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While acknowledging that Sales is extremely challenging, Mehta recalls prior experiences – such as upselling a sizeable expansion or winning a new contract because of an advocate – where, although Sales led and closed the deal, the CSM’s ongoing involvement in the account made the sell significantly easier.
Check out Irit’s interview where she gives insights into how you can manage churn efficiently. . And so you want to do net retention rate, which is the revenues minus the down-sell minus the churn plus the upsells. And so I can project, are there going to be some down Salesforce, specific items, upsell on specific items?
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