Nuanced Account Management

Driving Excellence in B2B Sales

Authors: Shankar, Bala

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  • Includes structured practical tools with implementation bias
  • Elaborates on anecdotes from Asian and Global perspectives
  • Presents findings that are applicable across a variety of industries
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eBook £13.99
price for United Kingdom (gross)
  • ISBN 978-981-10-8363-1
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Softcover £17.99
price for United Kingdom (gross)
  • ISBN 978-981-10-8362-4
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
About this book

This book is a comprehensive practical guide for account managers, sales teams and account leaders operating in the B2B space. It provides knowledge to excel in developing, growing and retaining top accounts in local and global environments. With a nuanced version of ‘account management’ that will potentially be a game changer, the book offers a personnel-and-process based agenda that can create a ‘competitive advantage’ on its own.

About the authors

Bala Shankar is a consultant and has been an adjunct marketing faculty at the Singapore Management University (SMU) for nearly a decade. He has had 25 years of corporate experience in Asia, Europe, and North America in various sales and account management capacities as a regional and global leader. Bala has also been associated with executive development programs and is a contributing writer to The Business Times, Singapore. He received his MBA from the renowned Indian Institute of Management (IIM), Ahmedabad.

Reviews

“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.” (Nitin Paranjpe, President, Homecare, Unilever)

“Nuanced Account Management is a must read for any B2B salesperson. It provides detailed, specific advice on how to become a more customer-centered advisor in the complex world of business to business transactions.” (Bernie Jaworski, The Peter Drucker Chair in Management, Drucker School of Management, Claremont Graduate University, USA)

“The art of selling and building a partnership with your client is often undervalued. “Nuanced”, as Bala Shankar describes, is a perfect word that continues the process of building a lasting trust with another business with an existing customer, trust based on all the factors he describes in detail, highs and lows you will face. Experience and differentiation are increasingly keys today and I fully recommend this profound and very practical guide.” (Roger Schmid, Global Innovation Advisor, The Natura Group, USA & Brazil)

“An important book from a successful practitioner for everyone involved in B2B selling. The book tackles the important question of ‘What drives competitive advantage in B2B sales’? It brings to center stage the importance of account management through practical guidance that will help every sales professional achieve their goals.” (Sanjiv Kakkar, Executive Vice President, Unilever North Africa, Middle East, Turkey, Russia Ukraine, and Belarus)

“Bala Shankar brings in his entire sales experience in this book in a very structured manner. Apart from his obsession on putting “Customer” in center of all your actions and strategies, Bala addresses the issues faced internally by an Account Manager in his/her organization and recommends how to maintain the right balance internally and externally.” (Anil Chugh, Chief Executive, Consumer Care Business, Wipro, Bangalore, India)

“If you want to get to know best practices of B2B account management, sales effectiveness and customer engagement, this book is for you.  Bala Shankar has done a wonderful job distilling key insights, tools, tactics and strategies.  I love its practical and hands-on approach.” (Professor Jochen Wirtz, Vice-Dean, Graduate Studies & Professor of Marketing, National University of Singapore (NUS), Singapore)

“Among the many important concepts Bala Shankar is sharing with the reader, the very key concept is to always “sell benefits, not features”. While this seems trivial, it requires a fundamental mindset change.” (Professor Stefan Michel, Dean of Executive MBA program and Faculty Representative, IMD Foundation Board, IMD, Lausanne, Switzerland)

Table of contents (9 chapters)

Table of contents (9 chapters)

Buy this book

eBook £13.99
price for United Kingdom (gross)
  • ISBN 978-981-10-8363-1
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Softcover £17.99
price for United Kingdom (gross)
  • ISBN 978-981-10-8362-4
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.

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Bibliographic Information

Bibliographic Information
Book Title
Nuanced Account Management
Book Subtitle
Driving Excellence in B2B Sales
Authors
Copyright
2018
Publisher
Palgrave Macmillan
Copyright Holder
The Editor(s) (if applicable) and The Author(s)
eBook ISBN
978-981-10-8363-1
DOI
10.1007/978-981-10-8363-1
Softcover ISBN
978-981-10-8362-4
Edition Number
1
Number of Pages
XVII, 220
Number of Illustrations
8 b/w illustrations
Topics