Technology in Sales

Hans-Peter Neeb ()
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Hans-Peter Neeb: AccountJourney®

Chapter Chapter 4 in Account Management Strategies in B2B Sales, 2023, pp 89-122 from Springer

Abstract: Abstract Digitization has long arrived in sales—and this means much more than CRM. Digital tools and the analysis of freely available B2B data on the Internet lead to new insights and approaches for the adequate addressing of the customer. This chapter describes how data and tools support lead generation and help to identify referral bridges in personal networks better. In addition, this also provides the opportunity to list the next best customers based on similarity analyses. In particular, interacting via social networks, applying digital listening and automations in sales also lead to significant changes and innovative ways. Technology in sales will lead to sustainable change that needs to be actively shaped.

Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-658-40450-5_4

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DOI: 10.1007/978-3-658-40450-5_4

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