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How to Engage Your Customer's Top Level Executives

March 28, 2018

CSMs are proficient at talking to customer champions and their teams, but in order to secure renewals, expansions, and opportunities, there's another person you need to talk to: the one who signs the checks.

Learning how to engage top executives means more effective QBRs but also a better chance at preventing churn.

It's your responsibility as a CSM to get the executives engaged in the first place. Once you have your champion's boss at the table, you need to navigate high-level business strategy conversations without wasting anyone's time.

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