Bev Burgess's Books

Executive Engagement Strategies

How to Have Conversations and Develop Relationships that Build B2B Business

By: Bev Burgess

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Executive Engagement Strategies

How to Have Conversations and Develop Relationships that Build B2B Business

By: Bev Burgess

Win the attention of high-level decision makers in large corporations; spark their interest and earn their trust to achieve long-term, sustainable mutual value. When it comes to buying and selling complex, high value products and services, people buy from people. Big businesses and public sector organizations rely on solutions to keep their essential services running - things like payroll, IT, property maintenance and communications technology. For the companies that provide those services, winning the business can mean huge, multi-year, multi-million contracts. Executive Engagement Strategies is a comprehensive guide to engaging with the senior professionals making the buying decisions - to win sustainable, long-lasting business. It provides an easy-to-follow guide that will help professionals interact at each step of the B2B buying process using a combination of people, messages and communication channels. Highly practical, Executive Engagement Strategies provides a clear, step-by-step process to capture the attention of busy c-suite executives, and keep them engaged and motivated throughout the lengthy buying process. Filled with global case studies and examples, it will help readers know what to say, and when and how to say it, to build trust and win the business. With key takeaways at the end of each chapter and clearly actionable guidelines and instructions, it is the only resource you'll need to build truly customer-centric engagement with core decision makers.

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Page Count

265

Publisher

Kogan Page Publishers

Published Date

ISBN 10

1789661935

ISBN 13

9781789661934

Account-Based Growth

Unlocking Sustainable Value Through Extraordinary Customer Focus

By: Bev Burgess,Tim Shercliff

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Account-Based Growth

Unlocking Sustainable Value Through Extraordinary Customer Focus

By: Bev Burgess,Tim Shercliff

Develop 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.

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Page Count

305

Publisher

Kogan Page Publishers

Published Date

ISBN 10

1398607452

ISBN 13

9781398607453

Executive Engagement Strategies

How to Have Conversations and Develop Relationships that Build B2B Business

By: Bev Burgess

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Executive Engagement Strategies

How to Have Conversations and Develop Relationships that Build B2B Business

By: Bev Burgess

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Page Count

265

Publisher

Kogan Page Publishers

Published Date

ISBN 10

1789661935

ISBN 13

9781789661934

Account-Based Growth

Unlocking Sustainable Value Through Extraordinary Customer Focus

By: Bev Burgess,Tim Shercliff

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Account-Based Growth

Unlocking Sustainable Value Through Extraordinary Customer Focus

By: Bev Burgess,Tim Shercliff

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305

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Kogan Page Publishers

Published Date

ISBN 10

1398607452

ISBN 13

9781398607453

A Practitioner's Guide to Account-Based Marketing

Accelerating Growth in Strategic Accounts

By: Bev Burgess,Dave Munn

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A Practitioner's Guide to Account-Based Marketing

Accelerating Growth in Strategic Accounts

By: Bev Burgess,Dave Munn

As some of today's major and complex companies are worth more than the GDPs of some countries, traditional marketing approaches, such as glossy corporate campaigns, will have limited returns. Account-based marketing, also known as client-centric marketing, treats important individual accounts as markets in their own right, to help strengthen relationships, build reputation, and increase revenues in important accounts. A Practitioner's Guide to Account-Based Marketing outlines a clear, step-by-step process for readers to harness ABM tools and techniques and set up ABM programmes. Featuring insights from practising professionals and case studies from organizations including Fujitsu, Infosys, Microsoft, O2 and ServiceNow, it also contains guidance on developing the competencies needed for account-based marketing and managing your ABM career. This updated second edition contains further discussion on how ABM initiatives can go from a pilot to being embedded in a business, new material on quantified value propositions and updated wider research. Meticulously researched and highly practical, A Practitioner's Guide to Account-Based Marketing will help all marketers to deliver successful B2B marketing.

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Page Count

313

Publisher

Kogan Page Publishers

Published Date

ISBN 10

139860089X

ISBN 13

9781398600898

Buddie Fox

The Tribe of Little Eagle

By: Bev Magee

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Buddie Fox

The Tribe of Little Eagle

By: Bev Magee

Desperate for her help, Horace Jackson has Shawna Kanes children kidnapped. Unfortunately for him, he didnt know the kind of fury he unleashed in her. In her anger, Shawna reveals one secret she had kept for ten years. A daughter, with the blood of Tomahawk running through her veins. But that was the least of Shawnas problems. The train her daughters were on was transporting gold. Tomahawk has nothing to lose. As leader of a gang of outlaws, he boldly robbed stagecoaches and trains. Taking any gold or money transfers they were carrying. His men didnt question why he gave equal shares of the loot. To be honest, they didnt care. Tomahawk did care, but not about the money or the men. Learning of his illness, he realized he cared about his children. And there was only one person he wanted to raise them. As instructed, alone or in groups, the children sired by Tomahawk began to make their way to the Shooters Ranch. Furious at his boldness, Shawna tracks down Tom to save her oldest two. In her search for his hideout, an unexpected arrival brings out another secret. Her anger at Tomahawk dissolves when she finally catches him. A final promise to make his family complete, sends her on several adventures. The growing family didnt deter Horace Jackson from forcing work on Shawna. Only the endangerment of one of her household could make her don the badge again. A slick con man was stealing lady gamblers for a high stakes poker game. And it became Shawnas job to stop him. But not without the help of her tribe.

