CSMs - here why execs aren’t engaging:
- their time is limited
- they don’t know we are
- they aren’t sure of the value we offer
What we can do about it:
- send a case studies of similar companies
- send them valuable industry articles
- ask for their opinion on something
- invite them to an exclusive event
- offer an intro to an industry peer
- introduce them to your CxO
It can take up to 12 contact attempts for a sales person to get a prospect to take a call.
Most quit after they first five attempts.
(and the attempts are low quality) #quality
Same rules apply to CSMs looking to connect with new executives within an account.
New relationships aren’t a privilege they are an earned right.
So we must:
- provide value with every touch
- give before we ask / receive
- be persistent
What are some tactics you use to develop new customer relationships ?
View original discussion on LinkedIn
