The Real Sale Happens at Renewal with Matt Green

The sale doesn’t end at close...it starts at renewal.

Matt Green joins Alyssa to talk about why teams need to own revenue or risk being replaced. They dig into what leaders are getting wrong about post-sales, how to upskill your team for the new reality, and why authentic relationships (not aggressive tactics) are the key to driving growth.

Listen in if you're ready to build a revenue team that closes deals, not just tickets.

Key Takeaways:

• Customer Success is shifting from a support function to a revenue driver. Teams that don’t adapt risk being left behind.
• Renewals are the real sale. Retention and expansion are where long-term growth happens.
• Success in post-sales now requires sales skills. CS pros need training in storytelling, negotiation, and multithreading to thrive.

Key Moments:

00:00 Introduction and Guest Welcome

00:16 Hot Take: Customer Success Teams Owning Revenue Quotas

01:49 The Shift in Customer Success Mindset

03:34 Training and Development for Revenue Roles

07:21 Evaluating and Transitioning Teams

11:40 Investment in Skills and Competency Training

14:29 The Importance of Renewals and Customer Retention

19:24 AI and the Future of Revenue Teams

20:49 Personal Motivation and Industry Leaders

21:50 Building Authentic Customer Relationships

25:25 Conclusion and Contact Information