Unchurned - The No. 1 podcast for Customer Success Bridging Sales and Post-Sales to Build a Customer-Centric Revenue Strategy ft. Margaret Wise (ActiveProspect)
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Jan 1, 2025 Margaret Wise, Chief Revenue Officer at ActiveProspect, shares insights from her extensive career in sales and CRM. She discusses the importance of aligning sales and post-sales strategies for enhancing customer experience and reducing churn. Topics include transforming compensation incentives to promote long-term customer relationships, ensuring seamless handoffs between teams, and the role of AI in marketing and customer onboarding. Wise emphasizes the value of understanding customer needs and building sustainable relationships.
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Customer-Centric Approach
- Margaret Wise began her sales career by focusing on customer needs and good business practices.
- This approach, prioritizing customer value and company fit, propelled her growth to Chief Revenue Officer.
Incentivize Desired Behavior
- Incent desired sales behavior, like acquiring suitable customers, through compensation structures.
- This reduces churn and promotes long-term customer relationships.
Customer-Centric Revenue
- Customers prioritize value over sales and success team distinctions.
- Focus on the entire customer experience to remove friction and maximize value.