Quick Guide Sales Enablement Book by Britta Lorenz
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Quick Guide Sales Enablement

Quick Guide Sales Enablement


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About the Book

Dieses Buch zeigt, wie es gelingt, eine optimal ausgestaltete Vertriebsorganisation zu etablieren, die konsequent auf Kunden und deren Kaufentscheidungen basiert und dadurch entscheidende Wettbewerbsvorteile generiert. Denn nur so kann heutzutage der Unternehmenserfolg gesichert und gesteigert werden.Im Mittelpunkt steht der Sales-Enablement-Prozess als holistisches Rahmenkonzept. Er bildet die Infrastruktur, die eine effiziente Zusammenarbeit aller Unternehmensabteilungen gewährleistet. Die Autor*innen erläutern die Ausrichtung sämtlicher Ziele, Motivationen, Denkmuster, Aktionen und Kampagnen an den Bedürfnissen der Kunden. Zudem zeigen sie, welche Methoden und Herangehensweisen aus ihrer Sicht besonders erfolgversprechend sind und wie der praktische Start in ein Sales Enablement konkret aussehen kann.
About the Author: Prof. Dr. Dietmar Kilian ist Gründungspartner des international agierenden Beratungsunternehmens PDAgroup und Professor am MCI Innsbruck für Prozessmanagement und Digitalisierung im Vertrieb. Prof. Dr. Peter Mirski ist Gründungspartner der PDAgroup und Leiter der Studiengänge "Management Communication & IT" sowie "Digital Business & Software Engineering" am MCI Innsbruck. Britta Lorenz, MBA, ist Partnerin in der PDAgroup Mentorin sowie Executive Coach. Ihr Fokus liegt auf Sales Enablement, darüber hinaus ist sie Chapter Lead von WiSE (Women in Sales Enablement) DACH.


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Product Details
  • ISBN-13: 9783658383848
  • Publisher: Springer Fachmedien Wiesbaden
  • Publisher Imprint: Springer Gabler
  • Height: 210 mm
  • No of Pages: 107
  • Spine Width: 7 mm
  • Weight: 209 gr
  • ISBN-10: 3658383844
  • Publisher Date: 28 Aug 2022
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Sub Title: Wie Sie durch die Integration aller kundenbezogenen Aktivitäten die beste Sales Performance erzielen
  • Width: 148 mm


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