The Future Of Sales In The B2b Software Industry The Digitalization Of Sales In German Small And Medium Sized Enterprises

Download The Future Of Sales In The B2b Software Industry The Digitalization Of Sales In German Small And Medium Sized Enterprises full books in PDF, epub, and Kindle. Read online The Future Of Sales In The B2b Software Industry The Digitalization Of Sales In German Small And Medium Sized Enterprises ebook anywhere anytime directly on your device. Fast Download speed and no annoying ads. We cannot guarantee that every ebooks is available!

The Future of Sales in the B2B Software Industry. The Digitalization of Sales in German small and medium-sized enterprises

Author : Tim Schick
Publisher : GRIN Verlag
ISBN 13 : 334692694X
Total Pages : 199 pages
Book Rating : 4.3/5 (469 download)

DOWNLOAD NOW!

Book Synopsis The Future of Sales in the B2B Software Industry. The Digitalization of Sales in German small and medium-sized enterprises by : Tim Schick

Download or read book The Future of Sales in the B2B Software Industry. The Digitalization of Sales in German small and medium-sized enterprises written by Tim Schick and published by GRIN Verlag. This book was released on 2023-08-22 with total page 199 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master's Thesis from the year 2022 in the subject Business economics - Trade and Distribution, grade: 1,3, European School of Business Reutlingen, language: English, abstract: In addition to an overview of the most relevant trends and the most promising digital methods as well as tools for sales, this master thesis will provide insights into the practical aspects of Digital Sales. A particular focus will be placed on the relevance and influence of Digital Leadership in the context of necessary change management regarding the digitalization of sales. Across all industries, digitalization leads to sustainable structural changes for companies of all sizes. New business models are emerging, existing business models are changing fundamentally or are even disappearing altogether. Hardly any business area is spared from disruptive change. Therefore, also customer management and sales constantly face new challenges and opportunities. Familiar processes and methods have to be reassessed radically to ensure ongoing success. Companies have to learn to adapt their customer management to changing requirements. They cannot hope that customers will continue to move towards providers as they have in the past. This has profound consequences for sales. Existing processes have to change, salespeople have to adapt their’ skills and competencies to shifting customer expectations, and organizations have to review their structures. Companies that do not address the digital market changes today will not survive in the future. In contrast to U.S.-based companies, German companies have been hesitant to deal with the digitalization of sales so far. Business was excellent and sales were continuously successful. Thus, there was little need to change the status quo, especially in small and medium-sized enterprises (SMEs). However, the COVID-19 pandemic abruptly changed business life. The entire sales cycle suddenly needed a redesign, from customer acquisition to customer service. Ultimately, the pandemic began to change sales processes in German SMEs, and with that, also the mindset towards the digitalization of sales. Nevertheless, companies are still struggling to change. The vast number of options for optimizing sales processes seems unlimited. Which sales processes should companies digitize, and which should stay as they are? Which aspects are critical to the success of effective sales management? Who should be the initiator and motivator for digitalization measures in sales? Moreover, are the necessary skills and competencies even available?

Measuring the Digital Transformation A Roadmap for the Future

Author : OECD
Publisher : OECD Publishing
ISBN 13 : 9264311998
Total Pages : 260 pages
Book Rating : 4.2/5 (643 download)

DOWNLOAD NOW!

Book Synopsis Measuring the Digital Transformation A Roadmap for the Future by : OECD

Download or read book Measuring the Digital Transformation A Roadmap for the Future written by OECD and published by OECD Publishing. This book was released on 2019-03-11 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: Measuring the Digital Transformation: A Roadmap for the Future provides new insights into the state of the digital transformation by mapping indicators across a range of areas – from education and innovation, to trade and economic and social outcomes – against current digital policy issues, as presented in Going Digital: Shaping Policies, Improving Lives.

AI - The new intelligence in sales

Author : Livia Rainsberger
Publisher : Springer Nature
ISBN 13 : 3658382511
Total Pages : 180 pages
Book Rating : 4.6/5 (583 download)

DOWNLOAD NOW!

