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Account-Based Growth: Unlocking Sustainable Value Through Extraordinary Customer Focus
by Bev Burgess Tim ShercliffDevelop long-term relationships, deliver market-beating growth, and create sustainable value with this pragmatic guide to aligning marketing, sales, customer success and your executives around your most important customers.Many B2B companies make half their profitable revenue from just three percent of their customers, yet don't recognize the significance of these accounts, nor invest appropriately in them. Account-Based Growth introduces a comprehensive framework for improving internal alignment and external engagement with these vital few. It contains bullet-pointed takeaways at the end of each chapter plus a comprehensive checklist to help you improve your own company's approach to its most important customers.Each element of the framework is brought to life through viewpoints from industry experts and case studies from leading organizations including Accenture, Fujitsu, Infosys, SAP, Salesforce, ServiceNow and Telstra.
Account-Based Marketing: How to Target and Engage the Companies That Will Grow Your Revenue
by Chris Golec Peter Isaacson Jessica FewlessAccount-Based Marketing is changing the discipline of marketing—Why? Business-to-business (B2B) companies spend $40 Billion on marketing each year, and they embrace tech-driven innovations, yet the traditional model for lead generation has not changed for decades. Why? In addition to the techniques being outdated, they create friction and distrust between marketing and sales teams. ABM has quickly gained traction with leading B2B companies because it aligns sales and marketing teams around the accounts that will have the most business impact. Instead of chasing a large volume of lower-quality, generic leads, ABM helps sales and marketing professionals coordinate their efforts against a specific set of target accounts. Despite the clear advantages of ABM, there continues to be much confusion around just how to implement it. Written by the leaders behind the successful marketing firm Demandbase, Account-Based Marketing explains how to execute a world-class ABM strategy from start to finish. Find out exactly how highly successful B2B companies are using Account-Based Marketing to grow their customer base Develop an effective strategy to adapt ABM principles for your own organization with its own unique needs Integrate your sales and marketing processes into an efficient, cohesive workflow Locate and attract the ideal clients for your business to increase revenue and open up new opportunities From building the right target account list and understanding the impact of ABM on marketing programs, to selling ABM within an organization and finding budget for the strategy, you’ll find it all in this authoritative guide.
Account-Based Marketing For Dummies
by Sangram VajreGrow your account list with an effective account-based marketing strategy Buyers have changed the B2B marketing game. Account-Based Marketing For Dummies is here to give you the tools to transform your current approach to find, reach, and engage with your potential customers on their terms to meet their ever-changing demands. Packed with expert tips and step-by-step instructions, this book shows you how to analyze current data to identify the accounts with the biggest ROI opportunities and execute effective, account-specific techniques that get results. This practical guide takes the intimidation out of account-based marketing in today's highly digitized world. You'll be armed with the knowledge you need to increase your reach in real time, giving you greater exposure to other decision-makers and influencers within an account. You'll discover how, through a combination of marketing technology and online advertising, your messages can be displayed where and when your customers already engage online. Align your sales and marketing teams for greater success in your ABM efforts Analyze data to identify key accounts Target your messages for real-time interaction Integrate your campaign with marketing automation software If you're a member of a sales or marketing team already using a CRM tool who's looking to increase your reach, Account-Based Marketing For Dummies has you covered!"Account-Based Marketing For Dummies clears away the confusion surrounding this much-hyped topic. It offers simple, direct explanations of what account-based marketing is, why it's important, and how to do it. Any business marketing professional will benefit from a look at this book."