121 (Sell): Creating and accelerating your emails (Kyle Coleman, SVP, Marketing @ Clari)
30 Minutes to President's Club | No-Nonsense Sales
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How to Re-Engage a Customer for an Upsell Conversation
Some companies have a firmer division of labor between the AE's who are the hunters and then the account managers or CSMs who are the farmers. Many companies do not do this. They will just kind of say, all right, the hard work is done. The CFOs are making tech consolidation decisions right now. If they go and if they're not familiar with your tool, that's a strike against you. So you need to be as proactive as possible.
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