The evolution of sales models, the critical role of customer success in driving revenue, and the responsibilities of C-level executives in fostering cross-functional collaboration with Harini Gokul, CCO @ Entrust, from a first principle perspective.
The challenges of implementing product-led sales strategies and the importance of simplifying metrics for effective decision-making. Why traditional customer metrics don’t work that well anymore and why it’s all about two things in business, no matter the scale:
Securing and growing customers.
Takeaways
- C-level roles require a focus on company-wide outcomes, not just departmental interests.
- Cross-functional problems often feel dangerous with little upside.
- Sales teams often lack the skills to interpret data effectively.
- Transforming organizations requires a willingness to challenge the status quo.
Sound Bites
- "Revenue happens everywhere."
- "What does good look like?"
Chapters
00:00 Rethinking Sales Models for Modern Business
12:04 The Role of Customer Success in Revenue Generation
24:06 Understanding C-Level Responsibilities and Cross-Functional Collaboration
28:19 Bridging Data Silos in Organizations
32:34 The Challenge of Product-Led Sales
36:47 Simplifying Metrics for Better Decision Making
39:11 Rethinking NPS and Customer Success Metrics
42:56 Time to Value: A Key Metric for Success
46:48 External Benchmarks and Customer Perspectives
49:40 Transforming Organizations for Modern Business
55:50 Closing Thoughts and Future Connections
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