Scott Schell

If you’re on the fence about whether to purchase (or renew) Cisco Support Services, I’ve got a story for you. I recently met with a group of Cisco Account Managers to better understand what customers are looking for in a protection policy. As the team began to whiteboard all the reasons, I saw a pat…

When it comes to your customers, the solutions you sell may get your foot in the door, but let’s face it, it’s the relationships you build that elevate your business to “trusted advisor” status, which will lead to increases in retention and revenue over the long haul. So how do you earn that trust a…

Your customers are the most important drivers of growth for your business. They’re often the reason new clients seek you out, and they serve as the source for post-sale opportunities and recurring revenue. It’s the simple truth. But what’s also true is that in today’s digital age and dynamic busines…

When building a customer success team and making your case for more investment in the initiative, the most striking misunderstanding you may have come across is that a customer success team is a cost center and just provides really good customer support.  Let’s set the record straight – a customer s…