The SaaS Sales Method for Customer Success & Account Managers: How to Grow Customers

by Dominique Levin, Jacco van der Kooij, Winning by Design

Customer Success Managers and Account Managers are the newest addition to the sales team, whether they and their organizations know it or not. Building on the ideas in The SaaS Sales Method, which discusses how fundamental sales skills must be applied by every customer-facing employee, The SaaS Sales Method for Customer Success & Account How to Grow Customers goes deep on the fundamental skills of CSMs and Account Managers. It also goes beyond, to discussing in detail how CSMs and AMs must interact with other sales teams in order to truly maintain an consistent customer experience and maximize revenues from existing customers.

Genres: Business, Nonfiction

92 pages, Kindle Edition

Published March 16, 2018

Reviews

[Avery Durrant · Rating 3 out of 5]

It's not my favorite of the Jacco books. It was pretty bare bone and didn't have much about what customer success and account managers do besides upselling and impact plans. I feel it also doesn't emphasize keeping customers happy and preventing churn.

It's also not as relevant since it's primarily focused on B2B and bigger accounts. It's hard to stay engaged when they're talking about cross selling teams when most of your customers are not structured like tech companies.

[Sophia Jackson · Rating 2 out of 5]

I really liked Jacco’s “How to Win Customers” blueprint, which had tons of actionable take aways and strategies, but this one was a pretty worthless read. It essentially says to make sure you prepare for calls and make impact with customers - no strategic insights on how to prospect or grow into account, how CSMs or AMs should work together, etc.

[Denis Vasilev · Rating 3 out of 5]

Коротенькое руководство для CSM

[Patty · Rating 1 out of 5]

Not too lengthy. Written and organized well. Great diagrams and visual charts.