Sources

Further sources of information

All our solutions were created with the help of our project experience and knowledge from our internal database. The following sources have been used as supplements and provide further information for you to read:

  • Key account management, Hubspot
  • Managing global accounts, Harvard Business Review
  • How to unlock growth in the largest accounts, McKinsey
  • Creating value in key accounts, Boston Consulting Group
  • Intraorganizational determinants of key account management effectiveness, John P. Workman, Christian Homburg & Ove Jensen, January 1, 2003, Journal of the Academy of Marketing Science
  • What is CRM, Salesforce
  • Strategic account management and selling are different, Rain Group
  • Understanding customer experience throughout the customer journey, Katherine N. Lemon & Peter C. Verhoef, November 1, 2015, Journal of Marketing
  • Customer journey mapping, Optimizely
  • Customer journey management, Optimizely
  • How to create an effective customer journey map, Hubspot
  • Customer experience statistics, Superoffice
  • Pathways to digital growth for B2B companies, McKinsey
  • What are customer expectations and how have they changed?, Salesforce
  • The power of me, Slideshare
  • The difference between customer intelligence, data, and insights, Alida
  • Customer segmentation vs. market segmentation, Baremetrics
  • Market segmentation in B2B, B2B International
  • Value-based market segmentation, Marketing Insider 
  • Customer intelligence, Hubspot
  • Kundenzentrierung, Salesforce
  • Customer success survey, SmartKarrot
  • Harnessing the power of external data, McKinsey
  • The difference between customer intelligence, data, and insights, Alida
  • Sarstedt, M. & Mooi, E. (2019). A Concise Guide to Market Research: the process, data, and methods using IBM SPSS Statistics (3rd ed.). Springer.
  • Backhaus, K., Erichson, B., Gensler, S., Weiber, R. & Weiber, T. (2021). Multivariate Analysis: An Application-Oriented Introduction. Springer.
  • Field, A., Miles, J. & Field, Z. (2012). Discovering statistics using R. Sage.
  • Fahrmeir et al. (2007). Statistik – Der Weg zur Datenanalyse. Springer
  • Sarstedt, M. & Mooi, E. (2019). A Concise Guide to Market Research: the process, data, and methods using IBM SPSS Statistics (3rd ed.). Springer.
  • Zelazny, G. (2001). Say It With Charts: The Executive’s Guide to Visual Communication (4th ed.). McGraw-Hill.
  • Elgabry, O. (2019). The Ultimate Guide to Data Cleaning. Available at https://towardsdatascience.com/the-ultimate-guide-to-data-cleaning-3969843991d4
  • Find out more about tips and tricks for Excel here: https://exceljet.net/
  • Datapine. Sales Dashboard examples. Available at https://www.datapine.com/dashboard-examples-and-templates/sales
  • Tableau. 7 Great Examples & Templates Of Sales Dashboards. Available at https://www.tableau.com/learn/articles/sales-dashboards-examples-and-templates
  • Hyndman, R.J. & Athanasopoulos, G. (2018). Forecasting – Principles and practice (2nd edition). Available at https://otexts.com/fpp2/
  • Salesforce. The Complete Guide to Building a Sales Forecast. Available at https://www.salesforce.com/resources/articles/building-a-sales-forecast-guide/
  • Hayasaka, S. & Silipo, R. (2021). KNIME Beginner’s Luck.
  • Charter, J. (2021). The six c’s of cross-selling success. McKinsey. Available at https://www.mckinsey.com/capabilities/strategy-and-corporate-finance/our-insights/the-strategy-and-corporate-finance-blog/the-six-cs-of-cross-selling-success
  • Melcher, K. (2022). From Excel to KNIME. Available at https://www.knime.com/knimepress/download-from-excel-to-knim
  • Pricing strategy guide, Profitwell
  • Use the pricing waterfall to drive profits, Pricing Solutions
  • Digital go-to-market transformation building strategic pricing organizations, Boston Consoluting Group
  • Contribution margin, Info Markets
  • Pricing strategy, Hubspot
  • The power of pricing, McKinsey
  • Willingness to pay, Harvard Business Review
  • Seal margin leakage with the price waterfall approach, Blackcurve
  • Price realization done right is sales best friend, Pricingbrew
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