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Preparing for a New Customer Engagement: Part Seven

Preparing for a New Customer Engagement Part Seven (Final): Creating a Roadmap and Using Tools   Creating a Roadmap Roadmap components A roadmap is simply a high level timeline that makes it easy for both you as the CSM and for others that you share your roadmap with to track engagement progress and the completion [...]

Preparing for a New Customer Engagement: Part Six

Preparing for a New Customer Engagement Part Six: Information Gaps and Engagement Strategies   Managing Information Gaps What do we mean by “Information Gap”? Once you have gone through the process of information gathering it is highly likely that you will have discovered “information gaps”. An information gap is simply a piece of information that [...]

Preparing for a New Customer Engagement: Part Five

Preparing for a New Customer Engagement Part Five: CSM Requirements, Stakeholder Information & Third Parties   CSM Requirements Internal Outcomes As well as the customer’s outcome requirements your own company will (or should) have its own agenda for this engagement, and these could be defined as the “internal outcomes”. This might be as simple as [...]

Preparing for a New Customer Engagement: Part Four

Preparing for a New Customer Engagement Part Four: Solution Information, Initiative Information and Outcomes 4.6 Solution information What have we sold them? Perhaps the most obvious information to discover is information about what has been sold. It certainly pays for the CSM to ensure they have a thorough understanding of this topic since they will [...]

Preparing for a New Customer Engagement: Part Three

The third in a short series discussing the importance of preparation prior to engaging with a new customer, and explaining the key steps to take during the preparation phase   Preparing for a New Customer Engagement Part Three: Internal Handover and Customer Information   Internal handover Types of Handover A great starting point for CSMs [...]

Preparing for a New Customer Engagement: Part Two

The second in a short series discussing the importance of preparation prior to engaging with a new customer, and explaining the key steps to take during the preparation phase   Preparing for a New Customer Engagement Part Two: Getting Hold of Information Accessing the Information You Need Where to Find Information At this early stage in [...]

Preparing for a New Customer Engagement: Part One

The first in a short series discussing the importance of preparation prior to engaging with a new customer, and explaining the key steps to take during the preparation phase   Preparing for a New Customer Engagement Part One: Why Preparation is Important What is Preparation? The Purpose of Preparation In this short series of articles [...]

The Art and Science of Objection Handling: Part B

The second in a two part series dealing with the essential skill of managing objections in order to help facilitate successful outcomes from discussions and negotiations with a customers' stakeholders   The Art and Science of Objection Handling Part B: Steps Four to Six Objections are Important Objections from customers’ stakeholders are inevitably going to [...]

The Art and Science of Objection Handling – Part A

The first in a two part series dealing with the essential skill of managing objections in order to help facilitate successful outcomes from discussions and negotiations with a customers' stakeholders   The Art and Science of Objection Handling Part A: Steps One to Three Objections are Important Objections from customers’ stakeholders are inevitably going to [...]

How do you “Automate” a Customer That Currently Has a Named CSM?

A discussion about how to go about the process of transferring customers from a "high touch" type Customer Success service to a more automated, self-service Customer Success approach.   Overview A LinkedIn contact reached out to me today with a problem, complimenting me (very kindly) on some of the free resources for CSMs that I [...]