Dear Sally,
I’m a new CSM, and I am really struggling to get my customer executives to join our calls. I don’t know what I’m doing wrong. Can you help?
Sincerely,
Desperate in Des Moines
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Dear Desperate in Des Moines,
Those pesky executives are always triple booked even when they pick the time. I feel your pain! You have to make YOUR call more important to them than their overflowing inbox, another internal “planning meeting”, or posting something “inspirational” on LinkedIn.
Here are a few tips:
- Don’t be a last-minute Lucy…have a clear agenda aligned to that executives’ priorities and send it in advance.
- Put on the Ritz - Include something exciting that they can’t get elsewhere, like a sneak peek at your Product Roadmap.
- Pin a tail on their pain point - Make sure you understand why they are using your product and be prescriptive in your guidance in how they can get incremental value.
- If all else fails, send up a flare and get your Executives involved!
What’s your advice for Desperate in Des Moines?
