam for all of the videos from the course. Want the written content that comes with the c...
YouTube Discovery with a Buyer Enablement Focus PART
มุมมอง 6หลายเดือนก่อน
Are your discovery calls barely scratching the surface? In this video, we dive deep into the art of uncovering client challenges with layered questions that actually matter. Using the PART framework, we’ll show you how to go beyond the basics, ask the right questions, and avoid the common pitfalls that can derail your discovery. Watch for real-world examples of do's and don'ts that will transfo...
Churn Risk Discovery
มุมมอง 25หลายเดือนก่อน
In this video, we discuss the critical skill of churn risk discovery for Customer Success teams. Learn how to uncover the root causes of churn using the PART framework-Problem, Action, Result, and Trigger. Discover how to rebuild trust, diagnose key challenges, and drive client retention with effective, layered discovery questions. The actionable tips will help you turn reactive save plays into...
Churn Discovery & Recovery Workshop (with WISE)
มุมมอง 292 หลายเดือนก่อน
This video is from a workshop that Elizabeth Italiano delivered to WISE. During the session, we discuss how to pinpoint churn risks & recover from the challenges you discover.
What NOT To Do: Client Kickoff
มุมมอง 52 หลายเดือนก่อน
You may be meeting your client for the first time, but remember that they've spent the last several weeks, maybe even months, sharing their struggles and ambitions with your team. First impressions are important. Don't let your clients first impression of you look like this. This video shows what NOT to do as a CSM with your client.
What NOT To Do: Sales to CS Handover
มุมมอง 32 หลายเดือนก่อน
A seamless sales to CS handover is critical for creating a customer that renews and expands with your business. However, too often these handovers are superficial and don't equip internal teams to support the customer in a meaningful way. This skit is a re-enactment of handovers we've witnessed(and even been a part of!) in the past. Be sure not to make these mistakes in your own.
Storytelling - Creating a Compelling Hook
มุมมอง 213 หลายเดือนก่อน
Storytelling is one of the most effective ways to get buy-in and build an emotional connection with your prospects and clients. In this video, we share our framework for creating stories that help sell and retain clients and how we create a compelling hook to introduce the story that will grab your buyers' and clients' attention. If you find this video valuable, you'll enjoy our Quest To Quota ...
Account Research and Personalization with the Engagement Logic Map
มุมมอง 224 หลายเดือนก่อน
Engagement Logic Map: Organizing Research for Effective Messaging Many sales professionals have found themselves lost in a sea of account research, unsure how to use the information they’ve gathered to drive meaningful conversations. This is where the Engagement Logic Map comes into play. It’s a framework that helps organize data into actionable insights and enables AEs and CSMs to create messa...
Email and Messaging Dos & Don’t
มุมมอง 44 หลายเดือนก่อน
Outbound and email aren't dead, but the rules have changed. Learn more of the dos and don'ts and some stats on what it takes to get a response.
Identifying & Establishing the Cost of Inaction
มุมมอง 224 หลายเดือนก่อน
Ignoring the Cost of Inaction (COI) could be costing you your deals. But how do you identify, communicate, and calculate the COI? In this video, we discuss: - Engaging multiple stakeholders to determine COI - The balance of identifying COI and a business case for each stakeholder while also creating a unified vision - An example that includes a calculation of COI and how to apply the 3 key comp...
What is the Cost of Inaction?
มุมมอง 384 หลายเดือนก่อน
A common misconception of the Cost of Inaction is that people confuse it with missing out on the ROI of your solution. But it’s not that. This video explains what COI is and provides an example that I think we can all relate to.
Failing to Address the Cost of Inaction and Overcome Status Quo
มุมมอง 195 หลายเดือนก่อน
Failing to Address the Cost of Inaction and Overcome Status Quo
How to Leverage a Mutual Action Plan in Your Sales Cycle
มุมมอง 295 หลายเดือนก่อน
How to Leverage a Mutual Action Plan in Your Sales Cycle
Intro to PART - a full cycle buyer and customer enablement framework
มุมมอง 206 หลายเดือนก่อน
Intro to PART - a full cycle buyer and customer enablement framework
Bad prospecting and pipeline generating advice from manager.
มุมมอง 26 หลายเดือนก่อน
Bad prospecting and pipeline generating advice from manager.
WEBINAR Elevating Account Research Next Gen Strategies
มุมมอง 1089 หลายเดือนก่อน
WEBINAR Elevating Account Research Next Gen Strategies
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