CSMs: First question to answer about your new account:
"How does this company make money?"
Once you figure that out you can work backward into the customer's goals and objectives and align efforts accordingly.
What other questions should CSMs be aiming to answer about their customers' businesses?
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Credit for this idea to Jake Dunlap, who just shared that insight amongst many others with Jeff and me on the Gain Grow Retain podcast. Episode will be out next week, and it's one you won't want to miss.
