Stay ahead with customer value thinking.

Gainsight is the Customer Success Event of the Season. Let’s Go! The Gainsight Pulse event is coming up June 9-11. It’s virtual and sure to be jam-packed with great insights, perspectives, and trends about customer success. DecisionLink is looking forward to participating in the event (and making some exciting announcements). We’ll be bringing Customer Value Management to the forefront to help deepen the impact of customer success. As a proud sponsor of the event, we know that customer success is key to ongoing profitability. Together, Gainsight and DecisionLink give companies a way to...

For sales professionals, the driving goal is often to make the sale  —  no matter what. While this is a natural quality of the sales profession, consider the idea that there may be a more ideal focus: the customer. In an approach known as the value-based selling methodology, the customer is always at the forefront of the process.

In addition to our upcoming webinar, “#ChoosetoChallenge with Value: How Leading Women Leverage Value to Win,” we’re celebrating International Women’s Day by hearing from the amazing and inspiring women of DecisionLink. 

By Jim Berryhill

Since the early 2000s, there has been an interesting trend, especially in the technology industry, to install a Chief Revenue Office instead of a CSO. It started off as a large, but by no means exclusively, Silicon Valley trend and focused on SaaS providers. Most SaaS start-ups were led by CEOs with product and engineering backgrounds and many of them quickly realized (or were advised so by their investors) that they needed further executive leadership with revenue and customer DNA to complement those skills and interests — but more than just a sales leader because SaaS success is about more...

How the company behind The Challenger Sale uses DecisionLink tools to take control of their own customer conversations.