Mission Critical, but Missing in Action
Marketing, sales, and customer success have a pretty straightforward mission: Identify the best customers in your “sweet spot”—the ones who can deliver the most value over the long haul—and then sell and service the heck out of them. How this actually gets executed might vary from company to company, but the core objective always remains the same.
Here’s the conundrum: It costs a lot of money to attract and land these coveted customers. It costs even more to onboard them. And ...