A01=Bev Burgess
account based marketing
actionable guidelines and instructions
Age Group_Uncategorized
Age Group_Uncategorized
Author_Bev Burgess
automatic-update
b2b business
B2B buying process
B2B customer engagement
B2B sales
build customer centric engagement
build engagement with core decision makers
build trust and win business
capture attention of executives
Category1=Non-Fiction
Category=KJC
Category=KJMV7
Category=KJSU
clear
Communication channels
comprehensive
COP=United Kingdom
Customer engagement strategy
Decision-makers
Delivery_Delivery within 10-20 working days
easy to follow guide
eq_business-finance-law
eq_isMigrated=2
eq_non-fiction
global case studies and examples
guide to engaging senior professionals
highly practical
Language_English
PA=Available
Price_€20 to €50
professionals
PS=Active
softlaunch
win sustainable long lasting business
Product details
- ISBN 9781789661927
- Weight: 405g
- Dimensions: 157 x 234mm
- Publication Date: 03 Mar 2020
- Publisher: Kogan Page Ltd
- Publication City/Country: GB
- Product Form: Paperback
- Language: English
Delivery/Collection within 10-20 working days
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Win the attention of high-level decision makers in large corporations; spark their interest and earn their trust to achieve long-term, sustainable mutual value.
When it comes to buying and selling complex, high value products and services, people buy from people. Big businesses and public sector organizations rely on solutions to keep their essential services running - things like payroll, IT, property maintenance and communications technology. For the companies that provide those services, winning the business can mean huge, multi-year, multi-million contracts. Executive Engagement Strategies is a comprehensive guide to engaging with the senior professionals making the buying decisions - to win sustainable, long-lasting business. It provides an easy-to-follow guide that will help professionals interact at each step of the B2B buying process using a combination of people, messages and communication channels.
Highly practical, Executive Engagement Strategies provides a clear, step-by-step process to capture the attention of busy c-suite executives, and keep them engaged and motivated throughout the lengthy buying process. Filled with global case studies and examples, it will help readers know what to say, and when and how to say it, to build trust and win the business. With key takeaways at the end of each chapter and clearly actionable guidelines and instructions, it is the only resource you'll need to build truly customer-centric engagement with core decision makers.
Bev Burgess is an industry expert in marketing business services, predominantly in the technology sector. She is Senior Vice President at the Information Technology Services Marketing Association (ITSMA), leading its Global Account-Based Marketing Practice and delivering consultancy and training on the design, development, and implementation of account-based marketing programmes.
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