Account–Based Growth – Unlocking Sustainable Value Through Extraordinary Customer Focus

Section - Part One: Introducing account-based growth; Chapter - 01: The case for account-based growth; Chapter - 02: Account-based growth in practice; Section - Part Two: Aligning internally for growth; Chapter - 03: Account prioritisation and resource allocation; Chapter - 04: Integrated account business planning; Chapter - 05: Managing data, technology and operations; Chapter - 06: Leadership, culture and change; Section - Part 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 - Part Four: Account-based growth assessment tool;

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Nurture client relationships, deliver long-term, market-beating growth, and win the competitive edge with this end-to-end guide to connecting marketing, sales and customer success for key B2B accounts.

It is one thing to win important accounts and business in the first place through effective marketing, but quite a different task to retain and grow them over subsequent years. Account-Based Growth offers a complete roadmap to breaking down silos between marketing, sales and customer success to building enduring B2B relationships, deliver profitable, sustainable growth and outstanding value for priority clients. Exploring how to prioritize accounts and allocate resources as well as enabling executive sponsorship and engagement, it features real-life viewpoints from industry experts, and case studies from leading organizations including Accenture, Cisco, Fujitsu, IBM and Salesforce.

Also showing how to manage data, technology and operations and build your team's competencies, Account-Based Growth is supported by hints and tips and key bullet-pointed takeaways at the end of each chapter. It can be used alongside A Practitioner's Guide to Account-Based Marketing for a complete end-to-end resource for marketing and selling complex, high-value business solutions and delivering long-term value to key clients.