Account-based Growth
Unlocking Sustainable Value Through Extraordinary Customer Focus
Kogan Page · Print & ebook · November 29, 2022
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.
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- Who it’s for
- A framework for aligning teams around key customers, with cases and practical checklists.
- Genres
- Marketing, Customer Relations, Sales Management
- Published
- Kogan Page, November 29, 2022
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Start with this bookAbout this book
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.
Continue reading
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.
The Vital Few
A framework for aligning teams around key customers, with cases and practical checklists.
Come here for
- An alignment framework for marketing, sales, customer success, and executives
- Industry-expert viewpoints and organizational case studies
Expect
- Chapter-end bullet-pointed takeaways
- A comprehensive checklist for improving your company's approach to important customers
Where it sits
| Sales Management | 51% |
|---|---|
| Customer Relations | 33% |
| Marketing | 29% |
Percentages are BookFrontier’s reading of the book.
Publisher categories
- Marketing
- Sales & Selling
- Sales Management
- Authors
- Bev Burgess, Tim Shercliff
- Publisher
- Kogan Page
- Published
- November 29, 2022
- Format
- Print & ebook
- Reading lane
- Marketing