The Customer Success Pro Podcast How CS Pros Can Drive More Revenue Without Becoming Sales
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Dec 10, 2025 Discover how customer success professionals can boost revenue without selling. Anika Zubair reveals the common pitfalls in CS roles and emphasizes the importance of understanding value tied to business outcomes. She shares a practical framework for engaging with clients and highlights the significance of curious discovery questions. Real-life examples illustrate the power of identifying expansion opportunities, like asking the right questions that led to a $70K growth. Listeners are challenged to rethink their approach and seek out expansion triggers.
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Revenue Is Not Selling
- Customer success can generate revenue without acting like salespeople by focusing on value and outcomes.
- Reframing commercial tasks around customer impact makes revenue natural and less 'salesy'.
Align Work To Business Outcomes
- Do not equate commercial with selling; align your work to business outcomes instead.
- Focus conversations on measurable impact rather than pitching features or closing deals.
Act Early—Don’t Wait For Sales
- Stop waiting for sales to own renewals or expansions; act early from your customer relationship.
- Surface signals you see daily instead of leaving opportunities until it's too late.