Scaling you career & book of business | Adam Kosky

Adam Kosky started his career in sales and has transitioned over to CS, now leading Enterprise and Global Strategic Accounts at Panaseer. Previously, he has worked for brands such as Spotify, Unlockd and Meta. 

Today, we discuss how to scale your career and book of business. This episode is packed with value for those deciding on whether they should work for a startup or scale up, as well as huge amounts of insight on how to grow your book of business if you’re in account management or customer success.

In this episode, we cover the difference between being a specialist vs a generalist, and deciding which company is right for you. We then discuss the foundations your CS team needs to have in place to impact the output and value for your client in a positive way, running a CS audit, segmenting your book of business, and working with pre-sales.

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Chapters

• 1:15 Insight into Adams career
• 2:25 The differences between startup, scale up and big tech
• 5:25 Generalist or specialists
• 8:30 Adams interests and passions
• 11:15 Understanding what stage of business you should work at
• 17:00 Are you bored or just impatient?
• 22:00 The transition from sales to Customer Success
• 24:14 What are the foundations your CS team need to have in place to impact the output and value for your client in a positive way?
• 27:52 How do you track engagement with your customers?
• 33:50 AI tools that work for CS teams that actually work
• 37:50 Working with pre sales to get visibility on sales pipeline and expectations
• 40:50 How many stakeholders do you have for the sales handover?
• 44:06 Adams biggest learning - setting up a consulting business