Brian Moncada breaks down what separates great CSMs from the rest: accountability, relentless positivity, and the ability to unify teams while producing results. He argues a CSM needs sales chops to drive expansion and protect their book of business.
Someone who's holding someone accountable, someone who keeps someone like upbeat, positive, like making sure they're getting through the program, etc. They call that unifying, right? Someone who's a good unifier but a great CSM also has to be a producer too. Like they could be someone like who can also be a sales manager on the front end too if they needed to, right? Because they're also responsible for back end sales. Something that we don't have much experience with yet. But as we start beginning because we have onboarding calls, ascensions and stuff, it's like that's where eventually like you've been learning with me, it's like we have to be able to be a little bit more pushy their own best interest into the back end too. And so it's like it's a mutual beneficial thing. But sometimes we just need to be a little bit more salesy on the back end too. So.
CASE STUDY: How Usman scaled to $200k+/month after joining The Ad Men Mastermind
