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Deliver value and profitable business solutions to key B2B clients and build enduring relationships that will maximize growth, by aligning marketing, sales and customer success.
List 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
About the author
Bev Burgess, based in Kent, UK, is Founder and Managing Principal at Inflexion Group. She has held senior marketing roles at British Gas, Epson and Fujitsu and headed ITSMA's global Account-Based Marketing (ABM) practice and European business. Since she codified ABM in 2003, she has personally helped over 40 of the world's most influential firms accelerate account growth using ABM techniques through her consulting, training and thought leadership.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.
Summary
Deliver value and profitable business solutions to key B2B clients and build enduring relationships that will maximize growth, by aligning marketing, sales and customer success.
