Part one of two on why it is important to take a regular step back from day-to-day activities in order to assess those activities' value to yourself, your company and your customers. The focus of this part is on assessing value to the customer. Why Evaluate What We Do? What Value Has the [...]
A discussion about EBR (executive business review) best pratice, including the role of the CSM at EBRs, how to manage an EBR and how to ensure your EBR is valuable to senior stakeholders. Executive Business Review Best Practice Getting Senior Stakeholders to Attend
An explanation of the role and purpose of the EBR (executive business review) and a discussion on how to structure an EBR, who to invite to them and how often to have them. Overview of the Executive Business Review (EBR) Cadence & Attendees the Executive Business Review Structure of an Executive Business Review [...]
A discussion on how to report financial returns from the customer's investment in the solution and in their initiative more eidely. Reporting on the Financial Returns from the Investment
A discussion on how to report on progress towards the customer's attainment of their desired and required busines soutcomes. Reporting on Progress Towards Outcome Attainment
Part four of four of a discussion on how to use consultative questioning skills to determine outcome and KPI requirements. This part discusses step 5, which covers how to take, meaningful measurements. Using Consultative Questioning Step 5: Measuring the Financial Value
Part three of four of a discussion on how to use consultative questioning skills to determine outcome and KPI requirements. This part discusses step 4, which covers how to select early indicator KPIs in order to track and monitor progress towards outcome attainment. Using Consultative Questioning Step 4: Selecting early Indicator KPIs to [...]
Part two of four of a discussion on how to use consultative questioning skills to determine outcome and KPI requirements. This part discusses steps 2 and 3, which cover how to determine general outcome requirements and how to secure the need for early indicator KPIs. Using Consultative Questioning Step 2: Determining General Outcome [...]
Part one of four of a discussion on how to use consultative questioning skills to determine outcome and KPI requirements. This part provides an overview of the process and focuses on the first step, which is to explore and define the problem. Using Consultative Questioning to Determine Outcome & KPI Requirements Using Consultative [...]
A discussion on how CSMs can both collaborate with colleagues in Sales and also provide direct sales involvement within their CS role. The Role of the CSM in Sales Activities