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KI-gestützte Neukundengewinnung im Mittelstand

In: Praxishandbuch Digitales Management

Author

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  • Thomas Link

    (LEXI Experts – Dr. Thomas Link)

Abstract

Zusammenfassung Die Neukundengewinnung im Mittelstand ist häufig durch manuelle, ineffiziente Prozesse geprägt. Dieser Beitrag zeigt, wie mittelständische Unternehmen durch den Einsatz großer Sprachmodelle (LLMs) ihre Akquise effizienter, datenbasiert und skalierbar gestalten können. Statt zeitintensiver Recherche ermöglichen KI-gestützte Prozesse eine strukturierte Analyse, fundierte Bewertung und personalisierte Ansprache potenzieller Kunden. Anhand des BASIIG-Konzepts werden die sechs zentralen Funktionen von LLMs im Vertriebsprozess systematisch erläutert – von der Datenerhebung bis zur automatisierten Kommunikation.

Suggested Citation

  • Thomas Link, 2026. "KI-gestützte Neukundengewinnung im Mittelstand," Springer Books, in: Stefan Detscher & Michael Hepp (ed.), Praxishandbuch Digitales Management, pages 471-490, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-49614-2_81
    DOI: 10.1007/978-3-658-49614-2_81
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