Books & Guides
Infinite Value
Accelerating profitable growth through value-based selling
Infinite Value offers a value-based business model approach, which author Mark Davies argues is the most effective way forward for a business to thrive and grow in any economy.
When a salesperson uses value-selling techniques to identify the needs of the customer and can highlight how those needs are met by the product or service being sold, the customer becomes more invested in acquiring that offering, as well as more invested in the business itself.
Publisher - Bloomsbury
Author - Mark Davies
About & Praise
Core to Key Account Management - and its marketing bedfellow Account-Based Marketing - is understanding the customer and creating value-based propositions for them that will grow their business. This book gives good step-by-step guidance and practical examples of how to achieve that and is a must-read for anyone in this field.
Andrea Clatworthy. Head of Account Based Marketing, EMEIA, FujitsuInfinite Value provides a refreshing view of how to manage the complexity of modern business. It is an 'outside in' view of how to assess customers' needs as opposed to the traditional 'inside out' view of new product development ... His practical management experience combined with thorough academic rigour has produced a valuable guide for management teams to galvanise their internal resources to create a competitive advantage that will accelerate growth and profitability. –
Des Evans OBE Honorary Professor, Aston Business School
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Implementing Key Account Management
Designing customer - centric processes for mutual growth
Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies.
Publisher - Kogan Page
Authors - Davies, Marcos, Holt, Guesalaga
About & Praise
"Incredibly well thought-through, well researched and provides a unique playbook both for newcomers to key account management and for those with decades of experience. Very thought-provoking and a must-read for those serious about building deeper client relationships.",
John MacDonald-Gaunt, Vice President, IBM Global Business Services
"I like the highly structured approach of this book, combining practical relevance and scientific foundation.",Dr. Hajo Rapp, SVP Global Strategic Account Management and Sales Excellence, TUEV SUED AG
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