http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
practitioner's guide to account-based marketing
accelerating growth in strategic accounts
The essentials of account-based marketing -- Building the right foundations for account-based marketing -- Investing in the right tools and technologies -- Deciding which accounts to focus on -- The abm adoption model -- Account-based marketing step-by-step -- Knowing what is driving the account -- Playing to the client's needs -- Mapping and profiling stakeholders -- Developing targeted value propositions -- Planning integrated sales and marketing campaigns -- Executing integrated campaigns -- Evaluating results and updating plans -- Developing your career as an account-based marketer -- The competencies you need to do account-based marketing -- Managing your abm career -- Index.
Includes bibliographical references and index.