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008			230109s2023 gw | s |||| 0|eng d
020			_a9783658404505
024	7		_a10.1007/978-3-658-40450-5 _2doi
040			_aES-VaUEC _bspa _cES-VaUEC _dES-VaUE
050		4	_aHF5438.4 _b2024
100			_aNeeb, Peter Haus _eautor _4http://id.loc.gov/vocabulary/relators/aut _9518613 _tAccount Management Strategies in B2B Sales : Generating Customer Value and Building Sustainable Business Relationships - Methodology, Processes, Tools
245	1	0	_aAccount Management Strategies in B2B Sales : _bGenerating Customer Value and Building Sustainable Business Relationships - Methodology, Processes, Tools _cby Hans-Peter Neeb
250			_a1st ed 2023
264		1	_aWiesbaden _c2023 _bSpringer International Publishing
300	0	0	_a1 recurso en línea
336			_atexto _btxt _2rdacontent
337			_aelectrónico _bc _2rdamedia
338			_arecurso electrónico _bcr _2rdacarrier
505	0		_aThe 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			_aThis 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.
988			_aSpringer_Business_2023
650		7	_2embne _919191 _aGestión de ventas
856	4	0	_uhttps://go.openathens.net/redirector/universidadeuropea.es?url=https://doi.org/10.1007/978-3-658-40450-5 _zAcceso a este recurso digital (usuarios Universidad Europea de Valencia)
942			_2lcc _cLE
998			_db _b05/2024 _ej _zSI