Winning by Design (WbD), a B2B revenue consulting and training company, launched a new Customer Success (CS) Operating Model and has updated multiple courses across its global Revenue Academy. The new courses include Skills Coaching, Selling into Enterprise Accounts, Account Management for Growth and Prospecting for Impact.
The addition of the CS Operating Model aims to provide CS teams with reliable and proven frameworks in a complete system to align teams. It includes new CS blueprints, turn-by-turn directions for CS teams and how to apply them across Onboarding, Adoption and Expansion. The new model can also be directly embedded into a rep’s workflow, via launch partners such as Aircover.
WbD Revenue Academy’s courses seek to allow teams to increase revenue without adding employees by improving productivity per rep and employee lifetime value. Its courses include:
- Skills Coaching: These ongoing coaching sessions can be used to improve specific skills and drive revenue by helping reps practice and truly master new skills with hands-on use and active coaching on real customer scenarios;
- Selling into Enterprise Accounts: This course addresses the unique skills needed for senior sales leaders selling into Enterprise accounts;
- Account Management for Growth: This streamlined course is crafted to equip account managers (AMs), customer success managers (CSMs) and any other roles responsible for customer renewals, expansion and growth with a framework for how to drive growth from existing customer accounts; and
- Prospecting for Impact: This course teaches the fundamental skills needed for successfully targeted prospecting.
“The new and improved curriculum delivers effective strategies to ensure that GTM teams are operating with the latest methodologies and frameworks to drive recurring impact for clients and, ultimately, recurring revenue,” said Dominique Levin, CEO at Winning by Design, in a statement. “Existing sales playbooks and the popular sales funnel or other sales process representations ignore 90% of your customer journey. Instead, The Bow Tie Model and associated Recurring Revenue Operating Model provide step-by-step blueprints for sales and customer success teams in SaaS and other B2B recurring revenue organizations.”