Tag: Sales Enablement

4.25.22 Read Time: 2 Mins

Service Sales Enablement and Overcoming Objections

This article introduces practices to grow revenue by enabling Sales to sell services and to overcome customer objections.

2.3.22 Read Time: < 1

Your Support Value Proposition is Out of Date

In a subscription economy your support value proposition is likely out of date. If your value proposition is based on promising access to updates and service level response its time …

10.15.21 Read Time: 2 Mins

Customer Success Marketing and Portfolio Management

Technology service programs are evolving to offer new value and benefits such as use and adoption assistance and resources to help attain successful outcomes. As technology service programs change service …

5.28.21 Read Time: 2 Mins

How Much Should You Charge for Support?

How much should you charge for Support?  It’s a driving question as your organization seeks to drive recurring revenue growth. And it’s a balancing act. Let’s explore a Support pricing …

5.25.21 Read Time: 2 Mins

Why Your Customers Don’t Renew and What You Can Do About It

This article introduces practices to grow revenue by enabling Sales to sell services and to overcome customer objections.

3.9.21 Read Time: 4 Mins

Sell Services Faster and More Accurately

Company executives understand that selling services alongside core product offerings leads to greater alignment and customer value, while subsequently decreasing the likelihood of customer churn and loss of recurring revenue. …

2.12.20 Read Time: < 1

Stop Selling Support and Start Selling Success

It is no longer enough to attach a support program to a product sale. Effective Success Sales teams must be able to establish long term service relationships that last and …

2.3.20 Read Time: 2 Mins

Bad Attach? Is There Such a Thing?

If you only care about the first-year revenue from support and maintenance contracts, then any attach is a good attach. If you want to maximize revenue from the support annuity, …