• What We Do
    ○
    • Sales Technology Consulting Services
      ○
      • Sales Technology Consulting Services
      • Stakeholder Analysis & Sales Technology Audit
      • Sales Technology Selection Strategy
      • Sales Technology Vendor Moderation
      • Sales Technology Adoption Program
      • Sales Technology ROI
      • Sales Technology Strategy
    • Research/Advisory
      ○
      • About Clear View Reports
        ○
        • Outbound Prospecting / Agent Assisted
        • Sales Enablement / Content Management
        • Sales Skills Development and Reinforcement
        • Sales Technology and Training Selector
  • Sales Tech Selection Resources
    ○
    • Certified Sales Technology Landscape
    • Tools and Guides
      ○
      • Sales Tech Stack Selection Tool
      • Sales Technology Buying Roadmap
      • Sales Technology ROI Guide
    • Sales Training
      ○
      • Sales Training Solutions
      • Certified Sales Training Landscape
  • Learning Center
    ○
    • Sales Technology Blog
    • Podcasts
    • Webinars
  • About
    ○
    • Contact Us
    • Our Story
    • News & Press
  • Sales Technology Selection Tool
  • Book a Discovery Call
Vendor NeutralVendor Neutral
  • Services
    • Technology Consulting
    • Sales Technology Strategy
    • Precision Tech Selection
    • Vendor Management
    • Sales Tech Stack Optimization
    • Seamless Tech Adoption
    • Sales Tech ROI Framework
  • Tools & Resources
    • 2023 Enterprise Sales Technology Landscape
    • Sales Tech Stack Selection Tool
    • Sales Technology Buying Roadmap
    • Sales Tech ROI Guide
  • Insight Hub
    • Sales Tech & Innovation Blog
    • Podcasts
    • Webinars
  • About Us
    • Our Story
    • Contact Us
    • News & Press

Sales Tech and Innovation Blog .

Industry Experts and Thought Leaders

Buying Sales Technology and Training is hard. We’re here to help with curated content from leading experts, thought leaders, and analysts.

Scroll Down

4 Hallmarks of World Class Sales Stack Vendor Onboarding

Upon returning from the Sales Enablement Society annual conference and hosting our Vendor Neutral Sales Tech Experience Zone last week in San Antonio, TX,  We were able to reflect on the feedback from so many buyers of sales technology, surrounding their success or lack of it when it came to the onboarding of their staff.

Sales Technology Vendors, how important is your customer’s success? Or maybe a better question would be, how important is your companys growth or even the longevity of your business?

Customer Success

Many sales tech solutions offer buyers to participate in a free trial or to start with POC that represents a reduced number of licenses. The buyers’ objective is to determine if there is a potential for return on investment (ROI). This is a crucial point in the buyers’ journey and the greatest opportunity for the vendor to shine.

A vendor who is focused on their customers’ success will almost immediately move to better understand their customers desired outcomes. Vendors with this focus know that without this understanding that the likelihood of conversion or an increase in the overall scope of licenses is highly unlikely. 

What Questions To Ask?

There are two types of questions, those that you should be asking the vendor and those that you should be asking yourself as you evolve through an onboarding or customer success strategy. These questions include but are not limited to; does your vendor understand your desired outcome before offering a solution?

How does the vendor define their own success? And does your vendors’ solution outcomes match your organizations’ objectives?

A vendor has accountability to its customers and if they are not able to demonstrate their willingness to align with their clients’ objectives, how successful could the buyers’ journey actually be? 

Milestones

What milestones are important to the customer? Vendors who integrate milestones into their onboarding or customer success strategies show continued progress and demonstrate their ability to help a buyer achieve their personal or organizational goals and objectives. A vendor may want to better understand a buyers’ most important milestone representing early success. For example, the migration of data into the vendors’ technology may be the buyers’ most important first step or maybe it’s the creation of certain fields that are unique to the buyer’s needs. Either way, each milestone represents a point in which each buyer associates value with your brand.

Your Goals and Objectives

If the goal of the sales technology vendor is to establish a long term relationship with a customer, they must focus on the steps that the buyer believes are required to achieve their objectives. Each of these steps should always be reflected in the milestones defined by the vendor within their individually customized customer onboarding or success strategy.

