The ABM Effect: How To Win, Retain and Grow Valuable Clients For Market-Beating Growth - Couverture souple

Lyndon, Alisha

Couverture souple

ISBN 10 : 1399954903 ISBN 13 : 9781399954907

Editeur : Momentum the Growth Consultancy Group Ltd, 2023

Synopsis

Conventional sales and marketing strategies typically involve pitching to broad markets with the objective of establishing brand recognition and stimulating demand, ultimately leading to revenue generation. However, a more efficient and impactful approach is to acknowledge and treat each client as a distinct market in its own right.

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

A propos du livre

À propos des auteurs

Alisha Lyndon is Chief Executive at Momentum ITSMA which she founded in 2011. Bringing 20 years' experience, she advises technology, professional, and financial services firms on go-to-market growth strategies, key account development, and team alignment.During her career, Alisha has advised a wide range of global enterprises, including Deloitte, Amazon, and State Street.Serial entrepreneur and growth evangelist Alisha pioneered the idea of Account-Based Marketing to drive growth in strategic accounts.Prior to Momentum ITSMA, Alisha spent ten years in growth roles at technology vendors, including Microsoft and Logicall.Alisha is host to two podcasts, Account-Based Marketing, and Breaking The Bias. She is a regular contributor to Forbes, and speaker on growth topics.

Don Peppers is recognized as a global authority on marketing and business competition. His first book, The One to One Future, written with Martha Rogers, Ph.D., in 1993, is widely credited with having launched the CRM revolution. BusinessWeek called their book the "bible of the new marketing," Tom Peters named it his choice for "book of the year," and Inc. Magazine's editor-in-chief called it "one of the two or three most important business books ever written."

Détails de l'édition

• Éditeur: Momentum the Growth Consultancy Group Ltd
• Date d'édition: 2023
• Langue: anglais
• ISBN 10: 1399954903
• ISBN 13: 9781399954907
• Reliure: Broché
• Nombre de pages: 198
• Coordonnées du fabricant: Manufactured by Amazon on behalf of the author; https://www.amazon.fr/hz/contact-us; ; c/o Amazon Media EU S.à.r.l., 38 Avenue John F. Kennedy; Luxembourg; L-1855; Luxembourg