Integrating customer success with Challenger Sales model
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I think it's always best to integrate with existing methodologies when working with the sales team where possible. Sort of like Jiu Jitsu for customer experience (I think... not a Martial Arts guy by any stretch).
Does anyone have a sales team that utilizes the Challenger sales model? If so, how does your customer success organization use that methodology to interlock with them from a process perspective? For instance, Miller Heiman has the "Blue Sheet" for opportunities and "Green Sheet" for account plans. Are there similar artifacts as part of the Challenger model that we can utilize in our sales transition, account management and customer success processes?
Does anyone have a sales team that utilizes the Challenger sales model? If so, how does your customer success organization use that methodology to interlock with them from a process perspective? For instance, Miller Heiman has the "Blue Sheet" for opportunities and "Green Sheet" for account plans. Are there similar artifacts as part of the Challenger model that we can utilize in our sales transition, account management and customer success processes?