Who are the Decision Makers during COVID-19
Contacts CSMs have label as "Decision Makers" are very likely not THE Decision Maker this summer (maybe through the year).
Last year CSM could forward renewal details and work orders to their primary contact and decision maker, end of story. Renewal Secured.
Today those same decision makers are simply saying "great, thank you for the details let me forward this on to our leadership team..."
In this case the "Leadership Team" is probably a Procurement Specialist, the VP of related department, and the CFO. What impact does the relationship between the CSM and their original decision maker have in that meeting. The odds you're now able to jump into the conversation are slim.
Make sure we are updating how are CSM are perceiving their Decision Makers. There is still time to try and cource correct.
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