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Sales Enablement

Tools and Techniques for Modern Sales Organization

Dietmar Kilian, Peter Mirski, Britta Lorenz (Autoren)

Buch | Hardcover

XIII, 96 Seiten

2023 | 2023
Springer Fachmedien Wiesbaden GmbH (Verlag)
978-3-658-40364-5 (ISBN)

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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.

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.

Erscheinungsdatum	28.04.2023
Reihe/Serie	Business Guides on the Go
Zusatzinfo	XIII, 96 p. 15 illus. in color.
Verlagsort	Wiesbaden
Sprache	englisch
Maße	148 x 210 mm
Gewicht	278 g
Themenwelt	Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb
Schlagworte	Content Marketing • Controlling tools • Customer Behavior • Customer Centricity • Customer Journey • Digital Marketing • Distribution controlling • distribution strategy • Hybrid sales • Hybrid Selling • Lead Generation • Sales enablement • Sales strategy • sales targets
ISBN-10	3-658-40364-0 / 3658403640
ISBN-13	978-3-658-40364-5 / 9783658403645
Zustand	Neuware