Erhältlich:
Nicht auf Lager
Buch (Softcover): Fachbuch
The Executive Business Review Playbook
The CSM's Guide to Owning the Room
Verlag:
Independently Published Unsere-Artikel-Nr.: P36345382
EAN: 9798188368968
Erhältlich:
Nicht auf Lager
Zustellung: Di, 20.10.2026
Versand: Kostenlos
CHF 35.25
Beschreibung
Every Customer Success Manager has lived this moment: the executive sponsor joins fifteen minutes late, camera off, and leaves early for another call. Or worse, they stay the full hour, sit through thirty slides of usage metrics, and ask one question at the end that proves they were never tracking what you thought mattered. No escalation. No angry email. Just a quiet, invisible failure that shows up nine months later as a flat renewal or a lost account. This book exists because most Executive Business Reviews aren't failing loudly. They're failing quietly, one polite, well-attended, forgettable meeting at a time. Written by a CSM with over a decade in cybersecurity SaaS who has personally rebuilt trust with accounts on the edge of walking away, this is not another generic "communication tips" guide. It's a complete operating system for the one meeting that actually determines whether an executive sees you as a vendor or a strategic partner. Inside, you'll find:. The six-slide framework. that replaces the bloated thirty-slide deck, and exactly what each slide has to do to earn its place. A persona playbook. for speaking to CFOs, CISOs, CIOs, CMOs, and CHROs in the language each one actually listens for. Word-for-word worked transcripts. for the moments that make CSMs freeze: a hostile executive who challenges your numbers live, a direct "your competitor is cheaper" ultimatum, two executives arguing with each other in the same room. A brutally honest case study. where every step was executed correctly and the deal still fell apart, because not every failure is yours to fix. A four-phase enablement curriculum. for building this discipline into an entire team, not just one high performer. Real frameworks for operating without calendar access, recovering an account that's already drifted, and knowing when a stakeholder's stated priority has quietly expired. Every chapter ends with an exercise built to be used, not admired: field tests you run on your own real accounts, transcripts you diagnose and rewrite, lines you say out loud and time. If you've ever walked out of a review wondering whether it actually landed, this book will show you exactly what was missing, and exactly what to do differently next time. For every CSM who has said "great question" to buy three seconds to think of the answer.
Spezifikationen
Sprache
- Englisch
Autor
- Mark Bernardin
Erscheinungsjahr
- 2025
Format
- Buch (Softcover)
Anzahl Seiten
- 166