From the course: Customer Success Management Fundamentals
Join today to access over 24,700 courses taught by industry experts.
14 tenets of customer success, part 5
From the course: Customer Success Management Fundamentals
14 tenets of customer success, part 5
(bright sparkling music) - In all but perhaps a very few specialist situations the CSM's company desires, in fact needs, to sell more of its products and services to its existing customers if it's going to continue to survive and prosper as a business. It costs roughly seven to nine times more to attract and sell to a new customer as it does to sell to an existing customer. Repeat business or additional sales of other products and services to existing customers is therefore likely to be a critical component of most company's sales strategies. Whilst the CSM should not be focused on sales and remunerated by sales revenues in the same way that Account Managers and other sales executives might be, it is important that Customer Success Managers take on board the fact that they are often in a unique and privileged position both to spot new potential customer requirements for their company's products and services and to…
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.