Bev Burgess

Executive Engagement Strategies

How to Have Conversations and Develop Relationships That Build B2B Business

• Broschiertes Buch

Produktbeschreibung

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.

---

Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.

Produktdetails

• Verlag: Kogan Page Ltd
• Artikelnr. des Verlages: 12430
• Seitenzahl: 264
• Erscheinungstermin: 31. März 2020
• Englisch
• Abmessung: 233mm x 158mm x 17mm
• Gewicht: 410g
• ISBN-13: 9781789661927
• ISBN-10: 1789661927
• Artikelnr.: 56721729

Autorenporträt

Bev Burgess, based in Kent, UK, is Founder and Managing Principal at Inflexion Group. She has held senior marketing roles at British Gas, Epson and Fujitsu and headed ITSMA's global Account-Based Marketing (ABM) practice and European business. Since she codified ABM in 2003, she has personally helped over 40 of the world's most influential firms accelerate account growth using ABM techniques through her consulting, training and thought leadership.

Inhaltsangabe

Chapter
01: Business buyers don't behave like consumers; Chapter
02: What is executive engagement?; Chapter
03: Understanding executives; Chapter
04: Who should engage?; Chapter
05: Having something to say; Chapter
06: Knowing when to engage; Chapter
07: Engaging with peer networks; Chapter
08: Engaging small groups; Chapter
09: Engaging individuals; Chapter
10: Measuring success;