{"product_id":"go-to-customer-a-guidebook-to-selling-whats-possible-for-enterprise-account-teams-paperback","title":"Go to Customer: A Guidebook to Selling What's Possible - for Enterprise Account Teams - Paperback","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eDave Irwin\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003e​​\u003cem\u003eGo to Customer\u003c\/em\u003e\u003c\/strong\u003e is a field guide for enterprise account teams tired of the manual work of account research and planning, the lack of systems and support for account expansion, and product-driven content that doesn't align with customer needs. The core idea is simple: Flip the flow.\u003c\/p\u003e\u003cp\u003eStop selling at customers and start building around what they need and are actively funding. When you work backward from customers' priorities, you turn those priorities into bigger, faster wins.\u003c\/p\u003e\u003cp\u003eWhat you're missing isn't effort; it's a system that shows you the customer clearly. CRMs track what you want to sell. This book teaches you to uncover the invisible pipeline of unmet needs inside your existing accounts-then to align capabilities, resources, and value with those needs.\u003c\/p\u003e\u003cp\u003eWhat you get is a repeatable playbook to sell what's possible-made real through concrete habits you can run every day: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eLeverage pre-intent signals to gain early access and be relevant when challenges first arise.\u003c\/li\u003e\n\u003cli\u003eUse Bluespace (customer challenge × buying center) to spot real opportunities early.\u003c\/li\u003e\n\u003cli\u003eMaster relationship rhythms to move from vendor to strategic partner.\u003c\/li\u003e\n\u003cli\u003eStop chasing leads, uncover needs, and align solutions with the outcomes customers actually invest in.\u003c\/li\u003e\n\u003cli\u003eReplace static quarterly reviews with up-to-the-moment dynamic account planning.\u003c\/li\u003e\n\u003cli\u003eStructure teams around who customers value.\u003c\/li\u003e\n\u003cli\u003ePut a commercial insight strategist to work so your team shows up informed-with the right story, for the right stakeholders, at the right moment.\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eIf you lead or work on enterprise accounts, here's the promise: more relevance, less wasted time, larger deal sizes, and more resilient relationships. Because in today's market, if you aren't growing an account, you're losing it-and this is how you grow.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 280\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.59 x 8.5 x 5.5 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e November 11, 2025\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":52714734125330,"sku":"9798993271903","price":21.58,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0941\/2211\/5346\/files\/JutDlmRQeA9798993271903.webp?v=1789617078","url":"https:\/\/ckbookstore.net\/products\/go-to-customer-a-guidebook-to-selling-whats-possible-for-enterprise-account-teams-paperback","provider":"CK BOOKSTORE","version":"1.0","type":"link"}