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Updated August 22, 2022Youโre 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.
Your customer success team will also be the first people to know that a user or decision-maker is departing from one organization to join another. This is a prime opportunity to follow them to the next company as well, as typically the settling-in period in a new role is accompanied by setting up new tooling. Handing this information off to sales to execute on in a timely fashion is paramount.
Customer success can also be extremely helpful in surfacing customers willing to do customer reference calls with prospects. Connecting prospects with customers who are rabid fans due to their success is a great way to get deals across the line, and your customer success staff can help you achieve that.
As your company matures, your pitch should too. You no longer have to speak about hypothetical successโnow 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.