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Executive Engagement Strategies: How to Have Conversations and Develop Relationships that Build B2B Business - Couverture souple

Burgess, Bev

 
9781789661927: Executive Engagement Strategies: How to Have Conversations and Develop Relationships that Build B2B Business
Couverture souple
ISBN 10 : 1789661927 ISBN 13 : 9781789661927
Editeur : Kogan Page, 2020

Synopsis

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.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos de l'auteur

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.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Kogan Page
Date d'édition
2020
Langue
anglais
ISBN 10 
1789661927
ISBN 13 
9781789661927
Reliure
Broché
Nombre de pages
264
Coordonnées du fabricant
non disponible
Personne responsable
gpsr@libri.de
gpsr@libri.de

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