- David Raab, Founder at Raab Associates"If you're reading this book and just getting started with ABM, welcome to the future of what b-to-b marketing can be: insight-led, technology-enabled and, above all, customer focused. Our clients are delighted with the business impact they deliver using account-based marketing, and you will be, too." - Megan Heuer, Vice President and Group Director, SiriusDecisions"Like a Hollywood agent, marketing's job is to get sales the 'audition,' not the part. Account-based marketing is the key to maximizing the number of the 'right' auditions for your sales team, and Account-Based Marketing For Dummies explains how." - Joe Chernov, VP of Marketing at InsightSquared"Ever-advancing marketing technology is enabling a new generation of sales and marketing strategies to thrive, changing the playing field for companies of all sizes. This modern wave of account-based marketing has tremendous potential to improve your business, and Sangram Vajre is an insightful and enthusiastic guide to show you how." - Scott Brinker, Author of Hacking Marketing"Account-based marketing is shifting how businesses use customer insights to capture more upmarket revenue. This book teaches a new wave of data-driven marketers how to embrace an enlightened quality-vs-quantity approach and execute a scalable ABM strategy that delivers real results." - Sean Zinsmeister, Senior Director of Product Marketing, Infer "The book may be titled '...for dummies', but ABM is proving to be a smart approach for B2B marketers charged with generating sales pipeline and acquiring and delighting customers. Use this book to help you get started and advance your account-based marketing strategies and tactics that will thrill your sales colleagues, executive team and customers alike." Scott Vaughan, CMO, Integrate
Account-Management-Strategien im B2B-Vertrieb: Kundenwert generieren und nachhaltige Geschäftsbeziehungen aufbauen – Methodik, Prozesse, Tools
by Hans-Peter NeebDieses Buch bietet Mitarbeitern und Führungskräften im Vertrieb einen klar definierten Prozess, um nachhaltige Geschäftsbeziehungen entlang der Account Journey aufzubauen. Anhand einer strukturierten Methode erfahren Sie, wie Sie sich von Anfang an erfolgreich aufstellen, Ihre Wettbewerbsfähigkeit steigern, Marktanteile erhöhen und mehr Umsatz generieren.Im B2B-Vertrieb geht es heute nicht mehr primär darum, nur die Probleme des Kunden zu lösen und ein möglichst hohes Budget des Kunden zu gewinnen. Erfolgsentscheidend ist, dass Sie Ihrem Kunden die richtigen Fragen stellen, seine Strategie in allen Facetten verstehen und ihm mit Ihrem Angebot helfen, seine Ziele zu erreichen – nur so kann eine fruchtbare und langjährige Partnerschaft auf Augenhöhe entstehen. Wenn Sie Ihre Botschaften an diesen Zielen ausrichten, generieren Sie maßgeschneiderten Kundenwert, und der Kunde wird nicht anders können, als Ihr Angebot anzunehmen. Dieser Paradigmenwechsel soll es Kunden leichter machen zu kaufen, und er kann maßgeblich dazu beitragen, dass Account-Manager im B2B langfristig ihren Umsatz erhöhen. Das Buch bietet praktische Tools und einen Plan, mit dem Vertriebsmitarbeiter erfolgreich agieren und Führungskräfte ihre Teams zielgerichtet führen können.
Account Management Strategies in B2B Sales: Generating Customer Value and Building Sustainable Business Relationships - Methodology, Processes, Tools
by Hans-Peter NeebThis book provides employees and managers in sales with a clearly defined process for building sustainable business relationships along the account journey. Using a structured method, you will learn how to set yourself up for success right from the start, increase your competitiveness, increase market share and generate more sales.In B2B sales today, it's no longer primarily about just solving the customer's problems and winning as much of the customer's budget as possible. The decisive factor for success is that you ask your customer the right questions, understand his strategy in all facets and help him to achieve his goals with your offer - this is the only way to create a fruitful and long-term partnership at eye level. If you align your messages with these goals, you will generate tailored customer value, and the customer will have no choice but to accept your offer. This paradigm shift should make it easier for customers to buy, and it can be instrumental in helping account managers in B2B increase their sales over the long term. The book provides practical tools and a blueprint for salespeople to succeed and for managers to lead their teams with purpose.
