Quote from Measure What Matters

Starter-Questions for 1:1s: I like to start with three questions: What makes you very happy? What saps your energy? How would you describe your dream job?

Quote from Measure What Matters

We learned the three watchwords for entrepreneurs:

• Solve a problem

• Build a simple product

• Talk to your users

Quote from Measure What Matters

“I became a technical sales rep in the Midwest region. It was the best job I’ve ever had. I loved helping our customers make a better dialysis machine or traffic-light controller.”

Quote from A Practitioner’s Guide to Account-Based Marketing

Quote from A Practitioner’s Guide to Account-Based Marketing

Something to check out:

With the exception of agent3’s insight platform, which maps account issues against your offering portfolio,

The final choice was a dashboard product from GoodData, which recommended a consultant to guide them through the process. The decision to buy a product rather than build a proprietary system enabled CSC to get the dashboard up and running in three months.

Quote from A Practitioner’s Guide to Account-Based Marketing

Quote from A Practitioner’s Guide to Account-Based Marketing

ABM makes such a measurable difference because it is designed with specific objectives aimed at a tightly targeted audience. Externally, it is an integrated, coordinated programme of activities that brings valuable propositions and relevant ideas to clients. Internally, it encourages closer cooperation between marketing, account management, sales and delivery teams because it is only truly effective when everyone involved with a client works collaboratively.

A key account plan, at its best, operates like a business plan, including objectives, sales targets, positioning, delivery and dependencies. But what it often lacks is a specific marketing element.