Are your customer meetings focusing on your product or your customer?
If you are spending time talking about your product, you are leaving a lot of value on the table (and probably finding it difficult to get your customers to keep coming back for more).
This week, Bob London and Jeff Breunsbach spend some time talking about how a shift from a product focus to a more strategic role that supports the high level goals and needs of your customer can increase the impact and alignment you have.
- Move into authentic conversations rather than presentations
- Show how other companies are using your product successfully
- Include both tactical and strategic components in your interactions
- Learn the industry needs by finding resources and conversations that allow you to understand where issues and interests are focused
Gain Grow Retain exists to connect people, knowledge, and ideas to advance the state of customer success.
We're on a mission to connect B2B SaaS customer success leaders so that we can learn from one another. Check out more at GainGrowRetain.com! Or follow our GGR LinkedIn page.
GGR was co-founded by Jeff Breunsbach and Jay Nathan - be sure to follow for customer success content.