The Customer Experience Podcast 249. Generating Leads (and $25M) from Customer Success w/ Trina Dunham
Apr 25, 2023
46:11
Generating two million dollars in net new revenue - in the first year of a new lead gen program. In year two? 10 million.In year three? 25 million!
Is it a new sales and marketing initiative? Nope. This came from the customer success organization. Today’s guest … will share that story - as well as other insights for CS teams and revenue leaders.
In this episode, Ethan sits down with Trina Dunham, Senior Leader of Customer Success - North America for Red Hat. They discuss:
More information about Trina and today’s topics:
Subscribe, listen, and rate/review the Customer Experience Podcast on Apple Podcasts, Spotify, Amazon, or Google Podcasts, and find more episodes on our blog.
Is it a new sales and marketing initiative? Nope. This came from the customer success organization. Today’s guest … will share that story - as well as other insights for CS teams and revenue leaders.
In this episode, Ethan sits down with Trina Dunham, Senior Leader of Customer Success - North America for Red Hat. They discuss:
- How emotions play a key role in buying decisions
- How the program she implemented gained momentum to identify post-sale opportunities
- When did this new initiative begin to gain momentum
- What are “hot leads” and why they may be more valuable than referrals
- Why the culture around new initiatives can make or break them and how champions and key practitioners can keep them moving forward
More information about Trina and today’s topics:
- LinkedIn Profile: https://www.linkedin.com/in/trinadunham
- Company Website: https://www.redhat.com/en
Subscribe, listen, and rate/review the Customer Experience Podcast on Apple Podcasts, Spotify, Amazon, or Google Podcasts, and find more episodes on our blog.