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Sales Enablement: Tools and Techniques for Modern Sales Organization de Dietmar Kilian

Sales Enablement: Tools and Techniques for Modern Sales Organization: Business Guides on the Go

Autor Dietmar Kilian, Peter Mirski, Britta Lorenz
en Limba Engleză Paperback – 28 apr 2024
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.  
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  Springer Fachmedien Wiesbaden – 27 apr 2023 26188 lei  3-5 săpt.

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Specificații

ISBN-13: 9783658403676
ISBN-10: 3658403675
Pagini: 96
Ilustrații: XIII, 96 p. 15 illus. in color.
Dimensiuni: 148 x 210 mm
Ediția:2023
Editura: Springer Fachmedien Wiesbaden
Colecția Springer
Seria Business Guides on the Go

Locul publicării:Wiesbaden, Germany

Cuprins

 

Notă biografică

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. 

Textul de pe ultima copertă

 
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.  

Caracteristici

Provides holistic customer-focused insights into sales performance Offers implementation support with practice-based examples Includes an outlook on modern sales strategies