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How to fully understand your customer -

the customer development plan

As an account manager, you are responsible for going through a journey with your customer that ultimately leads to success for both parties. In doing so, you have a variety of tasks to consider, including a well-established sales force, pipeline management, and proper account maintenance.

The 8 classical negotiation techniques:

How to build your negotiations

As an entrepreneur, managing director or decision maker, you have the to secure the best possible deals. The Management of the Sales Pipeline, which you can read about in other blog posts, contributes to this. You can learn about definition and relevance, success probabilities, the right target, relevant key figures and tactics for development and filling, by clicking on the respective links.

The four phases of negotiation:

How to lead, bargain and secure your negotiations

As an entrepreneur, managing director or decision maker, you not only have the ambition to acquire the right customers and identify the relevant opportunities, but also to secure the best possible deals.

Conducting negotiations successfully:

How to prepare yourself ideally in 7 steps

A sales pipeline is a summary of all sales opportunities that a sales person, business unit or company is pursuing with the aim of closing deals. A more detailed definition of the pipeline and a classification of its meaning can be found in this blog.

The Seven Steps of Pipeline Management #5-7:

How to fill and develop the pipeline – sources and tactics

A sales pipeline is a summary of all sales opportunities that a sales person, business unit or company is pursuing with the aim of closing deals. A more detailed definition of the pipeline and a classification of its meaning can be found in this blog.

Selling packages instead of services

What can you do to place additional services on the market? Often it makes sense for you to offer appropriate services for your products. However, billing on the basis of hourly or daily rates is then usually discussed. This is where the idea of building packages of products with corresponding services and pricing them with fixed prices or monthly installments arises in order to achieve reliable and repeatable sales. Now look at even more advantages in the VLOG.

The Seven Steps of Pipeline Management #2-4:

Know your measurements, AS-IS-Pipe and GAP

A sales pipeline is a summary of all sales opportunities that a sales person, business unit or company is pursuing with the aim of closing deals. A more detailed definition of the pipeline and a classification of its meaning can be found in this blog

The Seven Steps of Pipeline Management #1:

How to set your sales target correctly

A sales pipeline is a summary of all sales opportunities that a sales person, business unit or company is pursuing with the aim of closing deals. A more detailed definition of the pipeline and a classification of its meaning can be found in this blog.

Avoid Loss Leaders

A new topic from a coaching session: Do I go into tenders aggressively and write offers for new customers with big discounts to get the project? This is the tactic of so-called Loss Leaders. See in the new VLOG why I recommend against it at the beginning of a customer relationship.