If I had to bet (or ask the hundreds of teams I’ve talked to) … it’s in the handoff from “closed won” to “actively onboarding”.
Stuart Balcombe
January 20, 2023
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1 minute
If I had to bet (or ask the hundreds of teams I’ve talked to) … it’s in the handoff from “closed won” to “actively onboarding”.
But it doesn’t have to be that way. What if…
If your handoffs leave customers guessing, you’ll get pushed down their list of priorities.
Here’s how to avoid customers (and a whole lot of 💰💰💰) becoming a churn risk before going live!
Introduce your onboarding plan during the sales process to align the work everyone involved needs to do with the value you’ll deliver as a result.
Don’t leave handoffs to chance or wish them on an email maybe being sent. Define and document who needs to do what and when.
The more process you can define and validate input for the better.
Everyone is busy, things slip through the cracks but there’s nothing worse than not knowing what’s next for your team or the customer.
Handoffs aren’t a set-it-and-forget-it item. Create a system that keeps everyone in the loop on what is going well and what can be improved.
Building and maintaining momentum usually means enabling everyone involved to take action on their next step rather than sending more follow-ups.
Create a buying experience that makes customers' life easier and in turn they’ll help you close deals, avoid pipeline dead zones, and get to live revenue faster 🤑
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