Sales Technology: An Ocean of Possibilities

Livia Rainsberger
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Livia Rainsberger: WISSENCE

Chapter 4 in Digital Transformation in Sales, 2023, pp 189-267 from Springer

Abstract: Abstract Sales without technology is unthinkable, not someday in the future, but today already. Especially, because technology can not just optimize processes and make sales activities more efficient, but also plays a key role in developing new business and sales models, better identifying customer needs and meeting them in more innovative ways. Ultimately, technology plays a key role in designing cutting-edge customer experiences and can be viewed from three perspectives: technology type, sales process and sales tools. With its diverse capabilities, it can support the entire sales process in its every single step and not only meet the expectations of modern customers, but also create differentiation and provide competitive advantage. Lastly, it also increases sales productivity and provides managers with a better basis for decision-making, which is why it becomes indispensable in strategic sales management.

Date: 2023
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DOI: 10.1007/978-3-658-38887-4_4

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