Consultative Questioning
A discussion on why consultative questioning skills are important to CSMs, together with an overview of consultative questioning best practice. Consultative Questioning
Phase 3: Onboarding Exercises
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Phase 2: Commitment Exercises
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Phase 1: Preparation Exercises
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Providing a Joined Up Customer Experience
A discussion on the importance of ensuring customers receive continuity of service between the different people, functions and departments that interact with them as they undergo their customer journey, in order to ensure the best possible level of CX (customer experience). Defining the Customer Experience Providing a Seamless Customer Experience [...]
Sources for Researching Customer Information
An overview of the different sources of customer-related information that are generally available for customer success managemers to use when performing research about a customer. The Need for Customer Research Sources for Researching Customer Information
Selecting & Validating Customer Information
The difference between validated and unvalidated information and how to determine what data or information requires validation. Selecting Customer Information Validating Customer Information
Information to Research Part One
First of two parts of a discussion about what types of information or data a customer success manager should consider research and documenting when faced with a new customer engagement. This part covers information relating to customer, solution, outcomes and the customer's initiative. Information to Research: Customer Information to Research: Solution Information to [...]
Information to Research Part Two
Second of two parts of a discussion about what types of information or data a customer success manager should consider research and documenting when faced with a new customer engagement. This part covers information relating to stakeholders and capabilities. Information to Research: Stakeholders Information to Research: Capabilities
The Customer Research Checklist Tool Part One
First of four parts of a discussion about how to use the Customer Research Checklist Tool as a template for performing preparatory research for a new customer engagement. This part provides an overview and discusses the Customer tab. The Customer Research Checklist Tool: Overview The Customer Research Checklist Tool: Customer Tab [...]