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?

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 think about three things as relat

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 extending 1-2 management layer