What is the role and purpose of B2B marketing in today's commercial environment? This inspiring guide debunks many of the myths that are currently dominating the B2B marketing landscape with practical…
Published: December 2017, Paperback
Understand the essentials of Key Account Management through this clear, concise and no-nonsense guide. Based on over twenty years of research and knowledge, this book is reader-friendly and highly practical.
Published: August 2017, Paperback
Develop a clearly defined value proposition for your company and establish a streamlined, customer-centric selling process, with this practical guide to selling that value proposition.
Published: May 2017, Paperback
Explore the development of account-based marketing as a business practice, the pitfalls to avoid, and a framework for setting up an ABM programme and running it strategically.
Published: March 2017, Paperback
This book fills a significant gap in the market for a practical, "how-to" approach that brings together the most important elements of business strategy, B2B marketing theory and sales management, responding…
Published: August 2012, Paperback
Global Account Management shows you how to manage international business accounts, giving you the tools and techniques to look after the large accounts of big customers, in a world that is getting smaller.
Published: January 2008, Paperback