“Nuanced Account Management is a ‘how to’ book. Born out of insights gained over two decades in the B2B industry, the book presents a comprehensive and practical approach to delighting customers and driving profitability. Powerful thoughts expressed in a simple and easy to read style.” -...

"For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the "take delivery" close to the "now or never" close. But these tactics often alienated customers, leading to fads...

Vertrieb ist wie Fliegen ... fast -- Anforderungen an den Vertrieb der Zukunft -- Menschliche Grenzen kennen und beherrschen -- Die 12 häufigsten menschlichen Fehler und wie man sie vermeidet -- Spitzenleistungen erzielen: Crew Ressource Management -- Standardprozesse: Kapazitäten für die...

While team-based selling is highly prominent in practice, research on the drivers of its effectiveness is sparse. Drawing from the literature on climate consensus, we propose that in addition to leadership and team factors, team consensus plays a critical role in boosting sales team...

Part I : The Sales Section -- Cold Calling – Situations -- Following Up – Situations -- Getting the Meeting – Situations -- Negotiating - Situations -- Closing – Situations -- Part II : The Marketing Section -- Research – Situations -- Strategy – Situations -- Planning – Situations...