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Let’s take a look at the interpretation of this article. Many companies that do business with large customers evaluate the operating status of large customers based on the total number of business opportunities and total number of orders won, that is, based on potential and contribution. However, this method evaluates the results and external performance rather than the process and internal reasons. , it is often too late. And even if the result is known, it is impossible to confirm what caused the result. Therefore, we must build a
value evaluation system for key customer sales and Afghanistan WhatsApp Number management . On the one hand, we can monitor the health of key customers at any time and take measures to optimize the health. On the other hand, we can use it to discover the underlying reasons for changes in key customer sales results. This allows timely prescribing of the right medicine. Huawei LTC is a key account sales and management method that many domestic companies are eager to learn. Many of Huawei's methods come from IBM, but many of IBM's methods come from Siebel, the originator of
CRM. I also participated in the core research and development of Siebel's first BS version from to The original LTC theory has accumulated a lot of essence, but as we enter the digital era, the theoretical system must also keep pace with the times. Therefore, based on the traditional LTC theory, I launched a five-dimensional theory of key account sales and management in the digital era . Figure Five-dimensional theory of key account sales and management As shown in the figure above, in the CRM theoretical system, key account sales and management are composed of three bright lines and two dark lines . How to define B-end products and B-end product manager methodology
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發表於 18:38:01