Episode Description
The most common problem I hear from CS leaders is that their CSMs build strong relationships at the user and champion level, but weak or nonexistent relationships with the people who actually decide whether to renew, expand, or cut. And by the time the renewal comes up, the CSM is trying to build trust and prove value at the same time, in a compressed window, under commercial pressure.
In this episode, we break down how to build a real relationship with the decision-maker deliberately, from the moment the account lands through every quarter after that.
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Until next time, keep driving success and speaking the language of revenue!