How do I reach decision makers?
Hi, I'm a Relationship Manager (in charge of growing existing accounts by upselling them) and one of the challenges I'm facing is that the DM might been in touch with the AE when they first bought our solution but now that they are in my book a year in, the DM has delegated the vendor relationship to someone who reports to them.
This person is operational and is more cost focused than value focused. And because of this I had some churn last quarter.
Anyone have any advice on what's the most efficient way to reach a DM in this scenario? Thank you!