Part of why you got into Customer Success in the first place is because you liked customers but didn’t want to be in sales. But now that you manage a selling team—what do you do?

Here are the best practices for managing an opportunity pipeline as a CS leader.

Having a CS team that is actively looking for selling opportunities is critical for success in a subscription environment.

The best salespeople ask strong questions to understand their prospects’ businesses and the problems that they could help to solve. This is exactly the same kind of conversation that CSMs should be having with their customers.