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How to Make Your CSMs More Strategic
CSMs have been told they need to be more strategic, but what does that actually mean? It doesn't mean having to read the Wall Street Journal and Harvard Business Review every day. The stuff above the line changes all the time and it affects what's below the line. If you did an instant poll of your audience listening to this and you said how many of you have been asked to do with less like three months ago? How many of your companies are operating with the same mission and principles as six or seven months ago? No one's in the same place at the same time. And so it's important for CSM account managers to understand their customers' different priorities.
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