Digital transformation in sales : how to turn a buzzword into real sales practice -- a 21-step guide / Livia Rainsberger.
Rainsberger, Livia, author.
2023
HF5438.4
Available Online

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Title Digital transformation in sales : how to turn a buzzword into real sales practice -- a 21-step guide / Livia Rainsberger.
Author Rainsberger, Livia, author.
Uniform Title Digitale Transformation im Vertrieb. English
ISBN 9783658388874 (electronic bk.)
3658388870 (electronic bk.)
9783658388867
3658388862
DOI https://doi.org/10.1007/978-3-658-38887-4
Published Wiesbaden : Springer Gabler, 2023.
Language English
Description 1 online resource (xviii, 275 pages) : illustrations
Item Number 10.1007/978-3-658-38887-4 doi
Call Number HF5438.4
Dewey Decimal Classification 658.8/1
Summary 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 technologies and digital sales tools and creates an understanding of what the digital transformation of sales is really about: Its primary driver is the modern customer, and he must always be kept in mind digitalization entire sales strategy. The sole use of technologies and the pure digitalization 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 can 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 technology? The author provides answers to these and many other questions and shows how sales organizations can make themselves fit for the future. With practical tips and numerous implementation aids. Contents Insights Understanding Digital Transformation: customers, market and technology as drivers The 7W strategy for the digital transformation of sales: conception and implementation The technology perspective: tool categories, functionality and relevance for the sales strategy The sales process perspective: tools and their potential for sales performance mangement and efficiency The author Livia Rainsberger is the managing director of the consulting firm WISSENCE. The focus of her work is the digital transformation of sales organizations. Her book "AI - the new intelligence in sales" has also been published by Springer Gabler. This book is a translation of an original German edition. The translation was done with the help of artificial intelligence (machine translation by the service DeepL.com). A subsequent human revision was done primarily in terms of content, so that the book will read stylistically differently from a conventional translation.
Bibliography, etc. Note Includes bibliographical references.
Access Note Access limited to authorized users.
Source of Description Online resource; title from PDF title page (SpringerLink, viewed January 19, 2023).
Available in Other Form Print version: 9783658388867
Linked Resources Online Access
Record Appears in Online Resources > Ebooks
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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.

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