Book Synopsis AI - The new intelligence in sales by : Livia Rainsberger

Download or read book AI - The new intelligence in sales written by Livia Rainsberger and published by Springer Nature. This book was released on 2022-09-26 with total page 180 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book offers sales managers a quick overview of the possible applications of artificial intelligence in sales and explains basic functionalities. What is behind terms such as Sales Automation, Sales AI Analytics, Sales Enablement, Conversational AI, Lead Intelligence, Dynamic Pricing, Sales Management Intelligence and many more? Where is the concrete potential for sales organizations? And how will AI change the work in sales? The author presents the AI tools available on the market today and their application and describes the advantages and disadvantages as well as the limits and possibilities using clear examples. Executives in marketing and sales as well as entrepreneurs and managing directors, especially in medium-sized companies, will receive answers to the most important questions and additionally concrete recommendations for action for the implementation in their own companies.

Digital and Social Media Marketing

Author : Nripendra P. Rana
Publisher : Springer Nature
ISBN 13 : 3030243745
Total Pages : 337 pages
Book Rating : 4.0/5 (32 download)

DOWNLOAD NOW!

Book Synopsis Digital and Social Media Marketing by : Nripendra P. Rana

Download or read book Digital and Social Media Marketing written by Nripendra P. Rana and published by Springer Nature. This book was released on 2019-11-11 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book examines issues and implications of digital and social media marketing for emerging markets. These markets necessitate substantial adaptations of developed theories and approaches employed in the Western world. The book investigates problems specific to emerging markets, while identifying new theoretical constructs and practical applications of digital marketing. It addresses topics such as electronic word of mouth (eWOM), demographic differences in digital marketing, mobile marketing, search engine advertising, among others. A radical increase in both temporal and geographical reach is empowering consumers to exert influence on brands, products, and services. Information and Communication Technologies (ICTs) and digital media are having a significant impact on the way people communicate and fulfil their socio-economic, emotional and material needs. These technologies are also being harnessed by businesses for various purposes including distribution and selling of goods, retailing of consumer services, customer relationship management, and influencing consumer behaviour by employing digital marketing practices. This book considers this, as it examines the practice and research related to digital and social media marketing.

Digital Transformation in Sales

Author : Livia Rainsberger
Publisher : Springer Nature
ISBN 13 : 3658388870
Total Pages : 288 pages
Book Rating : 4.6/5 (583 download)

DOWNLOAD NOW!

Book Synopsis Digital Transformation in Sales by : Livia Rainsberger

Download or read book Digital Transformation in Sales written by Livia Rainsberger and published by Springer Nature. This book was released on 2023-01-01 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 of technologies and digital sales tools and creates an understanding of what the digitization of sales is really about. The primary driver of digitization is the modern customer, and it is important to always keep him in mind throughout the entire sales strategy. The sole use of technologies and the pure digitization 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 do 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 digitalization? The author provides answers to these and many other questions and shows how sales managers can make themselves fit for the future. With concrete tips and numerous implementation aids.

Country Commerce

Author :
Publisher :
ISBN 13 :
Total Pages : 76 pages
Book Rating : 4.:/5 ( download)

DOWNLOAD NOW!

Book Synopsis Country Commerce by :

Download or read book Country Commerce written by and published by . This book was released on 2003 with total page 76 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Digital Selling

Author : Nicolai Barth
Publisher :
ISBN 13 : 9783903030374
Total Pages : 258 pages
Book Rating : 4.0/5 (33 download)

DOWNLOAD NOW!

Book Synopsis Digital Selling by : Nicolai Barth

Download or read book Digital Selling written by Nicolai Barth and published by . This book was released on 2017-03-02 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Digital Transformation in Small and Medium-Sized Enterprises

Author : Johannes Trenkle
Publisher :
ISBN 13 : 9783748922131
Total Pages : 0 pages
Book Rating : 4.9/5 (221 download)

DOWNLOAD NOW!

