You’re Not on the Sales Team, but You’ve Got Some Selling To Do

Across the SaaS industry the debate about success teams owning revenue metrics, whether recurring or expansion, is a hot one. You’ll find strong opinions all over the map. Some are from the school of thought that “trusted advisors” from a success team cannot truly be trustworthy if they are responsible for a sales goal. Others say that success team members know exactly what their client’s needs are, and therefore can sell to them most successfully. 

It is important to acknowledge that all members of a company have some selling to do as a representative of the brand.

Of course we all hope for relationships that are thriving and renewals that are automatic, but unfortunately, this is not always the case. When approaching a renewal, always provide as much time as possible; busy business contacts do not love a surprise. 2–3 months prior to renewal, schedule a call with all key stakeholders. When requesting and scheduling this call be sure to provide an overview of renewal logistics, sharing important dates and tasks