What is the best way for CS reps to manage relationships with accounts where the "champions" are always changing and the value of your business is always having to be restated to knew employees?

Question

Natasha Evans · Accepted Answer

When it comes to maintaining positive relationships with customers – especially if your champion has changed and you need to restate your value proposition – I always thi...

Ben Terrill · Answer

This is a tough one. I generally view these as “lite sales cycle” which it sounds like you do as well. If the account is large enough - a multi-level engagement strategy ...

Conor Holmes · Answer

A champion changing regularly is a challenge and risk factor, but over-reliance on one individual is the problem. In an ideal situation, there is a clear, mutually agreed...

Chris Adams · Answer

Such a real and tough situation. I recommend focus on winning top‑down and bottom‑up. Multi‑thread early, keep a written value dossier/success plan that survives personne...

Jeff Beaumont · Answer

The most important part: do not be single-threaded. Make sure you build connections with multiple people at the organization. Ask your champion who else you should talk w...