Disruptive Selling

A New Strategic Approach to Sales, Marketing and Customer Service
1. Auflage 2018
ISBN: 978-0-7494-8234-3
Verlag: Kogan Page

Buch, Englisch, 232 Seiten, Format (B × H): 156 mm x 234 mm, Gewicht: 529 g

Adopt disruptive selling strategies that will empower your customers and ensure you stay competitive in the constantly evolving digital landscape with this carefully researched book, featuring case studies and examples from disruptive organizations such as AirBnB, Zalando and Bol.com. The heyday of the classic sales force is over. Customers lead mobile and online lives, and successful companies use disruptive concepts to engage with the digitally empowered consumer. This book will help companies transform themselves to the new age of selling by matching supply to demand in an innovative way. Successful disruptive selling concepts must be based on the right combination of a series of factors, including an understanding of what motivates customers' corresponding value propositions, appropriate organizational structures, and the right overarching business culture. Disruptive Selling demystifies all of this, and more. Featuring case studies and examples from disruptive organizations such as AirBnB, Zalando and Bol.com, it will empower readers to look critically at their organizations and begin their own disruptive selling journeys. Containing a carefully researched, clearly explained framework and practical guidelines that will allow readers to get started immediately, this book is the ultimate guide to remaining competitive and adaptive in a continually changing world.

Autoren/Hrsg.

Maes, Patrick

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Kundenbeziehungsmanagement, Kundenpflege

Inhaltsverzeichnis

• Section - ONE: The end of the world as we know it
• • Chapter - 00: Introduction to disruptive selling: start from scratch;
  • Chapter - 01: Disruption - understanding the new way of selling;
  • Chapter - 02: Creating connections with the new customer through disruptive selling;
• Section - TWO: There is no excuse for being boring
• • Chapter - 03: Creating your value proposition for disruptive selling;
• Section - THREE: Turning opportunity into sales results
• • Chapter - 04: Using people and resources within your disruption strategy;
  • Chapter - 05: Exploring automation and technology for disruptive selling;
  • Chapter - 06: Augmented and virtual reality in business;
• Section - FOUR: Lead, follow or get out of the way
• • Chapter - 07: Executing dynamic disruption and perpetual readiness;
  • Chapter - 08: The new age of disruptive selling - from reading to doing;

Über Autor(innen)

Maes, Patrick
Patrick Maes is founding partner of CPI, specialized in the organization and optimization of commercial approaches. He is a guest lecturer at various business schools, and an inspirational speaker on disruptive commercial strategy at international seminars and congresses.

Patrick Maes is founding partner of CPI, specialized in the organization and optimization of commercial approaches. He is a guest lecturer at various business schools, and an inspirational speaker on disruptive commercial strategy at international seminars and congresses.