Paving the way to “yes”

How often, when you get to "yes" in a client engagement, do you ask how you got there?

When you get to yes, don't let the conversation stop.

👉 Given the chance, customers are often willing to give you feedback on how you and your company got there.

Sure, if you're deeply engaged with your client, you may feel you know some of the answers.

But now that the decision is made, and you're on the same side of the table, your customer may be able to address some of the questions they wouldn't (or couldn't) answer during the decision process.

Before formal onboarding or transitioning them to a customer success team, this is as an opportunity to build on this yes—for the next one.

❓ Why did you decide to go with our solution / company?

❓ Who else did you consider before going with us?

❓ Which of our competitors offer you things that we don't? What are they, and how do they help you and your business?

The answers to these questions are key for Marketing, Product Marketing, Sales and Sales Enablement teams.

But they don't often get asked ... or are answered internally based on assumptions & beliefs developed during the sales process.

✅ Having a consistent practice of understanding how you got to yes helps you and others get there easier the next time.

Just like when you're traveling somewhere new, sure the terrain may be different, but it gets easier to 🧭 recognize signposts along the way to where you’re heading.