Overview
- Provides holistic customer-focused insights into sales performance
- Offers implementation support with practice-based examples
- Includes an outlook on modern sales strategies
Part of the book series: Business Guides on the Go (BUGO)
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About this book
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.
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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Keywords
Table of contents (4 chapters)
Authors and Affiliations
About the authors
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.
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.
Bibliographic Information
Book Title: Sales Enablement
Book Subtitle: Tools and Techniques for Modern Sales Organization
Authors: Dietmar Kilian, Peter Mirski, Britta Lorenz
Series Title: Business Guides on the Go
DOI: https://doi.org/10.1007/978-3-658-40365-2
Publisher: Springer Wiesbaden
eBook Packages: Business and Management, Business and Management (R0)
Copyright Information: The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Fachmedien Wiesbaden GmbH, part of Springer Nature 2023
Hardcover ISBN: 978-3-658-40364-5Published: 27 April 2023
Softcover ISBN: 978-3-658-40367-6Published: 28 April 2024
eBook ISBN: 978-3-658-40365-2Published: 26 April 2023
Series ISSN: 2731-4758
Series E-ISSN: 2731-4766
Edition Number: 1
Number of Pages: XIII, 96
Number of Illustrations: 15 illustrations in colour
Topics: Customer Relationship Management, Sales/Distribution, Online Marketing/Social Media