The ‘missing million’ completely changed the tone and energy of the customer conversation, and we sold many deals without even demoing our software. Once we understood the true nerve, and we crafted a pitch that could reliably hit that nerve, we almost always won the deal.”
e question then, is how do you get this magical Net Revenue Retention? I spend a lot of time with clients and portfolio companies addressing this specific question, and I always start with the challenge of How can we get our clients to say: “May I Please Pay You More”.
Here are some steps to make sure that all members of your revenue organization are rowing together in the same direction:
Kevin is responsible for delivering the next several stages of growth for the Company, and acknowledges that “what got us here….won’t necessarily get us to where we are going”.
This solution to specific pain points was far more effective than showcasing the features of our wonderful product. In fact, as time went on we started doing less and less demos and de-emphasized the product features, focusing more and more on expected results and customer success.