Account Management Strategies in B2B Sales Generating Customer Value and Building Sustainable Business Relationships 1st edition by Hans Peter Neeb ISBN 3658404493 978-3658404499

Account Management Strategies in B2B Sales Generating Customer Value and Building Sustainable Business Relationships 1st edition by Hans Peter Neeb  – Ebook PDF Instant Download/Delivery. 3658404493, 978-3658404499
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Product details:

ISBN 10: 3658404493
ISBN 13: 978-3658404499
Author:  Hans Peter Neeb

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.

Account Management Strategies in B2B Sales Generating Customer Value and Building Sustainable Business Relationships 1st Table of contents:

• Introduction: The Role of Account Management in B2B Sales

  • Understanding B2B Sales and Account Management
  • The Importance of Long-Term Relationships in B2B
  • Key Concepts and Terminology in Account Management
  • The Evolving Landscape of B2B Sales

• Chapter 1: Fundamentals of Account Management

  • What is Account Management?
  • The Role of an Account Manager in B2B Sales
  • Key Skills for Effective Account Management
  • The Difference Between Account Management and Sales

• Chapter 2: Building Customer-Centric Strategies

  • Understanding Customer Needs and Expectations
  • Creating Value Propositions that Resonate with Clients
  • Aligning Business Solutions with Customer Objectives
  • Building Trust and Credibility with Clients

• Chapter 3: Customer Segmentation and Targeting

  • Segmenting the Market for Effective Account Management
  • Identifying High-Value Accounts
  • Prioritizing Accounts Based on Potential and Needs
  • Personalizing Engagement with Key Accounts

• Chapter 4: Establishing and Nurturing Long-Term Relationships

  • The Importance of Relationship Building in B2B
  • Strategies for Nurturing and Strengthening Relationships
  • Building Emotional and Strategic Connections
  • Managing Expectations and Overcoming Challenges in Relationships

• Chapter 5: Customer Value Creation and Delivery

  • Defining and Measuring Customer Value
  • Delivering Consistent Value through Products and Services
  • The Role of Account Managers in Value Creation
  • Using Customer Feedback to Improve Value Delivery

• Chapter 6: Effective Communication and Collaboration

  • The Role of Communication in Account Management
  • Building Strong Lines of Communication with Clients
  • Facilitating Internal Collaboration to Meet Client Needs
  • Negotiation Skills and Conflict Resolution

• Chapter 7: Managing Key Accounts and Strategic Partnerships

  • Identifying Key Accounts and Strategic Partners
  • Developing Long-Term Growth Strategies for Key Accounts
  • Cross-Selling and Upselling Strategies
  • Maintaining High-Value Partnerships

• Chapter 8: Performance Measurement and KPIs in Account Management

  • Setting and Tracking Key Performance Indicators (KPIs)
  • Metrics for Assessing the Health of Client Relationships
  • Using Data to Monitor and Optimize Account Performance
  • Creating Action Plans Based on Performance Insights

• Chapter 9: Handling Challenges in Account Management

  • Identifying Common Challenges in B2B Account Management
  • Managing Difficult Clients and Resolving Issues
  • Turning Negative Experiences into Opportunities
  • Crisis Management and Maintaining Relationships

• Chapter 10: Leveraging Technology for Account Management

  • The Role of CRM Systems in Account Management
  • Automating and Streamlining Account Processes
  • Using Data Analytics for Better Decision-Making
  • Emerging Technologies and Their Impact on B2B Account Management

• Chapter 11: Strategic Account Planning and Forecasting

  • Developing Strategic Account Plans
  • Setting Long-Term Goals and Objectives
  • Forecasting Account Growth and Revenue
  • Creating Actionable Roadmaps for Account Success

• Chapter 12: Building and Leading High-Performing Account Management Teams

  • Organizing and Structuring Account Management Teams
  • Recruiting and Training Account Managers
  • Leading and Motivating Account Teams for Success
  • Creating a Collaborative and Results-Driven Culture

• Chapter 13: Customer Retention and Loyalty in B2B

  • Strategies for Retaining Clients and Building Loyalty
  • Implementing Customer Loyalty Programs
  • Understanding the Role of Customer Satisfaction in Retention
  • The Lifetime Value of a Customer and How to Maximize It

• Chapter 14: The Future of Account Management in B2B Sales

  • Trends and Developments in Account Management
  • The Increasing Role of Data and Personalization
  • Challenges and Opportunities in the Digital Era
  • Preparing for the Future of B2B Account Management

• Conclusion: Creating Sustainable Value and Building Lasting Relationships

  • The Core Principles of Successful Account Management
  • Moving from Transactional to Relational Selling
  • Developing a Sustainable, Customer-Focused Account Management Strategy

• References

• Index

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