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Page Count

220

Publisher

AuthorHouse

Published Date

ISBN 10

1467846570

ISBN 13

9781467846578

The Marginal Cost of Public Funds

Theory and Applications

By: Bev Dahlby

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The Marginal Cost of Public Funds

Theory and Applications

By: Bev Dahlby

A unified treatment of the marginal cost of public funds, covering both its theoretical foundations and how the MCF concept can be used to analyze tax policy issues. The marginal cost of public funds (MCF) measures the loss incurred by society in raising additional revenues to finance government spending. The MCF has emerged as one of the most important concepts in public economics; it is a key component in evaluations of tax reforms, public expenditure programs, and other public policies. The Marginal Cost of Public Funds provides a unified treatment of the MCF, carefully developing its theoretical foundations in a variety of contexts and describing its application to a wide range of policies—from excise taxes in Thailand to public sector borrowing in Canada and the United States. The Marginal Cost of Public Funds develops the basic theory of the MCF within the framework of public economics and shows how it is related to the traditional measures of the efficiency loss from distortionary taxation. The MCF concept is then applied to the major sources of revenues for governments—sales and excise taxes, taxes on labor income, taxes on the return to capital, public sector borrowing, and intergovernmental grants. This book will be an essential reference for economists and public policy analysts both in and out of government. Exercises and recommendations for further reading at the end of each main chapter highlight its usefulness as a supplementary text in advanced undergraduate or graduate courses in public economics.

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Page Count

347

Publisher

MIT Press

Published Date

ISBN 10

0262292319

ISBN 13

9780262292313

A Model for Communication about Biotechnology

By: Bev France,John K. Gilbert

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A Model for Communication about Biotechnology

By: Bev France,John K. Gilbert

This book incorporates two major themes into a model for communication about biotechnology. The first is that of a communicating community, defined as a relatively coherent social group engaging in communication within itself. As biotechnologists do not constitute a unitary group, this book refers to biotechnology communities. Similarly, the broad notion of 'the public' is considered to be inadequate, and the notion of distinct public communities is used. The members of each community are considered to have a view of biotechnology made up of their understandings of the nature of science of biotechnology, understandings of the key concepts and models used in biotechnology, perceptions of the nature of risk, and beliefs and attitudes about biotechnology. The second major theme is that of search space. This is the intersection, in a virtual arena, of the components of the 'views' of two communities. Where there are elements that are in common to the two, communication in terms of them is possible. Where there is no commonality, the degrees of understanding reached must be used to construct a mutual understanding that may evolve into an agreement.

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Page Count

112

Publisher

Sense Publishers

Published Date

ISBN 10

9077874755

ISBN 13

9789077874752

The Story of Minehead

By: Bev Woodger

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The Story of Minehead

By: Bev Woodger

The story of the development of Minehead and its change from an important early port to a popular holiday resort by the early twentieth century.

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Page Count

168

Publisher

Troubador Publishing Ltd

Published Date

ISBN 10

1785898396

ISBN 13

9781785898396

A Good Enough Mother

A Novel

By: Bev Thomas

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A Good Enough Mother

A Novel

By: Bev Thomas

Taut, absorbing and psychologically astute, in A Good Enough Mother Bev Thomas combines all the tension of a thriller with the emotional resonance of a powerful family drama." --Paula Hawkins, #1 New York Times bestselling author of The Girl on the Train "Perfect for fans of The Silent Patient." --Booklist A riveting page-turner that lets us inside the secret world of therapist and patient, where boundaries get crossed, and events spiral out of control. . . Ruth Hartland is a psychotherapist with years of experience. But professional skill is no guard against private grief. The mother of grown twins, she is haunted by the fact that her beautiful, difficult, fragile son Tom, a boy who never "fit in," disappeared a year and a half earlier. She cannot give up hope of finding him, but feels she is living a kind of half-life, waiting for him to return. Enter a new patient, Dan--unstable and traumatized--who looks exactly like her missing son. She is determined to help him, but soon, her own complicated feelings, about how she has failed her own boy, cloud her professional judgement. And before long, the unthinkable becomes a shattering reality.... An utterly compelling drama with a timebomb at its core, A Good Enough Mother is a brilliant, beautiful story of mothering, and how to let go of the ones we love when we must.

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Page Count

341

Publisher

Penguin

Published Date

ISBN 10

0525561269

ISBN 13

9780525561262

Book's by Bev Burgess

Executive Engagement Strategies

Executive Engagement Strategies

Account-Based Growth

Account-Based Growth

Executive Engagement Strategies

Executive Engagement Strategies

Account-Based Growth

Account-Based Growth

A Practitioner's Guide to Account-Based Marketing

A Practitioner's Guide to Account-Based Marketing

Buddie Fox

Buddie Fox

The Marginal Cost of Public Funds

The Marginal Cost of Public Funds

A Model for Communication about Biotechnology

A Model for Communication about Biotechnology

The Story of Minehead

The Story of Minehead

A Good Enough Mother

A Good Enough Mother

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