7W Strategy for Digital Transformation in Sales: HOW Do We Close the Gaps?

Livia Rainsberger
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Livia Rainsberger: WISSENCE

Chapter 3 in Digital Transformation in Sales, 2023, pp 43-188 from Springer

Abstract: Abstract Developing and implementing a strategy for the digital transformation in sales requires a thoughtful approach and consideration of many factors, some of which may be obvious, but others may be hidden. The 7W Digital Sales Transformation Model ensures that nothing is overlooked when developing the transformation strategy by addressing all the relevant key issues and areas that are important: from the value proposition, target customers, sales approach and model, sales channels and processes, technology selection and the establishment of state-of-the-art organizational structures, market positioning and differentiation, sales and marketing activities up to strategic goal setting and digital positioning – and last but not least, sales performance management. The description of the model is supported with useful tips on the process of its development and implementation, as well as on how to avoid common mistakes.

Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-658-38887-4_3

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DOI: 10.1007/978-3-658-38887-4_3

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