@article{1454148,
      recid = {1454148},
      author = {Neeb, Hans-Peter,},
      title = {Account management strategies in B2B sales : generating  customer value and building sustainable business  relationships - methodology, processes, tools /},
      pages = {1 online resource (xv, 139 pages) :},
      abstract = {This 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, grow  market share, and generate more revenue. In B2B sales  today, it's no longer primarily about just solving the  customer's problems and skimming their budget. The key to  success is to ask your customer the right questions,  understand all facets of his strategy, and help him achieve  his goals with your offering - this is the only way to  create a fruitful, 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 in the long run. This book provides practical  tools and a blueprint for salespeople to succeed and for  managers to lead their teams with purpose. From the  contents Account journey and sales process: strategy  comparison, strategy overlap, key messages, customer added  value Account status and stakeholder analysis: white-space  analysis, power interest matrix, personality types Account  plan: leading with account management methods, digital  skills and modern organizations Technology and  digitalization: look-alike models, digital lead generation,  data analysis of people networks, predictive selling,  automation The author Hans-Peter Neeb, a graduate  industrial engineer, is a strategy and management  consultant. For more than 15 years, he has been advising  executives on customer acquisition and retention  strategies, CRM, customer experience and the optimization  of marketing and sales processes. The translation was done  with the help of artificial intelligence. A subsequent  human revision was done primarily in terms of content.},
      url = {http://library.usi.edu/record/1454148},
      doi = {https://doi.org/10.1007/978-3-658-40450-5},
}