Account-based growth: unlocking sustainable value through extraordinary customer focus

By:

Burgess, Bev

Contributor(s):

Shercliff, Tim

Material type: Text

TextPublication details: Kogan Page Ltd. London 2022Description: xxi, 276 pISBN:

9781398607446

Subject(s):

DDC classification:

658.408 BUR

Summary: 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.

List(s) this item appears in: Fiction

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Holdings
Item type	Current library	Collection	Call number	Copy number	Status	Date due	Barcode
Book	Indian Institute of Management LRC General Stacks	Public Policy & General Management	658.408 BUR (Browse shelf(Opens below))	1	Available		004785

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Previous	658.4063 SAN Corporate turnaround artistry: fix any business in 100 days	658.407124 SCH Trillion dollar coach:	658.408 BOR Social entrepreneurship: what everyone needs to know	658.408 BUR Account-based growth:	658.408 CHA Strategic corporate social responsibility: sustainable value creation	658.408 CHA Social entrepreneurship: building impact step by step	658.408 COL Foundations of social entrepreneurship:	Next

Table of contents
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

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.

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