Livia Rainsberger

Digital Transformation in Sales (eBook, PDF)

How to Turn a Buzzword into Real Sales Practice - A 21-Step Guide

• Format: PDF

Produktbeschreibung

This book is a practical guide to the digital transformation of sales organizations. In 21 steps, it provides an overview of the state of the art of technologies and digital sales tools and creates an understanding of what the digitization of sales is really about.

The primary driver of digitization is the modern customer, and it is important to always keep him in mind throughout the entire sales strategy. The sole use of technologies and the pure digitization of processes are not enough to make an organization fit for the challenges of the modern business world.

All tools and processes from positioning to customer management are explained in detail in this book and illustrated with concrete examples. What do chatbots do, what are virtual and augmented reality suitable for, and what is the benefit of rapid prototyping? Which sales activities can be supported by digitalization? The author provides answers to these and many other questionsand shows how sales managers can make themselves fit for the future. With concrete tips and numerous implementation aids.

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Produktdetails

• Verlag: Springer Fachmedien Wiesbaden
• Seitenzahl: 275
• Erscheinungstermin: 1. Januar 2023
• Englisch
• ISBN-13: 9783658388874
• Artikelnr.: 67152112

Autorenporträt

Livia Rainsberger is the managing director of the consulting firm WISSENCE. The focus of her work is the optimization and digitalization of sales organizations. Her book "AI - the new intelligence in sales" has also been published by Springer Gabler.

Inhaltsangabe

Understanding Digital Transformation: Trends
developments
drivers
influence
impact.- Sales technology and tools: Technology trap
digital sales tools.- Strategy: sales models
sales organization.- Conception: positioning
value proposition
digital customer profile
customer acquisition.- Implementation: technology selection
competence building in the organization
technology and the human factor.

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Understanding Digital Transformation: Trends, developments, drivers, influence, impact.- Sales technology and tools: Technology trap, digital sales tools.- Strategy: sales models, sales organization.- Conception: positioning, value proposition, digital customer profile, customer acquisition.- Implementation: technology selection, competence building in the organization, technology and the human factor.