The role of Customer Success continues to change and the recent economic challenges have led to a further shift that’s seen Customer Success Managers (CSMs) take a more leading role in driving revenue growth. Whether it’s CSMs now owning renewal conversations, simply having a revenue target or being more recognised for their contributions to company revenue, it’s clear that driving revenue growth is not a trend for Customer teams; it’s here to stay.
Unlike traditional sales roles, CSMs and AMs approach selling through the lens of customer advocacy and long-term partnerships. As such, their appeal as a trusted advisor, combined with practical sales skills, can enable them to have more authentic conversations about renewal and growth opportunities with their customers. By mastering sales techniques, CSMs in particular can make the shift from consultative to commercial, leading to improved customer lifetime value and reduced churn.
This video series is designed to bridge the gap between Customer-focussed and Sales-focussed methodologies, empowering individuals to confidently drive revenue whilst maximising customer value.
By enrolling in this course, you'll gain the essential skills and frameworks to:
Build on your existing commercial acumen, in order to take on more revenue responsibilities as a CSM
Navigate an opportunity with a sales mindset, whether it be renewal or upsell
Deepen your customer discovery to uncover what really matters to the customer
Handle pricing discussions with confidence
Overcome common objections using a structured framework
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