Go To Customer

Dave Irwin

Go to Customer 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...

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Opening Credits

1/9/2026

Note to the Listener

1/9/2026

Introduction to Go to Customer

1/9/2026

How This Guidebook is Structured

1/9/2026

Chapter 1: Unlocking Your Invisible Pipeline

1/9/2026

Chapter 1: Author Q&A

1/9/2026

Chapter 2: Every Insight Needs a Story

1/9/2026

Chapter 2: Author Q&A

1/9/2026

Chapter 3: Understanding the Customer's Business Environment

1/9/2026

Chapter 3: Author Q&A

1/9/2026

Chapter 4: Seeing Around Corners Inside Your Account

1/9/2026

Chapter 4: Author Q&A

1/9/2026

Chapter 5: Making Connections

1/9/2026

Chapter 5: Author Q&A

1/9/2026

Chapter 6: Selling What's Possible

1/9/2026

Chapter 6: Author Q&A

1/9/2026

Chapter 7: Planning for Broad and Deep Relationships

1/9/2026

Chapter 7: Author Q&A

1/9/2026

Chapter 8: What Customers Value

1/9/2026

Chapter 8: Author Q&A

1/9/2026

Chapter 9: Who Customers Value

1/9/2026

Chapter 9: Author Q&A

1/9/2026

Chapter 10: Communicating Value

1/9/2026

Chapter 10: Author Q&A

1/9/2026

Chapter 11: Building a Commercial Community

1/9/2026

Chapter 11: Author Q&A

1/9/2026

Afterword

1/9/2026

Closing Credits

1/9/2026