Digital Transformation in Sales, WHY Actually?

Livia Rainsberger
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Livia Rainsberger: WISSENCE

Chapter 1 in Digital Transformation in Sales, 2023, pp 1-32 from Springer

Abstract: Abstract Sales is one of the areas that is probably most affected by technological changes. Several trends and developments, primarily in customer behavior and sales technology, are fundamentally changing sales approaches and models. Last but not least, the pandemic has also made its contribution and massively accelerated many changes in sales. Markets, technologies and, most importantly, customers are driving digital transformation in sales, regardless of whether companies and sales organizations have fully recognized the need for change. Activities, roles, tools and approaches in sales are changing radically, yet many don’t know what sales transformation is really about. Despite expert discussions, opinions often diverge and end up predominantly on the technology level and implementation of tools. But technology is only the means and not the goal of digital transformation.

Date: 2023
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DOI: 10.1007/978-3-658-38887-4_1

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