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Lead-Management
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Lead-Management ist eine der groen Herausforderungen im Vertrieb, da die Neukundengewinnung immer bedeutsamer wird. Dieses essential erlutert, wie durch den parallelen Ausbau der drei Basisdimensionen: Prozesse, Menschen und Daten Lead-Exzellenz erreicht werden kann. Hierzu sind zunchst die Rahmenbedingungen zu analysieren und zu bewerten. Anschlieend mssen die Prozesse in eine Prozesslandkarte eingebunden, die Kompetenzprofile den neuen Anforderungen angepasst und die Datenbasis vervollstndigt werden. Eine umfangreiche Checkliste zeigt auf, wie Unternehmen bei der Einfhrung oder berarbeitung ihres bereits existierenden Lead-Managements sinnvollerweise vorgehen sollten.
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