In B2B sales, key account management seems to be easy, but it is actually the most ambiguous and difficult to implement. Based on the specific thinking of the project practice in the work, the author of this article introduces the five elements of text messagte service key account management and analyzes them in turn for your reference and learning. At present, digital transformation is in full swing among leading companies in various industries, especially in the fields of retail, service, manufacturing, supply chain and R&D. However, there is not much movement in the B2B sales field,
and the traditional way for thousands of years is still used, which is to make relationships (trust you) + make plans (to impress him). When it comes to theoretical level and practical ability, strategists during the Warring States Period more than 2,000 years ago, such as big salesmen such as Su Qin and Zhang Yi, were much better at making plans and making relationships than people today. B2B sales may be one of those areas that will be hard to text messagte service replace by AI. The reason why it is difficult for B2B sales to do large-scale digital transformation is determined by its characteristics: many interactions and decision-making processes in B2B are invisible, and the decisions of relevant personnel in customers are affected by various explicit and invisible factors, and the impact Degrees are constantly changing over time and processes, all of which are difficult to describe digitally,
and thus difficult to recreate digitally. Therefore, in the digital age, if we want to improve the B2B sales capability of enterprises through digital tools, in addition to digital management and innovation for the part above the iceberg (ie, the sales process ), we must also manage and innovate the part below the iceberg (ie, key account management and sales support system ) for digital management and innovation. Winning a single pays attention to the natural text messagte service progression and follows the trend . In the process of forming an advantage, a lot of work is invisible, such as the management of key accounts and the management of the sales support system . These two parts are often ignored, but they are the most basic and core parts. As shown in the figure below, we can summarize B2B sales in the digital age into the trilogy of being positive , surprising and gaining momentum