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 forthe 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 serviceDeepL.com). A subsequent human revision was done primarily in terms of content, so that the book will read stylistically differently from a conventional translation.

Auteur

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.