Most Customer Success Team are not prepared to carry commercial responsibility for up & cross-selling.
Learn how to balance a client relationship and commercial responsibility now.
Do you want to learn how to spot up & cross-sell opportunities systematically for you or your sales team?
Then this is the course for you.
Understand when & how to make a separation of concerns between sales & customers success
Learn how to best identify opportunities during your check-ins; create smooth sales hand-overs & setup conversations for success.
Implement those techniques by practicing real-life cases
Understand how to balance the reinforcement of the status-quo; with introducing new upsell opportunities.
Train best-practice discovery in role-plays that build a crucial step in your customer success cadence
Duration: 3x 2.5 hour online trainings
Setting: Online Classroom Training in small groups – Max 8 people
Founder SAASCollective
Commercial Consultant & Trainer
Ex-CCO Recruitee
Founder at SaaS.eu.com, Chief Commercial Officer at Recruitee (grew revenue from €30k MRR to €300k in 2 years)
Founder & Head of Operations at Travelcircus.de in Berlin (raised €4M, currently 50 employees)
Sales Director Eastern Germany & Head of Sales in UAE at Groupon
Education: MSc at Rotterdam School of Management
Below an overview of the topics which we will cover during ther training.
Gainsight says no, we say yes in most cases. Only complex enterprise sales demand separate discussions with Account Managers rather than Customer Success.
Finding a technical, empathetic, pro-active and commercial success manager is difficult. Recruitment and role separation will be highlighted in the course.
Before we talk upsell, we must ensure that the initial value objectives of a client are met. This process starts with the sales discovery and hand-over and is then continued by Customer Success.
QBRs are dead, long live the XBRs. It doesn’t matter whether you speak to clients quarterly or monthly, a successful sales conversation is customer centric and aware of the natural attention span of a client. The course show practical tips on how to arrange conversations.
Do you have jour fixes with you clients? Do you have a more condensed onboarding period? When do you involve the decision makers in the background? We will provide best-practise outreach cadences for your organisation.
The Sales Qualified Lead [SQL] is arguably the most important measurement in Sales, symbolising an opportunity. In Customer Success, upsell opportuntities are labelled as CSQLs and need to be defined correctly.
‘Do you want fries with that?’: The most famous cross-sell question. We will discuss how to approach the topic of upselling in a conversation and how we can make opportunity spotting easy for everyone.
How to hold an effective demo?
How to fight churn?
For specific training requests, please contact us for in-company trainings.
Michel Rasing,
Head of Sales - Channable
Matthias Wolf,
Co-Founder / COO - firstbird
Mike Keyzer
Scalability & Growth Manager - Taxibutler
Below an overview of the topics which we will cover during this 1 day training.
We deliberately choose for classroom training, because getting the theory is just 1 facet of this training. An experienced tutor and a classroom full of likeminded people is what you need to bring the theory into practice.
We spend years in Customer Success and make sure we give you the best theory and tools. We created a library of best practices which we share during the course.
Our trainings are stuffed full with practical excercises to make sure that the knowledge sticks and comes to life.
We use state of the art training technology to ensure that the learned theory is actually applied in your everyday life and becomes sticky.
We understand that every organization is different and that putting theory into practice can be hard. That’s why our trainer will be available for further questions after the course.
After your consent, we will add you to the alumni network to further exchanging best practices and experience. Furthermore we organise regular events/meetups to keep the knowledge up to par.
Chances are high your (burning) question has been asked before. Below an overview of the most common ones.
Yes, but only the person who purchased the ticket can make these changes by contacting us on info@saascollective.net. You are free to change your ticket details up to two days before the event, including name, title, etc. Please make sure these details are correct as they will be what we show on your badge!
Yes, you can. Please note that no tickets are held/issued until payment of the invoice has been received. Request to pay by invoice by emailing tickets@saascollective.net
We cannot agree to any terms and conditions associated with Purchase Order numbers or other supplier agreements. We do not fill in supplier detail forms for ticket invoices.
As this is a foundation course, this training is focussed on customer success professionals with less then 2 years of experience in the field.
If you are still in doubt, please feel free to contact 1 of the trainers by filling in the contact form.
With love from Amsterdam, The Netherlands
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