November 2022
Intermediate to advanced
304 pages
8h 20m
English
Content preview from Account-Based Growth
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Integrated account business planning
The previous chapter explained how to choose the right accounts. Once prioritized, we need a plan for each of the top customers to maximize the opportunity in each. This chapter discusses the vital role that account planning should play – but too often doesn’t – in ensuring that an organization does a much better job of exploiting the potential of its most valuable customers.
Based on our experience and building on the research findings in Chapter 2, it is our contention that, on the whole, account planning has not adapted to the huge significance of these top customers. We believe companies should be taking a more integrated, business-like and longer-term approach to their top tier customers – the three ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.