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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 [...]

Problem Solving 101 for CSMs

A discussion about how CSMs can determine the cause of problems using root cause analysis tools and best practices, and how they can follow a step-by-step process to solve problems that they encounter during a customer engagement   What if the Value is Not Being Attained? One of the key duties for CSMs during Phase [...]