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Posts by Joanne Moretti:

Value Selling – the Only way to Close in the Digital Age

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decisionlink mapping

When I was a sales rep and needed a business case built, I had two incredible go-to people: Donna Borden and John Fayer. They helped me win seven and eight-figure deals. Never will I forget the City of Montreal Unicenter deal when we were up against our favorite rivals, or later on when I moved to the U.S., working with Todd Johnson on the Washington Mutual deal against other rivals. The only problem was, other sales reps soon caught on to the power of value selling, and suddenly these incredible people were in high demand. After that, I had to wait my turn or run around to different people...

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2 Ways to Stop Churn and Increase NRR

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People exiting from revolving door

Reflections of the Gainsight Pulse 2021 Conference

Last week I had the pleasure of speaking to 168 people at the Gainsight Pulse conference.  We were amazed at the turnout and are grateful to Gainsight for giving us the opportunity to share our point of view on the matter of customer retention and growth strategies.  Overall the conference was very focused on the impact of renewals on things like net recurring revenue and profitability; reducing customer churn and ensuring customers are getting full value from their vendors. 

The objective of my session was to give people the HOW.  My topic...

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The Chief Revenue Officer in 2021 and the Pendulum Swing

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value leaders

As a former Chief Revenue Officer, with responsibilities for the Canadian subsidiary of CA technologies, I had oversight over all go-to-market activities; specifically these included: field marketing, sales (including all indirect channels) and customer relationship management, with a dotted line reporting coming in from professional services.  My primary goals always centred around three key pillars, 1) customer acquisition, 2) customer retention and 3) customer expansion.

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