CSMs – here why execs aren’t engaging:
– their time is limited
– they don’t know we are
– they aren’t sure of the value we offer
What we can do about it:
– send a case studies of similar companies
– send them valuable industry articles
– ask for their opinion on something
– invite them to an exclusive event
– offer an intro to an industry peer
– introduce them to your CxO
It can take up to 12 contact attempts for a sales person to get a prospect to take a call.
Most quit after they first five attempts.
(and the attempts are low quality) #quality
Same rules apply to CSMs looking to connect with new executives within an account.
New relationships aren’t a privilege they are an earned right.
So we must:
– provide value with every touch
– give before we ask / receive
– be persistent
What are some tactics you use to develop new customer relationships ?
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