The Customer Success Pro Podcast

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In this episode of the Customer Success Pro podcast, Anika Zubair discusses the critical revenue levers that customer success professionals must master to drive growth and protect their book of business. She emphasizes the importance of moving from a reactive role to a proactive one, focusing on adoption momentum, executive alignment, and expansion strategies. Anika provides actionable insights and a challenge for listeners to apply these concepts in their work, ultimately aiming to enhance their effectiveness and success in customer success roles.

Chapters:
00:00 Unlocking Customer Success: The Revenue Levers
04:48 The Reactive Trap: Moving Beyond Task Doing
09:43 Mastering the Revenue Levers for Growth
14:25 From Task Doer to Revenue Driver: A Personal Journey
17:36 Your Weekly Challenge: Focus on Revenue Levers

Connect with Anika Zubair:
Website: ⁠https://thecustomersuccesspro.com/⁠
LinkedIn:  ⁠https://www.linkedin.com/in/anikazubair/⁠
RevUP Academy: ⁠https://thecustomersuccesspro.com/revup⁠

Grab our FREE resources here: ⁠https://thecustomersuccesspro.com/resources⁠
Want to be our next podcast guest? Apply here: ⁠https://www.thecustomersuccesspro.com/podcast-guest⁠
Book Anika as a speaker at your next team event: ⁠https://www.thecustomersuccesspro.com/team-event

Join the FREE RevUP Masterclass: https://thecustomersuccesspro.com/masterclass

In this episode of the Customer Success Pro Podcast, Anika Zubair discusses the importance of shifting from a task-driven mindset to a revenue-focused approach in customer success. She highlights common mistakes professionals make, such as treating their day like a support queue and waiting for sales to dictate upsell opportunities. Anika emphasizes the need for commercial ownership and provides actionable strategies for customer success professionals to become strategic advisors, including conducting value conversations and understanding customer insights. The episode concludes with a challenge for listeners to engage with their top accounts and deepen their business relationships.

Chapters:
00:00 Introduction to Customer Success Transformation
03:01 The Shift from Task-Driven to Revenue-Focused
05:52 Common Mistakes in Customer Success
08:55 Understanding Commercial Ownership
11:53 Implementing a Revenue-Focused Weekly Rhythm
14:28 Value Conversations and Insights
17:43 Becoming a Strategic Business Advisor
20:34 Challenge: Elevate Your Customer Conversations
23:18 Conclusion and Call to Action

Connect with Anika Zubair:
Website: ⁠https://thecustomersuccesspro.com/⁠
LinkedIn:  ⁠https://www.linkedin.com/in/anikazubair/
⁠RevUP Academy: https://thecustomersuccesspro.com/revup⁠

Grab our FREE resources here: ⁠https://thecustomersuccesspro.com/resources⁠
Want to be our next podcast guest? Apply here: ⁠https://www.thecustomersuccesspro.com/podcast-guest⁠
Book Anika as a speaker at your next team event: ⁠https://www.thecustomersuccesspro.com/team-event

Signup for the FREE Masterclass: https://www.thecustomersuccesspro.com/masterclass

In this episode of the Customer Success Pro Podcast, host Anika Zubair and guest AsAshley Stamps-Lafont discuss the evolving role of customer success within go-to-market strategies. They explore the importance of building relationships, establishing trust, and the necessity of aligning customer success with revenue goals. Ashley shares her experiences as the first VP of Customer Success at Quotapath, emphasizing the need for customer success leaders to understand financial metrics and the shift towards revenue ownership. The conversation also touches on the future of customer success, the importance of communication, and actionable advice for aspiring leaders in the field.

Chapters:
00:00 The Role of Customer Success in Go-To-Market Strategy
14:39 Building Relationships and Trust in Customer Success
24:44 Metrics and Revenue Ownership in Customer Success
39:29 Future Directions for Customer Success
46:51 Advice for Aspiring Customer Success Leaders

Connect with Anika Zubair:
Website: https://thecustomersuccesspro.com/
LinkedIn: https://www.linkedin.com/in/anikazubair/
RevUP Academy: https://thecustomersuccesspro.com/revup

Connect with Ashley Stamps-Lafont:
Linkedin: https://www.linkedin.com/in/ashleystampslafont/
Book Anika as a speaker at your next team event: https://www.thecustomersuccesspro.com/team-event
Want to be my next podcast guest apply here: https://www.thecustomersuccesspro.com/podcast-guest
Download my freebies:https://thecustomersuccesspro.com/resources

Download the CS Promotion Tracker: https://www.thecustomersuccesspro.com/offers/wh6BFvEc/checkout
In this episode of the Customer Success Pro Podcast, Anika Zubair discusses the rapidly changing landscape of customer success and the importance of future-proofing one's career in this field. She outlines key trends, common mistakes professionals make in career planning, and provides a playbook for success that includes leveraging AI, connecting work to revenue, and building a personal operating system. Anika emphasizes the need for customer success professionals to take ownership of their career paths and to continuously adapt to the evolving demands of the industry.
Chapters:
00:00 Navigating Change in Customer Success
02:41 The Impact of AI on Customer Success
05:50 Common Mistakes in Career Planning
08:38 Future-Proofing Your Career
11:23 Building Your Personal Operating System
14:35 Leveraging AI as a Co-Pilot
17:20 Tracking Your Achievements
20:28 Acting Like the Next Level Version of You

Connect with Anika Zubair:
Website: https://thecustomersuccesspro.com/
LinkedIn:  https://www.linkedin.com/in/anikazubair/
RevUP Academy: https://thecustomersuccesspro.com/revup
Grab our FREE resources here:
https://thecustomersuccesspro.com/resources
Want to be our next podcast guest? Apply here:
https://www.thecustomersuccesspro.com/podcast-guest
Book Anika as a speaker at your next team event: https://www.thecustomersuccesspro.com/team-event

Download The Value Storytelling Handbook: https://www.thecustomersuccesspro.com/offers/bwVCZUYL/checkout

Download The Objection Handling Guidebook for Customer Success: https://www.thecustomersuccesspro.com/offers/Z6Ng26vg/checkout

In this episode of the Customer Success Pro Podcast, Anika Zubair discusses the evolving role of customer success professionals in driving revenue without resorting to traditional sales tactics. She emphasizes the importance of recognizing opportunities, creating value, and leading with impact. Anika outlines common mistakes made by CS professionals, reframes the concept of revenue generation, and provides a three-part framework for effectively engaging with customers to uncover growth opportunities. The episode concludes with a challenge for listeners to practice proactive revenue thinking in their customer interactions.
Chapters:
00:00 Introduction to Commercial Customer Success
02:43 The Shift in Customer Success Expectations
05:34 Common Mistakes
08:43 Reframing Revenue Conversations
11:22 The Importance of Discovery
14:32 Connecting Value to Business Outcomes
17:18 Identifying Expansion Opportunities
20:23 Weekly Challenge
23:05 Conclusion

Connect with Anika Zubair:
Website: https://thecustomersuccesspro.com/
LinkedIn:  https://www.linkedin.com/in/anikazubair/
RevUP Academy: https://thecustomersuccesspro.com/revup
Grab our FREE resources here:
https://thecustomersuccesspro.com/resources
Want to be our next podcast guest? Apply here:
https://www.thecustomersuccesspro.com/podcast-guest
Book Anika as a speaker at your next team event: https://www.thecustomersuccesspro.com/team-event