Book Synopsis Digital Transformation in Small and Medium-Sized Enterprises by : Johannes Trenkle

Download or read book Digital Transformation in Small and Medium-Sized Enterprises written by Johannes Trenkle and published by . This book was released on 2020 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Das Buch bringt die digitale Transformation in KMU auf den Punkt. Sie unterstützt Wissenschaftler, Unternehmer und politische Entscheider gleichermaßen, indem sie eine strukturierte, logische Diskussion ermöglicht. Das Buch besteht aus drei Teilen. Teil I entwickelt einen Rahmen für eine Strategie in der digitalen Transformation entlang der vier Kategorien Technologienutzung, Veränderungen in der Wertschöpfung, organisatorische Aspekte und finanzielle Aspekte. Teil II identifiziert Komponenten eines digitalen Transformationskontrollsystems, das kulturelle, planerische, administrative und auf Leistungsindikatoren basierende Kontrollen umfasst. In Teil III werden 11 generische Typen von Innovationsnetzwerken herausgearbeitet.

The Social Selling in the B2B Service Industry. Opportunities and Risks

Author : Jasmin Armbruster
Publisher : GRIN Verlag
ISBN 13 : 3346476642
Total Pages : 24 pages
Book Rating : 4.3/5 (464 download)

DOWNLOAD NOW!

Book Synopsis The Social Selling in the B2B Service Industry. Opportunities and Risks by : Jasmin Armbruster

Download or read book The Social Selling in the B2B Service Industry. Opportunities and Risks written by Jasmin Armbruster and published by GRIN Verlag. This book was released on 2021-08-31 with total page 24 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2021 in the subject Business economics - Offline Marketing and Online Marketing, grade: 1,3, University of Applied Sciences Münster (Wirtschaft), course: Business-to-Business Marketing & Service Marketing, language: English, abstract: This paper deals with the question, what impact millenials' generational characteristics do have on the effectiveness of a Social Selling approach of a service company selling to B2B prospects. Research shows a convergence of business-to-consumer (B2C) and business-to-business (B2B) purchasing behaviour. Likewise, managers and employees search for information, check reviews and testimonials of sellers and their products online. To react to these changes, the sales process (SP) must be digitalised to serve the needs of today’s buyers. This transformation is particularly driven by millennials, since this generation forms the major part of today’s workforce . To get attention from millennials, service providers must rethink the traditional SP and use Social Media to respond to changing customer demand and behaviour.

Serving the Customer

Author : Thomas Aichner
Publisher :
ISBN 13 : 9783658390747
Total Pages : 0 pages
Book Rating : 4.3/5 (97 download)

DOWNLOAD NOW!

Book Synopsis Serving the Customer by : Thomas Aichner

Download or read book Serving the Customer written by Thomas Aichner and published by . This book was released on 2023 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book examines key aspects of selling and the sale of goods and services in B2C and B2B. Renowned scholars and practitioners contributed their expertise with a wide range of articles about how to serve customers and the role of selling and sales. Their research results and practical experiences can be used as a basis for further research as well as implemented by small, medium-sized and globally operating companies. The 13 chapters are organized in four parts, starting with (I) value creation and selling services, followed by (II) business negotiations and sales in B2B, (III) using technology and innovation to increase sales and study consumers, and finishing with two chapters about sales competencies on the one hand and a critical piece about consumption on the other hand under (IV) selling more or consuming less? The European perspective adopted in the book provides both international researchers and entrepreneurs, as well as those already working in Europe, with a better understanding of the market and the dynamics in the consumer and business sectors. Excerpt from the content The meaning of value creation and value-in-use in selling services The vital role of pricing, customer participation, and the responsibilities of front-line employees How to negotiate the sale in B2B and purchase of three distinct types of business services How, why, and under which circumstances retailers are considering machine learning forecasting methods to increase sales Proposal for an autonomous consumer business, which is about fully automating transactions between a seller and a buyer How the Net Promoter Score works and why it can be both beneficial but also viewed skeptically Which specific competencies sales professionals must possess to succeed and sell well The downsides and threats of our economic system with a single-minded focus on the growth of sales or revenues About the editor Prof. Dr. Thomas Aichner is an Associate Professor of Marketing who held academic positions at leading Universities and Business Schools in Austria, Germany, Italy, and Saudi Arabia.

Leading Digital

Author : George Westerman
Publisher : Harvard Business Review Press
ISBN 13 : 1625272480
Total Pages : 303 pages
Book Rating : 4.6/5 (252 download)

DOWNLOAD NOW!