Accountability
by Randy Spitzer Robert LebowUsing a wealth of real-world examples, this breakthrough book offers a new freedom-based management paradigm that radically improves every aspect of business-from how we hire, compensate, and motivate people to how we address quality issues, serve customers, review employees, and more. Accountability tells the story of Pete Williams, a hard-charging CEO, who meets Stan "Kip" Kiplinger, a retired businessman, during a cross-country train trip. Pete's manufacturing business is in critical condition; productivity is falling. He's tried all the popular management approaches, but he can't get his people to be accountable for meeting their goals. Kip points out that every management system Pete has used is ultimately based on controlling people. Rather than encouraging people to be accountable, control-based systems discourage accountability by destroying people's sense of ownership of their job. Kip introduces Pete to a new way of leading people based on freedom-giving people the freedom to make their own choices and to do it their way. This doesn't mean anarchy; it means leadership expects everyone to act like an adult and take responsibility for his or her actions and their outcomes. Accountability details how this new approach yields a consistent flow of creative innovations and organizational improvements impossible under the old, coercive systems.
Accountability and Effectiveness Evaluation in Nonprofit Organizations (Routledge Studies In The Management Of Voluntary And Non-profit Organizations Ser. #Vol. 4)
by James Cutt Vic MurrayThis unique volume provides new perspectives on assessing the performance of nonprofit organizations whilst meeting the information needs of decision-makers, both internal (such as resource-providers, regulators and clients), and external (including boards, managers, staff and volunteers).Whilst most discussions of accountability focus exclusively
Accountability and Regulatory Governance
by Andrea C. Bianculli Xavier Fern�ndez-i-Mar�n Jacint JordanaThis collection improves our understanding of the problems associated to accountability in regulatory governance, focusing on audiences, controls and responsibilities in the politics of regulation and through a systematic exploration of the various mechanisms through which accountability in regulatory governance
Accountability and Transparency in the Modern Anthropocene
by Glen LehmanThe book is about accountability processes and how they contribute solutions to our current environmental and global political problems. This book is different to other literature in this field. This is so because the dominant accountability discourse is shaped by what is defined as a neoliberal business case for social and environmental reform. This book assumes a nirvana stance within globalisation where all citizens operate within the parameters of the free market and will recover from adverse economic and political damage. Further this book uses neoliberalism and free-market reforms aims as examples to implement efficient management technologies and create more competitive pressures. Central to the argument of the book are perspectives on authenticity, expressivism and interpretivism which are found to provide a radical reworking of our understanding of being in the world. These frameworks offer a starting point for rethinking the way individuals, businesses and communities ought to be dealing politically with accountability and ecological crises. The argument builds to an accountability perspective that utilises work from expressivism, interpretivism, classical liberalism and postmodern theory. The theoretical quest undertaken in this book is to develop connections between accountability, democratic, ethical and ecological perspectives.
Accountability Arrangements for Financial Sector Regulators
by Eva H. G. Hüpkes Marc Quintyn Michael W. TaylorFinancial report from the IMF
Accountability, Ethics and Sustainability of Organizations: New Theories, Strategies and Tools for Survival and Growth (Accounting, Finance, Sustainability, Governance & Fraud: Theory and Application)
by Sandro Brunelli Emiliano Di CarloThis book explains how the traditional paradigm of private and public organizations is changing as a result of the multiple factors that are affecting the way in which goods and services are produced, and for whom they are produced. In view of these disruptive trends, the theory of the firm needs to be updated and to some extent rethought. Moreover, diverse challenges and opportunities such as climate change, aging populations, and new public accountability requirements are necessitating novel frameworks to ensure the long-term survival of public and private organizations. Against this backdrop, the authors contribute to the debate over the firm’s primary interest by proposing a new way of viewing the nature of the firm and its relationship with stakeholders. In addition, they carefully analyze the challenges and opportunities mentioned above, evaluating their significance for various important aspects of organizations through different lenses. Global in scope, the book also takes the United Nations Sustainability Development Goals into account. Accordingly, it will be of interest to all readers seeking a better understanding of the evolving nature of firms and organizations in our changing world.
