Index
A
Aberdeen Group, 43
Account management
best practices in, 213
Account teams
alignment with customer’s decision teams, 115–116, 120
as customer information source, 11–12
Actionable awareness, 94
as basis for past proven value development, 188
as basis for value differentiation, 142–143, 148, 155–156
definition of, 91
Adaptation, in approach to customer, 206–222
to customer’s changing needs, 211–214
evaluation of effectiveness of, 221–222
Advice, from sponsors, 146–147
Advisors, trusted, 117, 119–120
Advocates/advocacy, 38, 44, 62, 146
After the sale strategies, 175–252
strategy 9: meeting and exceeding customer expectations, 177–191
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