Account management strategies in B2B sales : generating customer value and building sustainable business relationships - methodology, processes, tools / Hans-Peter Neeb.
Neeb, Hans-Peter, author.
2023
HF5438.4
Available Online

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Title Account management strategies in B2B sales : generating customer value and building sustainable business relationships - methodology, processes, tools / Hans-Peter Neeb.
Author Neeb, Hans-Peter, author.
Uniform Title Account-Management-Strategien im B2B-Vertrieb. English
ISBN 9783658404505 (electronic bk.)
3658404507 (electronic bk.)
9783658404499
DOI https://doi.org/10.1007/978-3-658-40450-5
Published Wiesbaden : Springer, [2023]
Copyright ©2023
Language English
Language Note Translated from German.
Description 1 online resource (xv, 139 pages) : illustrations (chiefly color)
Other Standard Identifiers 10.1007/978-3-658-40450-5 doi
Call Number HF5438.4
Dewey Decimal Classification 658.8/1
Summary 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.
Bibliography, etc. Note Includes bibliographical references.
Access Note Access limited to authorized users.
Source of Description Online resource; title from PDF title page (SpringerLink, viewed January 23, 2023).
Linked Resources Online Access
Record Appears in Online Resources > Ebooks
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The new school of thought in sales
Sales culture and processes
Key account management in B2B
Account selection
Strategy comparison customer company - supplier company
Core benefits, core messages, win-loss analysis, value proposition
Top executive relationship program
Account status analyses. .

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