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The ABM Effect
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Description
Account-Based Marketing (ABM), pioneered by Lyndon, is quickly emerging as the number one growth strategy for firms selling high-value solutions to large and complex clients. Packed with real-life stories and insights, this book reveals how-to approaches for:
Enabling clients to make purchase decisions by meeting them on their terms and overcoming buyer caution. Removing friction from the buying processes through the alignment of selling and marketing efforts. Navigating the dynamics of buying teams, fostering genuine connections, and cultivating trust-based relationships.
The ABM Effect provides a radical rethink of the role of selling and marketing when it comes to strategic clients, creating a win-win scenario for both the firm and its clients.
"Customer trust is hard won, and easily lost. Having worked firsthand with Lyndon, she knows what it takes to build trust, reputation and relationships with key accounts. This approach works. This book provides valuable insight for anyone in sales or marketing leadership looking to outperform their competition." Nina Gmachl-Eshuis, Vice President, Salesforce
Product details
Binding:
Paperback
Number of Pages:
198
Release Date:
2023-06-28
Publication Date:
2023-06-01
Publisher:
Momentum ITSMA
Languages:
Original:
English
ISBN10:
1399954903
ISBN13:
9781399954907
GPSR Manufacturer Reference:
Minimum Reading Age:
18
Maximum Reading Age:
18
Weight:
377 g
Height:
140 cm
Width:
216 cm
Thickness:
13 cm
Condition
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Very good
Almost no signs of wear. Book pages have no markings, accessories are intact and all other media are in good condition.
€13,49