國立高雄大學圖資館 |

登入

回首頁

Account management strategies in B2B salesgenerating customer value and building sustainable business relationships - methodology, processes, tools /

紀錄類型:	書目-電子資源 : Monograph/item
正題名/作者:	Account management strategies in B2B salesby Hans-Peter Neeb.
其他題名:	generating customer value and building sustainable business relationships - methodology, processes, tools /
作者:	Neeb, Hans-Peter.
出版者:	Wiesbaden :Springer Fachmedien Wiesbaden :2023.
面頁冊數:	xv, 139 p. :ill. (chiefly color), digital ;24 cm.
Contained By:	Springer Nature eBook
標題:	Sales management.
電子資源:	https://doi.org/10.1007/978-3-658-40450-5
ISBN:	9783658404505$q(electronic bk.)

Account management strategies in B2B salesgenerating customer value and building sustainable business relationships - methodology, processes, tools /
Neeb, Hans-Peter.

Account management strategies in B2B salesgenerating customer value and building sustainable business relationships - methodology, processes, tools /[electronic resource] :by Hans-Peter Neeb. - Wiesbaden :Springer Fachmedien Wiesbaden :2023. - xv, 139 p. :ill. (chiefly color), digital ;24 cm.

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.

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.

Translated from German.

ISBN: 9783658404505$q(electronic bk.)

Standard No.: 10.1007/978-3-658-40450-5doiSubjects--Topical Terms:

199447
Sales management.

LC Class. No.: HF5438.4

Dewey Class. No.: 658.81

Account management strategies in B2B salesgenerating customer value and building sustainable business relationships - methodology, processes, tools /
LDR:03534nmm a2200349 a 4500 001 639588
003 DE-He213
005 20230109101908.0
006 m d
007 cr nn 008maaau
008 231025s2023 gw s 0 eng d
020 $a 9783658404505$q(electronic bk.)
020 $a 9783658404499$q(paper)
024 7 $a 10.1007/978-3-658-40450-5 $2 doi
035 $a 978-3-658-40450-5
040 $a GP $c GP
041 1 $a eng $h ger
050 4 $a HF5438.4
072 7 $a KJS $2 bicssc
072 7 $a BUS058000 $2 bisacsh
072 7 $a KJS $2 thema
082 0 4 $a 658.81 $2 23
090 $a HF5438.4 $b .N373 2023
100 1 $a Neeb, Hans-Peter. $3 945941
240 1 0 $a Account-Management-Strategien im B2B-Vertrieb. $l English
245 1 0 $a Account management strategies in B2B sales $h [electronic resource] : $b generating customer value and building sustainable business relationships - methodology, processes, tools / $c by Hans-Peter Neeb.
260 $a Wiesbaden : $b Springer Fachmedien Wiesbaden : $b Imprint: Springer, $c 2023.
300 $a xv, 139 p. : $b ill. (chiefly color), digital ; $c 24 cm.
505 0 $a 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.
520 $a 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.
546 $a Translated from German.
650 0 $a Sales management. $3 199447
650 0 $a Customer relations $x Management. $3 202165
650 1 4 $a Sales and Distribution. $3 924010
650 2 4 $a Customer Relationship Management. $3 741683
710 2 $a SpringerLink (Online service) $3 273601
773 0 $t Springer Nature eBook
856 4 0 $u https://doi.org/10.1007/978-3-658-40450-5
950 $a Business and Management (SpringerNature-41169)