Bev Burgess, Tim Shercliff

Account-Based Growth (eBook, ePUB)

Unlocking Sustainable Value Through Extraordinary Customer Focus

• Format: ePub

Produktbeschreibung

Develop long-term relationships, deliver market-beating growth, and create sustainable value with this pragmatic guide to aligning marketing, sales, customer success and your executives around your most important customers.

Many B2B companies make half their profitable revenue from just three percent of their customers, yet don't recognize the significance of these accounts, nor invest appropriately in them.

Account-Based Growth introduces a comprehensive framework for improving internal alignment and external engagement with these vital few. It contains bullet-pointed takeaways at the end of each chapter plus a comprehensive checklist to help you improve your own company's approach to its most important customers.

Each element of the framework is brought to life through viewpoints from industry experts and case studies from leading organizations including Accenture, Fujitsu, Infosys, SAP, Salesforce, ServiceNow and Telstra.

Produktdetails

• Verlag: Kogan Page
• Seitenzahl: 304
• Erscheinungstermin: 3. November 2022
• Englisch
• ISBN-13: 9781398607453
• Artikelnr.: 66259521

Autorenporträt

Bev Burgess, Tim Shercliff

Inhaltsangabe

Section
ONE: Introducing account
based growth; Chapter
01: The case for account
based growth; Chapter
02: Account
based growth in practice; Section
TWO: Aligning internally for growth; Chapter
03: Account prioritization and resource allocation; Chapter
04: Integrated account business planning; Chapter
05: Managing data, technology and operations; Chapter
06: Leadership, culture and change; Section
THREE: Engaging externally for growth; Chapter
07: Account management and sales; Chapter
08: Account
based marketing; Chapter
09: Customer success; Chapter
10: Executive sponsorship and engagement; Section
FOUR: Account
based growth assessment tool; Chapter
11: How does your company stack up