No buyer or customer is alike and you should never believe what works with one will work for another. What success means from one customer to another is the differentiator for a successful onboarding or customer success strategy. Vendor Neutral’s sales technology identification and selection resources including our Sales Tech Selector, Buyers Roadmap, and Questions To Ask are some of the free resources available through Vendor Neutral for buyers looking to simplify their sales tech selection process.

 

October 21, 2020 Dan Cilley
  • Sales Technology Stack Audit
    The Top 10 Reasons to Audit Your Current Sales Technology Stack Sales technology is constantly evolving, and it's easy to end up with a cluttered, misaligned...
  • Sales Tech Procurement for 2023: Trends and Strategy
    Sales Technology Procurement 2023: trends and strategy If there's one thing that's certain as we head into 2023, it's that little is. In a shock departure from...
  • How Company Culture Drives Sales Tech Stack Adoption
    How company culture drives sales tech stack impact and adoption Culture is the heart around which the lifeblood of the company courses. Research by Deloitte has...
  • Sales Technology and Organizational Resilience through sales tech strategy
    Enhance Organizational Resilience through Sales Tech Strategy Excellence After months of the sales tech sector being spent in a state of nervous apprehension, the good news...
  • AR and VR Feature Image
    AR and VR - harness innovation in the digital world for real-world impact on your organization Science fiction has often been the precursor to scientific reality Science...
  • CRM: the rights and wrongs and how to make them work for you
    CRMs: the rights and wrongs and how to make them work for you… A run-down of the problems we see as typical in CRM usage and...
  • Customer Experience powered Digital Transformation: why you need it, how to do it
    Customer Experience powered Digital Transformation: why you need it, how to do it The customer is king, right? Most organizations would say so. But how many...
  • 3 stage sales saas procurement test
    3 Stage Sales SaaS Procurement Readiness Test: Take It Now Things we know: SaaS companies are big and getting bigger. The fastest-growing SaaS companies grow their teams...
  • SAAS Mismanagement and the Unseen Impacts - Sarah Carey
    Employee Spotlight - Sarah Carey - Unseen Impacts of SaaS Mismanagement Attaining utopia with sales technology ... ...ecosystems isn’t an easy feat, whether it be trying to align...
  • SaaS Sustainability and Digital Waste: deal with it now, or face difficult questions about why you didn’t The carbon footprint of our gadgets, the internet and...
  • Triage Sales Tech Stress and Eliminate it
    Triage Sales Tech Stress and Eliminate It Insight, impact, growth: three times Vendor Neutral triaged organizations’ sales tech stress, and eliminated it. Cloud adoption grew by a...
  • 3 Red Flags to Failing Sales SAAS Ecosystems
    SaaS applications make up 70% of total company software use: if Sales SaaS fails to deliver, then so too does your business.But how do you...
  • Implement A Systems Approach
    Grow Revenue And Enhance The Customer Experience Through Digital Culture Transformation Digital transformation is not a new concept. Digital initiatives have been on the rise in...
  • We’re in the midst of the fourth industrial revolution. Is your manufacturing business implementing digital transformation in the most effective way?
    Are You Ready for Industry 4.0? The Digital Transformation of Manufacturing According to many in the manufacturing industry, we are currently in the middle of the...
  • Top ERP Transformations That Support buyers
    Top ERP Transformations That Support BuyersB2B companies are currently up to their necks in "digital transformation." They're moving at a rapid clip to enhance the...
Vendor Neutral Empowering Business Enabling Growth Logo with Tag line
  • 888-411-8908
  • info@vendorneutral.com
  • Book a Discovery Call
Instagram Linkedin Twitter Rss

Consulting

  • Stakeholder Analysis & Sales Technology Audit

Research

  • Certified Sales Technology Profiles
  • Certified Sales Training Reports
  • Clear View Reports

Information

  • About Us
  • News and Press
  • Contact Us

Sales Technology

  • Sales Technology Solutions
  • Sales Technology Selection Tools
  • Sales Technology Consulting Services
Sign up for our newsletter
  • Privacy Policy and Terms of Use
Copyright © 2022 Vendor Neutral LLC. All Rights Reserved