Welcome to Upsell Underground!

A bi-weekly newsletter for post-Sales teams packed with actionable tips to grow faster with your customers.

???Hey friend, glad you're here.

This special first edition of Upsell Underground is all about how teamwork makes your customers’ dreams work.

Discover tangible strategies for seamless collaboration between Account Managers (AMs) and Customer Success Managers (CSMs) to keep customers happy, grow that pipeline and boost post-Sales revenue.

Scroll on to see:

• The Ultimate Guide to CSQLs
• Words of wisdom from Gainsight’s Sr. Director of Customer Account Management
• A peek behind the curtain → Designing for CSQLs
• Gainsight Pulse ticket discount code
• Account management job postings

The Ultimate Guide to CSQLs

Thinking about starting a CSQL process, or already have one but it needs some *polishing*?

Check out our Ultimate Guide to Customer Success Qualified Leads.

Three key takeaways from the guide:

1. CSQLs can be a powerful tool to boost sales, but require careful implementation.CSQLs are likely to convert at a higher rate. However, if not managed well, your pipeline might get clogged with unqualified leads → wasting time, creating frustration & diminishing trust.
2. Alignment between Customer Success and Account Management teams is crucial.Clear communication and collaborative strategizing are essential in order to avoid context chasing → ultimately ensuring a smoother customer experience.
3. A successful CSQL program requires clear goals, incentives, and ongoing monitoring.Clearly define what the program aims to achieve, incentivize CSMs & AMs the right way, and regularly review results to adjust and improve the process.

Words Of Wisdom from Ben Stidham

“CSMs are the greatest SDRs you’ll ever have in your life. They know the customer in and out, they’re talking to them day in and day out, they know what the customer does and doesn’t have. Probably most importantly they are very in tune to where that customer is in their journey, how mature they are and how capable they are of taking something else on.”

Benjamin Stidham - Sr. Director of Customer Account Management at Gainsight

Listen more to what Ben has to say about CSQLs and his Account Management team at Gainsight:

A Peek Behind The Curtain: Designing for CSQLs

Get a rare glimpse into the design mind of our Founding Designer Shruti Gupta with her Designing in the Open series.

Watch this 3-minute video where Shruti discusses how she designed Glowstick to streamline the CSQL workflow with AI and automation:

Masha’s talking CSQLs & more at Gainsight Pulse

Big news for a small startup, Glowstick’s CEO/Co-Founder Masha Krol is speaking at Pulse in May alongside Gainsight’s Benjamin Stidham .

! Session Teaser Alert !

CS + AM + AI: Teaming Up for Expansion Fun and Profit

Ever felt the pressure of skyrocketing quotas in the post-Sales game? Us too — so we did something about it. Join Ben and Masha as they reveal the latest in unconventional yet proven techniques to building post-Sales pipeline beyond hand-raisers. Learn about the good, the bad, and the ugly from our journey so you too can grow faster with your customers.

Going to Pulse?

Use our discount code PULSE24_SPEAKER20?to save 20% on any ticket.

Account Management Job Postings

We know it’s pretty tough for some folks out there in these uncertain economic times.

Keep glowing friend!

If this is you, we’ve complied an up-to-date list of Account Management job listings (both IC and leadership positions) to make things a little easier on ya.

Take me to your list!

???This newsletter was made with love from the Glowstick team ??

#customersuccess #accountmanagement #postsales