Total Customer Growth : Win and Grow Customers for Life with ABM and ABX 9781647046972, 9781647046989, 9781647046996

"Rock Solid ABM Bible," - Charles Cantu, founder of Rest Digital "TCG Will be the Next Acronym on Every M

103 61 3MB

English Pages 151 Year 2023

Table of contents :
Introduction

Part 1 - Strategic Foundations of Total Customer Growth
Chapter 1 Why ABM Is Transforming B2B Sales and Marketing
Chapter 2 The Total Customer Growth Framework
Chapter 3 Starting with Intent
Chapter 4 Targeting
Chapter 5 The Buyer Journey
Chapter 6 Campaign Strategies and Personalization
Chapter 7 Engagement and Content Planning

Part 2 - Executing ABM
Chapter 8 The ABM Technology Platform
Chapter 9 SDRs: ABM’s Secret Weapon
Chapter 10 Measurement Matters

Part 3 - ABM to ABX
Chapter 11 Envisioning ABX and Total Customer Growth
Chapter 12 Account Insight-Driven Growth
Chapter 13 Turning Customers into Positive Influencers

Part 4 - Get Moving. Get Scaling.
Chapter 14 Think/Crawl/Walk/Run
Chapter 15 Scaling and Evolving
Chapter 16 Being Agile
Chapter 17 The Total Customer Growth Organization

Epilogue – Why We Wrote This Book
Acknowledgements

Total Customer Growth : Win and Grow Customers for Life with ABM and ABX
9781647046972, 9781647046989, 9781647046996

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Adam Turinas
Ben Person

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