Descriere & specificații

n nStand aside, we're coming through n nThat's the cry of a new generation of technology vendors. They have a new approach to enabling success for their customers. And they're thriving as a result. n nThese vendors all have subscription pricing at the heart of their business. Each has learned that if customers don't feel they've had success, recurring revenue doesn't grow and may even decline.n nWhat makes them different? They have absolute clarity about what the customer considers success to be. And they've built their business around enabling that success. They know it's the outcomes for the customer that count. They're all members of the Outcome Generation.n nThis book shows how to join the Outcome Generation. You'll learn how to leverage true customer success at every stage of the customer lifecycle. For existing customers, you'll learn how to engage customer executives at the start of the buying cycle--and often create a buying cycle.n nYou'll learn how to increase new business (new logo) sales by employing the third generation of technology sales--selling outcomes. And exactly what type of outcome to sell. Using the third-generation approach, you'll create greater emotional connections, differentiate from the competition and win more business.n nYou'll also learn how to evolve Services and Support to focus on enabling true customer success, and how that's producing great references.n nAnd Marketing will have a whole new way of attracting attention, creating interest and