Bev Burgess

Executive Engagement Strategies (eBook, ePUB)

How to Have Conversations and Develop Relationships that Build B2B Business

• Format: ePub

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.

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.

Produktdetails

• Verlag: Kogan Page
• Seitenzahl: 264
• Erscheinungstermin: 3. März 2020
• Englisch
• ISBN-13: 9781789661934
• Artikelnr.: 58715606

Autorenporträt

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.

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;