Book Synopsis Leading Digital by : George Westerman

Download or read book Leading Digital written by George Westerman and published by Harvard Business Review Press. This book was released on 2014-09-23 with total page 303 pages. Available in PDF, EPUB and Kindle. Book excerpt: Become a Digital Master—No Matter What Business You’re In If you think the phrase “going digital” is only relevant for industries like tech, media, and entertainment—think again. In fact, mobile, analytics, social media, sensors, and cloud computing have already fundamentally changed the entire business landscape as we know it—including your industry. The problem is that most accounts of digital in business focus on Silicon Valley stars and tech start-ups. But what about the other 90-plus percent of the economy? In Leading Digital, authors George Westerman, Didier Bonnet, and Andrew McAfee highlight how large companies in traditional industries—from finance to manufacturing to pharmaceuticals—are using digital to gain strategic advantage. They illuminate the principles and practices that lead to successful digital transformation. Based on a study of more than four hundred global firms, including Asian Paints, Burberry, Caesars Entertainment, Codelco, Lloyds Banking Group, Nike, and Pernod Ricard, the book shows what it takes to become a Digital Master. It explains successful transformation in a clear, two-part framework: where to invest in digital capabilities, and how to lead the transformation. Within these parts, you’ll learn: • How to engage better with your customers • How to digitally enhance operations • How to create a digital vision • How to govern your digital activities The book also includes an extensive step-by-step transformation playbook for leaders to follow. Leading Digital is the must-have guide to help your organization survive and thrive in the new, digitally powered, global economy.

Rethinking Sales Management

Author : Beth Rogers
Publisher : John Wiley & Sons
ISBN 13 : 1119995515
Total Pages : 317 pages
Book Rating : 4.1/5 (199 download)

DOWNLOAD NOW!

Book Synopsis Rethinking Sales Management by : Beth Rogers

Download or read book Rethinking Sales Management written by Beth Rogers and published by John Wiley & Sons. This book was released on 2011-02-15 with total page 317 pages. Available in PDF, EPUB and Kindle. Book excerpt: Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role. This concise guide for sales managers is based on a well-known sales management technique called the ‘customer portfolio matrix’. Beth Rogers weaves her version of this throughout, enabling sales managers to see their strategy from the customer’s point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results.

Digital Transformation in Sales

Author : Livia Rainsberger
Publisher :
ISBN 13 : 9783658388881
Total Pages : 0 pages
Book Rating : 4.3/5 (888 download)

DOWNLOAD NOW!

Book Synopsis Digital Transformation in Sales by : Livia Rainsberger

Download or read book Digital Transformation in Sales written by Livia Rainsberger and published by . This book was released on 2023 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

The Effect of the Internet on Sales Management

Author : Tomislaw Dalic
Publisher : GRIN Verlag
ISBN 13 : 3638206939
Total Pages : 17 pages
Book Rating : 4.6/5 (382 download)

DOWNLOAD NOW!

Book Synopsis The Effect of the Internet on Sales Management by : Tomislaw Dalic

Download or read book The Effect of the Internet on Sales Management written by Tomislaw Dalic and published by GRIN Verlag. This book was released on 2003-07-23 with total page 17 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2001 in the subject Business economics - Trade and Distribution, grade: 9 (von 10), Maastricht University (FDEWB), course: Sales management, language: English, abstract: [...] No waves disturbed their journey. Especially the last decade this calm sea turned into a world of waves, the tips of the waves blinking white, a sign for a restless sea and a build up of higher waves. The Internet brought many companies into permanent white water, the ever changing business environment. They need to adapt in order to remain profitable and secure survival. The Internet is a type of global information infrastructure consisting of computer hardware and software that is characterized as both general and open (Peterson, Balasubramanian and Bronnenberg, 1997). In this definition “general” refers to the fact that the Internet has not been designed for one particular set of services. “Open” implies that all specifications necessary to use the Internet are publicly available. In other words, the Internet is a network of networks. The Internet is a rapid growing phenomenon. One of the most fascinating elements has been its amazing growth. The Bureau of Economic Analysis (2000) found that U.S. consumers and businesses spending on information technology was about 10 % of the U.S. gross national product (GDP) in the year 2000 compared to a merely 1.5 % in 1981. The present popularity of the Internet as a commercial medium is due to its ability to facilitate global sharing of information and resources, and its potential to provide an efficient channel for advertising, marketing, and even direct distribution of certain goods and information services. The Internet has been called the most important new marketing medium since television. The use of the Internet allows companies to identify their customers, differentiate them, interact with them, and then customize programs that will heighten customer satisfaction and loyalty (Groossman, 1998). The Internet has radically changed the way companies do business. For instance, it can be used as an effective business-to-business tool to increase collaboration. Therefore, the main problem statement this paper answers is : What is the effect of the Internet on Sales management? First, the general advantages and disadvantages of the Internet will be discussed. Second, the effect of the Internet on the buyer-seller relationship are enlightened. Third, change in the sales representative’s job are elaborated on. After that a proposal is made to effectively integrate the Internet in the sales force activities. The paper ends with a short conclusion.

