The Totango team and myself are mentioned in this WSJ recent article. The article is about how the Steve Jobs…
Today I’ve interviewed Steve Bartel, Head of Analytics Team at Dropbox.
Dropbox no-touch sales model is a very good example to emphasize how important it is to increase customer value using different types of user approach activities (nurturing campaigns, application, etc.)
Those activities, if done correctly, would naturally […]
Paul Greenberg wrote a great blog this week defining Customer Engagement. I am much looking forward to his expanded paper on the topic.
Basically he writes that in 2012:
Out: Social Business and Social CRM In: Customer Engagement
What’s the difference?
Ray Wang and <a title="Dion […]
Today I talked to Dave Boyce, the CEO of Fundly to hear his angle about Customer Success.
Fundly is a social fund raising business which help people rase money for causes they care about. Fundly don’t charge anything to get started and rewarded only based on customer success, meaning it only […]
In my last “Top 10″ series for this week, I chose to review another Jeff Bennet’s article: Top 10 Things We Have Learned about Client Retention.
Client retention is a critical component to any organization, especially for <a title="10 Tips for B2B Sales in […]
The subscription-based economy is thriving. Netflix’s well-known model (and subsequent public relations mess in changing it), and the recent announcements from Google and Apple have set it in stone.
The subscription model, like many of the B2B sales models in the SaaS industry, is all about the customers […]
It is more critical than ever to make sure customers get started and find value during the first days, weeks and months after signing up for your SaaS service. Customers sign up long before they start paying you and only if they see value, month in month out, […]
So you have a product! you’ve worked so hard on making it the way you want (iteratively of course) and now you want to sell it – so how do you do that? The answer, as strange as it might sound, is that you don’t!
As I wrote in my previous post, two very […]
It was a jam packed day at Sales 2.0 in Santa Monica today. It was a great opportunity to meet with and learn from some of the brightest in the Sales 2.0 community. I have summarized my key takeaways for Sales 2.0 leaders below:
#1 – Attract many, then focus on filtering