Introduction: why most B2B marketing sucks! -- The maturity curve: going from status quo to B2B 2.0 -- The TEAM framework: this is what you have been waiting for -- You can start today by putting the TEAM framework into action -- From boring to boring to bonus 2 bonus. The ulti…
The ultimate guide to the ABM movement transforming B2B marketing and sales. The authors reveal the secrets behind their signature TEAM--target, engage, activate, and measure--framework to transform your approach to market, sell and retain your ideal customers. --
Provides an introduction to the principles and reality of strategic key account planning. This book delivers: descriptions of the various techniques and the reason for their importance; an approach to using the key techniques to build strategic skills; templates for building rea…
To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald. Key Account Management is proven to deliver substantial benefits to the b…
"As some of today's major and complex companies are worth more than the GDPs of some countries, traditional marketing approaches, such as glossy corporate campaigns, will have limited returns. Account-based marketing, also known as client-centric marketing, treats important indi…
"As some of today's major and complex companies are worth more than the GDPs of some countries, traditional marketing approaches, such as glossy corporate campaigns, will have limited returns. Account-based marketing, also known as client-centric marketing, treats important indi…
Any organization's key accounts are its lifeblood. This text puts forward a simple planning methodology for identifying, obtaining, retaining and developing key customers. The book takes a long-term, team-selling strategic view.
