Account Management Strategies in B2B Sales

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Sprache: Englisch

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Beschreibung

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, increase market share and generate more sales.

In B2B sales today, it's no longer primarily about just solving the customer's problems and winning as much of the customer's budget as possible. The decisive factor for success is that you ask your customer the right questions, understand his strategy in all facets and help him to achieve his goals with your offer - this is the only way to create a fruitful and 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 over the long term.

The book provides practical tools and a blueprint for salespeople to succeed and for managers to lead their teams with purpose.

Über den Autor

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.

Zusammenfassung

Roadmap for sustainable customer relationships in B2B

How to turn your expertise into a competitive advantage for your customers - and make yourself irreplaceable

With examples, tips and checklists

Inhaltsverzeichnis

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.

Details

Erscheinungsjahr:	2023
Fachbereich:	Management
Genre:	Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
Seiten:	156
Inhalt:	xv 139 S. 18 s/w Illustr. 79 farbige Illustr. 139 p. 97 illus. 79 illus. in color.
ISBN-13:	9783658404499
ISBN-10:	3658404493
Sprache:	Englisch
Ausstattung / Beilage:	Paperback
Einband:	Kartoniert / Broschiert
Autor:	Neeb, Hans-Peter
Auflage:	1st ed. 2023
Hersteller:	Springer Fachmedien Wiesbaden Springer Fachmedien Wiesbaden GmbH
Maße:	240 x 168 x 9 mm
Von/Mit:	Hans-Peter Neeb
Erscheinungsdatum:	10.01.2023
Gewicht:	0,274 kg

preigu-id: 126044629