Digital Sales Transformation: WHAT Is It Really?

Livia Rainsberger
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Livia Rainsberger: WISSENCE

Chapter 2 in Digital Transformation in Sales, 2023, pp 33-42 from Springer

Abstract: Abstract The topic of digital transformation in sales is to be found somewhere between ignorance and hype and still fails to achieve the necessary level of understanding within sales organizations. There is a lot of talk and discussion, but still no real understanding of what digital sales transformation is actually about. The misunderstandings start with the terminology itself and are only exacerbated by the conflicting information in the market and with the active support of the differing opinions and views of experts. As a result, despite fragmented digitalization initiatives, sales organizations are in reality still operating as they did 20 years ago and fail to recognize how critical is the creating of the necessary knowledge about digital transformation across sales organizations for long-term survival and success.

Date: 2023
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DOI: 10.1007/978-3-658-38887-4_2

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