This book helps in building an optimally designed and customer-oriented sales organization. It places a special emphasis on purchasing decisions and leads to producing a decisive competitive advantage. The focus is on the sales enablement process as a holistic framework concept. It forms the infrastructure that ensures efficient cooperation between all areas of the company. The book explains the alignment of all goals, motivations, thought patterns, actions and campaigns in relation to the needs of the customer. In addition, it shows the most promising methods and approaches and how the practical start of sales enablement can look like. The book is aimed at managers and all who deal with sales strategies.

Auteur

Dietmar Kilian is a founding partner of the international consulting company PDAgroup and a professor for process management and digitalization in sales at the Management Center Innsbruck (MCI), Austria Peter Mirski is a founding partner of the international consulting company PDAgroup und head of the study programs "Management Communication & IT" and "Digital Business & Software Engineering" at the Management Center Innsbruck (MCI), Austria Britta Lorenz is a partner in the international consulting company PDAgroup as mentor and executive coach with a focus on sales enablement. She is chapter lead of WiSE (Women in Sales Enablement) DACH.