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What Can CS Learn from Sales in Order to Drive Revenue Growth?
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Episode Guest: Rav Dhaliwal, Investor & Former CS Exec
LinkedIn Profile | Rav's Blog
Link to Rav's article: The Opportunities for Customer Success
In the inaugural episode of CS RevSpeak, Angeline sits down with Rav Dhaliwal, a seasoned Customer Success executive turned investor, to explore the evolving role of Customer Success in revenue generation. Rav shares his insights on the critical difference between being accountable for a revenue number and being responsible for achieving it. They discuss the cultural shift required within organizations as CS teams transition into revenue-driving roles, the importance of aligning with sales and understanding the language of revenue, and practical strategies for CS leaders to showcase their impact on the bottom line. Tune in to learn how to navigate the challenges of holding a revenue number without compromising the trusted advisor role.
Key Topics:
- Accountability vs. Responsibility in CS revenue roles
- The importance of language and metrics in aligning with revenue goals
- Practical tips for CS leaders to drive revenue growth while maintaining customer trust
- Sales skills and processes that revenue-driven CS teams can leverage
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Until next time, keep driving success and speaking the language of revenue!
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