Dive into the world of sales, leadership, and customer-centric management.
This book, rich in insights and real-life experiences, takes you to the very heart of successful customer engagement. Through authentic stories, field observations, and managerial reflections, the author shares more than 27 years of international experience to inspire sales professionals, managers, and companies to place their customers at the center of every decision.
Inside, you'll discover practical advice, motivating anecdotes, and the keys to transforming your sales approach: active listening, creating shared value, building long-term relationships, and developing human-centered leadership.
More than just a book, it's a trusted companion to help you reinvent your practices, strengthen customer satisfaction, and build lasting, mutual success.
What you'll find inside:
- First-hand stories of Key Account Management across 18 countries, illustrating core principles
- Practical guidance for customer acquisition, loyalty, and retention
- Insights into human behavior and the psychology of decision-making
- Tips for building a personal brand that inspires trust
- Strategies for navigating internal politics and improving communication within companies
- Principles of marketing and leadership that foster sustainable growth
- Lessons drawn from decades of face-to-face interactions with customers
- Illistrations of SOAR, SMART, SALS FUNNEL, BELL CURVE etc
Whether you are a sales professional, entrepreneur, business leader, business school professor, or student, this book is your guide to creating trust-based relationships that go far beyond a simple transaction.
An essential read for anyone who believes success in business is not just about selling a product, but about becoming a true partner in the customer's journey.
