Account-Based Growth
ISBN: 9781398607460
Author : Tim Shercliff
Published: 2022
Publisher: Kogan Page
Number of pages: 304
Language: English
Format: Hardback
Format: 240×163
Author : Tim Shercliff
Published: 2022
Publisher: Kogan Page
Number of pages: 304
Language: English
Format: Hardback
Format: 240×163
Description
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.
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