Training and Development Yearbook 2002

Author : Carolyn Nilson, PH.D PhD, Ed.D
Publisher : Business & Professional Division
ISBN 13 : 9780130421333
Total Pages : 440 pages
Book Rating : 4.4/5 (213 download)

DOWNLOAD NOW!

Book Synopsis Training and Development Yearbook 2002 by : Carolyn Nilson, PH.D PhD, Ed.D

Download or read book Training and Development Yearbook 2002 written by Carolyn Nilson, PH.D PhD, Ed.D and published by Business & Professional Division. This book was released on 2002 with total page 440 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The Yearbook" features the best full-length articles from leading publications plus abstracts of hundreds of other articles.

The Digital Transformation of SMEs

Author : Oecd
Publisher : Org. for Economic Cooperation & Development
ISBN 13 : 9789264392458
Total Pages : 274 pages
Book Rating : 4.3/5 (924 download)

DOWNLOAD NOW!

Book Synopsis The Digital Transformation of SMEs by : Oecd

Download or read book The Digital Transformation of SMEs written by Oecd and published by Org. for Economic Cooperation & Development. This book was released on 2021-02-12 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Digital Entrepreneurship

Author : Mariusz Soltanifar
Publisher : Springer Nature
ISBN 13 : 3030539148
Total Pages : 339 pages
Book Rating : 4.0/5 (35 download)

DOWNLOAD NOW!

Book Synopsis Digital Entrepreneurship by : Mariusz Soltanifar

Download or read book Digital Entrepreneurship written by Mariusz Soltanifar and published by Springer Nature. This book was released on 2020-11-13 with total page 339 pages. Available in PDF, EPUB and Kindle. Book excerpt: This open access book explores the global challenges and experiences related to digital entrepreneurial activities, using carefully selected examples from leading companies and economies that shape world business today and tomorrow. Digital entrepreneurship and the companies steering it have an enormous global impact; they promise to transform the business world and change the way we communicate with each other. These companies use digitalization and artificial intelligence to enhance the quality of decisions and augment their business and customer operations. This book demonstrates how cloud services are continuing to evolve; how cryptocurrencies are traded in the banking industry; how platforms are created to commercialize business, and how, taken together, these developments provide new opportunities in the digitalized era. Further, it discusses a wide range of digital factors changing the way businesses operate, including artificial intelligence, chatbots, voice search, augmented and virtual reality, as well as cyber threats and data privacy management. “Digitalization mirrors the Industrial Revolution’s impact. This book provides a complement of perspectives on the opportunities emanating from such a deep seated change in our economy. It is a comprehensive collection of thought leadership mapped into a very useful framework. Scholars, digital entrepreneurs and practitioners will benefit from this timely work.” Gina O’Connor, Professor of Innovation Management at Babson College, USA “This book defines and delineates the requirements for companies to enable their businesses to succeed in a post-COVID19 world. This book deftly examines how to accomplish and achieve digital entrepreneurship by leveraging cloud computing, AI, IoT and other critical technologies. This is truly a unique “must-read” book because it goes beyond theory and provides practical examples.” Charlie Isaacs, CTO of Customer Connection at Salesforce.com, USA "This book provides digital entrepreneurs useful guidance identifying, validating and building their venture. The international authors developed new perspectives on digital entrepreneurship that can support to create impact ventures.” Felix Staeritz, CEO FoundersLane, Member of the World Economic Forum Digital Leaders Board and bestselling author of FightBack, Germany