Accountability in Human Resource Management: Connecting HR to Business Results (Improving Human Performance Ser.)
by Jack J. Phillips Patricia Pulliam Phillips Kirk SmithFrom selection and assessment, to training and development, and reward management, all HR functions have an impact on an organization. Ever-present budgetary pressures mean that there is perpetual competition for resources, so HR departments must be able to account for and justify their contribution to the bottom line. This practical text presents a results-based approach to HR accountability, which explains how to: Uncover and monitor the costs of HR programs Develop programs emphasizing accountability Collect data for evaluation Measure the contribution of human resources Calculate HR’s return on investment This new edition is fully revised and updated to reflect developments in the field, such as the rise of talent management and the increased role of technology in HR measurement, and is supported with international examples throughout. New chapters have been added to address business alignment, HR scorecards, analytics maturity, and international applications of the methodology. Case studies, tool templates and lecture slides are provided as online supplements for HR practitioners and students. Accountability in Human Resource Management 2nd Edition is a complete and detailed guide suitable for HR professionals and students on advanced human resource management courses.
Accountability in Public Policy Partnerships
by Julia SteetsA PDF version of this book is available for free in open access via the OAPEN Library platform, www. oapen. org . This book presents a new model of accountability which ensures that public-private partnerships don't erode public accountability. It defines concrete accountability standards for different types of partnerships.
Accountability, International Business Operations and the Law: Providing Justice for Corporate Human Rights Violations in Global Value Chains (Globalization: Law and Policy)
by Liesbeth Enneking Ivo Giesen Anne-Jetske Schaap Cedric Ryngaert François Kristen Lucas RoordaA consensus has emerged that corporations have societal and environmental responsibilities when operating transnationally. However, how exactly corporations can be held legally accountable for their transgressions, if at all, is less clear. This volume inquires how regulatory tools stemming from international law, public law, and private law may or may not be used for transnational corporate accountability purposes. Attention is devoted to applicable standards of liability, institutional and jurisdictional issues, and practical challenges, with a focus on ways to improve the existing legal status quo. In addition, there is consideration of the extent to which non-legal regulatory instruments may complement or provide more viable alternatives to these legal mechanisms. The book combines legaldoctrinal approaches with comparative, interdisciplinary, and policy insights with the dual aim of furthering the legal scholarly debate on these issues and enabling higher quality decision-making by policymakers seeking to implement regulatory measures that enhance corporate accountability in this context. Through its study of contemporary developments in legislation and case law, it provides a timely and important contribution to the scholarly and sociopolitical debate in the fastevolving field of international corporate social responsibility and accountability.
The Accountability of Financial Sector Supervisors: Principles and Practice
by Eva Hüpkes Marc Quintyn Michael W. TaylorThe Accountability of Financial Sector Supervisors: Principles and Practice
Accountability of Local Authorities in England and Wales, 1831-1935 Volume 1 (Routledge Library Editions: Accounting)
by Hugh M. Coombs J. R. EdwardsThese books make available material relating to the statutory regulations covering the degree of accountability required from local authorities during the period 1834-1936. The bulk of historical accounting research has focused on the development of financial accounting although in recent years the development of management accounting has attracted more interest. In both these areas, it has been the accounting practices of the private sector which have received more attention, central government in the Middle Ages some attention, and local government accounting very little. These volumes redress this imbalance in historical investigation, both to provide a comparative basis for work on the private sector and to provide an historical perspective for the system of local government accounting currently in use.
Accountability of Local Authorities in England and Wales, 1831-1935 Volume 2 (Routledge Library Editions: Accounting)
by Hugh M. Coombs J. R. EdwardsThese books make available material relating to the statutory regulations covering the degree of accountability required from local authorities during the period 1834-1936. The bulk of historical accounting research has focused on the development of financial accounting although in recent years the development of management accounting has attracted more interest. In both these areas, it has been the accounting practices of the private sector which have received more attention, central government in the Middle Ages some attention, and local government accounting very little. These volumes redress this imbalance in historical investigation, both to provide a comparative basis for work on the private sector and to provide an historical perspective for the system of local government accounting currently in use.
