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Updated August 22, 2022You’re reading an excerpt of Founding Sales: The Early-Stage Go-To-Market Handbook, a book by Pete Kazanjy. The most in-depth, tactical handbook ever written for early-stage B2B sales, it distills early sales first principles and teaches the skills required, from being a founder selling to being an early salesperson and a sales leader. Purchase the book to support the author and the ad-free Holloway reading experience. You get instant digital access, commentary and future updates, and a high-quality PDF download.
As your company matures, your pitch should too. You no longer have to speak about hypothetical success—now you can point to real-world examples of how your solution is changing how your users do business. Customer success plays a key role in finding valuable usage data and product evangelists and passing that information back into your marketing and media outreach.
Earlier in the chapter, we talked about the importance of capturing successful outcomes in your CRM so you can report that information back to the client. Equally important, though, is having the ability to report those outcomes across all users, or particular subsets of accounts. As customers reach their goals, customer success can harvest this information and provide it to marketing for use in proof of success collateral like slides, videos, and so on, as discussed in Early-Stage Sales Materials Basics.