Account-based Growth : Unlocking Sustainable Value Through Extraordinary Customer Focus
Language: English
Published by Kogan Page, 2022
- Hardcover
- Used
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- Title
- Account-based Growth : Unlocking Sustainable Value Through Extraordinary Customer Focus
- Author
- Burgess, Bev; Shercliff, Tim
- Publisher
- Kogan Page
- Publication year
- 2022
- Condition
- As New
- Binding
- Hardcover
- Language
- English
- ISBN 10
- 1398607460
- ISBN 13
- 9781398607460
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.
"Synopsis" may belong to another edition of this title.
About the Author
Tim Shercliff is co-founder and Managing Director at Inflexion Group. Previously a Strategy & Marketing Director at IBM, he has consulted and worked with companies including Accenture, CSC, Fujitsu, Micro Focus and Nationwide Building Society. He is based in Kent, UK.
"About the title" may belong to another edition of this title.
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