Accountability, Philosophy and the Natural Environment (Routledge Research in Sustainability and Business)
by Glen LehmanUsing a philosophical and interdisciplinary approach, this book looks at how accountability can provide solutions to our current environmental and global political problems. When a social system has external elements imposed upon it, or presented to it, political problems are likely to emerge. This book demonstrates that what is needed are connecting social elements with a natural affinity to bring people together despite their differences. This book is different from others in the field. It provides new insights by critiquing the extant understandings of accountability and expands the possibilities by building on Charles Taylor’s philosophies. Central to the argument of the book are perspectives on authenticity and expressivism which are found to provide a radical reworking of our understanding of being in the world, and a starting point for rethinking the way individuals and communities ought to be dealing politically with accountability and ecological crises. The argument builds to an accountability perspective that utilises work from interpretivism, liberalism, and postmodern theory. The book will be of interest to researchers in environmental philosophy, critical perspectives on accounting, corporate governance, corporate social reporting, and environmental accounting.
Accountability Research: Ethnographic Methods in Organisation and Accounting (Business for Society)
by Hugo Letiche Jean-Luc Moriceau Ivo De Loo Carolyn CorderyThis book discusses (auto- )ethnographies of accountability, undertaken (in close collaboration) by a multinational group of accounting and organization theory researchers over a period of three years. The key assumption underlying the book is that accountability is inherently an identity- creating process where the study of account- making has to be done participatively, with radical openness to the one(s) being researched, as well as to their context. That openness we call ‘ethnography’. The values or assumptions inherent to the practices of account and identity-making, in a specific context, are what (auto- )ethnographies seek to describe and identify. These values and assumptions warrant critical, ethical reflection, and this is what the researchers presented here have tried to provide.The chapters in this book all are mini- studies of relatedness. The scale of examination is intimate; the reflections provided by the researchers are mainly methodological.This book is of interest to accounting and organization theory students and scholars who believe that accountability can fruitfully be studied through (auto-) ethnography. The book extends currently existing views on how accountability can be handled and discharged between researchers and their researched, when local, intimate settings are studied.
Accountability through Public Opinion
by Sina Odugbemi Taeku Lee"Accountability" has become a buzzword in international development. Development actors appear to delight in announcing their intention to "promote accountability"-but it is often unclear what accountability is and how it can be promoted. This book addresses some questions that are crucial to understanding accountability and for understanding why accountability is important to improve the effectiveness of development aid. We ask: What does it mean to make governments accountable to their citizens? How do you do that? How do you create genuine demand for accountability among citizens, how do you move citizens from inertia to public action? The main argument of this book is that accountability is a matter of public opinion. Governments will only be accountable if there are incentives for them to do so-and only an active and critical public will change the incentives of government officials to make them responsive to citizens' demands. Accountability without public opinion is a technocratic, but not an effective solution. In this book, more than 30 accountability practitioners and thinkers discuss the concept and its structural conditions; the relationship between accountability, information, and the media; the role of deliberation to promote accountability; and mechanisms and tools to mobilize public opinion. A number of case studies from around the world illustrate the main argument of the book: Public opinion matters and an active and critical public is the surest means to achieve accountability that will benefit the citizens in developing countries. This book is designed for policy-makers and governance specialists working within the international development community, national governments, grassroots organizations, activists, and scholars engaged in understanding the interaction between accountability and public opinion and their role for increasing the impact of international development interventions.
