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How to restart the relation with existing customers?

Our company has made a change in its strategy unifying several business areas.

Until now I had contact on rare occasions with C level, mainly to demonstrate the value of our service and negotiate the contract when they wanted a discount, but little strategy, that is, my main point of contact are not usually DMΒ΄s.


This year I have to reorient my relationship with all customers because with the new strategy of the company I do need to have those conversations with C Level but I see that it is going to cost me a lot to take the leap to get that interest.

Talent-oriented business and employee engagement are my target.


How would you recommend to open the conversation?

I can:

Help them find the best talent = Achieve their goals

Develop their employees = Reduce attrition and achieve their goals

Measure Employee Engagement = Reduce attrition and achieve their goals

All of this with an AI platform.


Thanks in advance savages!

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6
ThomasRCallahanIII
Politicker
+5
Enterprise Account Executive
I would open the conversation with a phone call or email to your main contacts saying "I'm doing mid-year partnership health checks with my other customers and wanted to know when we could get time on your calendar". In that same email/call (assuming you know who the other stakeholders are) make the ask that they come too.

The objective here is to understand where you are still aligned as partners and where they're not getting value from you.

What you'll be able to learn is whether or not they see you as a partner or just another vendor and where it makes sense to align your products/services you outlined with their gaps. By asking them to bring stakeholders that will also give you an idea of who else is impacted by what you sell and helps you qualify how they view your value to them.
FarmingU
Politicker
+8
Account Manager
Thanks for your adivce @ThomasCallhanIIIΒ Β 
ThatΒ΄s much more how I expected to do it as I have access to the DM Β΄s information.
TBH I am a little bit afraid that most of them see me as another vendor, but thatΒ΄s my job to flip the omellete :D and make them see the value I provide and the more value I can provide

ThomasRCallahanIII
Politicker
+5
Enterprise Account Executive
Happy to help. If you think they see you as another vendor ask them "What kind of a relationship do you want to have?"
Mjollnir
Politicker
+4
Account Executive
just reach out,say there's been a change in your company structure and that you'll be their POC and get the ball rolling from there
User1234567
Politicker
+5
User1234567
Just reach out and be honest
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