Accountability, Transparency and Democracy in the Functioning of Bretton Woods Institutions
by Elena ScisoThis book investigates the strengths and weaknesses - in terms of transparency and compliance with the democratic principle - of Bretton Woods Institutions, considering the most important innovations from the original framework achieved through the introduction of independent accountability and complaint mechanisms (the Inspection Panel and Independent Evaluation Office), but also due to relevant reforms in the internal governance of the International Monetary Fund and the new financial assistance tools. One of its main focuses is on evaluating the socio-economic impact of conditionality in the countries requiring financial assistance, acknowledging the need to strengthen social protection policies in the adjustment programs. In addition, emphasis is given to the effects of the "constitutionalization" of the Washington Consensus in the European Union, with the establishment of the so-called "Berlin-Brussels-Frankfurt Consensus. "
Accountable: The Baylor Scott & White Quality Alliance Accountable Care Journey
by Briget Da Graca Kathleen M. Richter Jean SullivanWhile many health care organizations need to improve health care quality and lower costs, most lack specific strategies and tactics for implementing these changes. Baylor Scott & White Health has established and continues to develop an accountable care organization (ACO) called the Baylor Scott & White Quality Alliance (BSWQA) to improve th
Accountable: The Rise of Citizen Capitalism
by Michael O'Leary Warren Valdmanis“More than ever before, this is the book our economy needs.” – Dr. Rajiv Shah, president of the Rockefeller Foundation“Unwilling to settle for easy answers or superficial changes, O’Leary and Valdmanis push us all to ask more of our economic system.” – Senator Michael F. BennetThis provocative book takes us inside the fight to save capitalism from itself.Corporations are broken, reflecting no purpose deeper than profit. But the tools we are relying on to fix them—corporate social responsibility, divestment, impact investing, and government control—risk making our problems worse.With lively storytelling and careful analysis, O’Leary and Valdmanis cut through the tired dogma of current economic thinking to reveal a hopeful truth: If we can make our corporations accountable to a deeper purpose, we can make capitalism both prosperous and good.What happens when the sustainability-driven CEO of Unilever takes on the efficiency-obsessed Warren Buffett? Does Kellogg’s—a company founded to serve a healthy breakfast—have a sacred duty to sell sugary cereal if that’s what maximizes profit? For decades, government has tried to curb CEO pay but failed. Why? Can Harvard students force the university to divest from oil and gas? Does it even matter if they do?O’Leary and Valdmanis, two iconoclastic investors, take us on a fast-paced insider’s journey that will change the way we look at corporations. Likely to spark controversy among cynics and dreamers alike, this book is essential reading for anyone with a stake in reforming capitalism—which means all of us.
Accountable Care Organizations: Value Metrics and Capital Formation
by Robert James CimasiAn accountable care organization (ACO) is a healthcare organization characterized by a payment and care delivery model that seeks to tie provider reimbursements to quality metrics and reductions in the total cost of care for an assigned group of patients. Accountable Care Organizations: Value Metrics and Capital Formation explores the historical ba
The Accountable Leader
by Costa Deir Ruth N. Deir Salim C. DeirPart of the Long Synopsis is taken from the Back Cover of the book: “This book contains 250 principles, 250 comments, 250 scriptures, and many stories and experiences, offering you outstanding help to start you on your way to be accountable. The book addresses: The Need for Accountable Leaders; The Characteristics & Signs of an Accountable Leader; The Development Process of an Accountable Leader; The Price for being and not being an Accountable Leader; [and] The Benefits of being an Accountable Leader. Further according to the author, who wrote in the preface of the book: “The Proverbial Concepts presented in this course of Leadership Principles will awaken the mind to receive truth. They are compacted capsules of truth for personal study. Each focused statement is easy to understand, and by its brevity, prevents monotony in the learning process. It impacts, with rich variation, at times the emotions, at times the intellect. But above all, it moves the will toward greater Christian progress. Each principle, by its illumination, directs the personality into brighter, healthier paths of living. They modify our ways of thinking, choosing, and acting, always aiming at excellence, always moving toward higher and higher levels of maturity in Christ. The purpose of repetition of principles in different settings is geared to impact people at different levels in the process of maturing. The repetition will touch different planes of understanding through a variety of angles and approaches. This helps to drive the point, which carries the intended truth and purpose in view. This process is much like a carpenter who keeps on hammering the same nail until it reaches its destination safely and fulfills its purpose.” About the author is taken from the Back Cover: “Dr. Costa Deir was the founder and Executive Director of International Leadership Seminars, Inc., a transdenominational ministry affiliated with Elim Fellowship in Lima, New York, until his death in 1998. He traveled extensively in every continent holding leadership training seminars, reaching thousands of leaders. Born and raised in Israel, Dr. Deir had been a pugilist, principal, and pastor. He had earned doctorate degrees in philosophy, psychology, preventive medicine, and theology.