Sales Enablement: Tools and Techniques for Modern Sales Organization
Saved in:
| Main Author: | |
|---|---|
| Format: | Electronic eBook |
| Language: | English |
| Published: |
Wiesbaden
Springer Vieweg. in Springer Fachmedien Wiesbaden GmbH
2023
|
| Edition: | 1st ed |
| Series: | Business Guides on the Go Series
|
| Subjects: | |
| Online Access: | DE-2070s |
| Item Description: | Description based on publisher supplied metadata and other sources |
| Physical Description: | 1 Online-Ressource (106 Seiten) |
| ISBN: | 9783658403652 |
Staff View
MARC
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| 100 | 1 | |a Kilian, Dietmar |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Sales Enablement |b Tools and Techniques for Modern Sales Organization |
| 250 | |a 1st ed | ||
| 264 | 1 | |a Wiesbaden |b Springer Vieweg. in Springer Fachmedien Wiesbaden GmbH |c 2023 | |
| 264 | 4 | |c ©2023 | |
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| 505 | 8 | |a Intro -- Preface -- Acknowledgment -- Contents -- List of Figures -- List of Tables -- 1: Background and Motivation -- 1.1 Factors Influencing Sales and Sales Processes -- 1.1.1 Digitalization in General and Its Basic Concepts -- 1.1.2 Changing Working Conditions in Companies: And the Expectations of Customers -- 1.1.3 Changed Competence Profiles -- 1.2 The Strategy: Sales Enablement as a Management Task -- 1.2.1 Overall Model of Strategic Corporate Management -- 1.2.2 "Open Strategy" -- 1.2.3 Sales Strategy -- 1.2.4 Sales Key Performance Indicators and Analytics -- 1.2.5 Closing the Loop: Or How to Bring Sales Experience Back into Strategy -- 1.3 The Sales Enablement Process -- 1.4 The Innovation and Initiation Process in the Design Thinking Format -- 1.5 An Outlook: What the Future Holds -- References -- 2: Sales Enablement at a Glance -- 2.1 Definitions and Customer First -- 2.2 Sales Enablement Strategy -- 2.3 Processes, Training, and Sales Coaching -- 2.4 Content and Content Creation -- 2.5 Tools & -- Technology -- 2.6 Sales Enablement Charter -- 2.6.1 Overview of Historical Development -- 2.6.2 The Path from Problem Solver to Strategic Partner in the Company -- 2.6.3 Increasing Efficiency and Effectiveness Through Customer First -- 2.7 Practical Example -- 2.7.1 Possible Initial Situation -- 2.7.2 Problem Identification of the Initial Situation -- 2.7.3 Sales Enablement Solution Approaches -- 2.7.4 Outlook and Further Steps -- 2.7.5 Sales Enablement Charter for the Practical Example -- References -- 3: The Practical Start in Sales Enablement -- 3.1 The Sales Process Adapted to Customer Behavior -- 3.2 Sales Enablement Canvas -- 3.3 Evaluation of the Status Quo-Relevant Factors -- 3.4 Creating the Right Conditions -- 3.5 Continuing Education, Training, and Coaching -- 3.6 Technology and Tools | |
| 505 | 8 | |a 3.7 Content Structure and Offer -- 3.8 A Concrete Example -- References -- 4: Hybrid Sales Approach and Sales Enablement -- References -- Summary and Outlook -- References | |
| 650 | 4 | |a Sales management | |
| 700 | 1 | |a Mirski, Peter |e Sonstige |4 oth | |
| 700 | 1 | |a Lorenz, Britta |e Sonstige |4 oth | |
| 776 | 0 | 8 | |i Erscheint auch als |n Druck-Ausgabe |a Kilian, Dietmar |t Sales Enablement |d Wiesbaden : Springer Vieweg. in Springer Fachmedien Wiesbaden GmbH,c2023 |z 9783658403645 |
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Record in the Search Index
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| adam_text | |
| any_adam_object | |
| author | Kilian, Dietmar |
| author_facet | Kilian, Dietmar |
| author_role | aut |
| author_sort | Kilian, Dietmar |
| author_variant | d k dk |
| building | Verbundindex |
| bvnumber | BV049874564 |
| collection | ZDB-30-PQE |
| contents | Intro -- Preface -- Acknowledgment -- Contents -- List of Figures -- List of Tables -- 1: Background and Motivation -- 1.1 Factors Influencing Sales and Sales Processes -- 1.1.1 Digitalization in General and Its Basic Concepts -- 1.1.2 Changing Working Conditions in Companies: And the Expectations of Customers -- 1.1.3 Changed Competence Profiles -- 1.2 The Strategy: Sales Enablement as a Management Task -- 1.2.1 Overall Model of Strategic Corporate Management -- 1.2.2 "Open Strategy" -- 1.2.3 Sales Strategy -- 1.2.4 Sales Key Performance Indicators and Analytics -- 1.2.5 Closing the Loop: Or How to Bring Sales Experience Back into Strategy -- 1.3 The Sales Enablement Process -- 1.4 The Innovation and Initiation Process in the Design Thinking Format -- 1.5 An Outlook: What the Future Holds -- References -- 2: Sales Enablement at a Glance -- 2.1 Definitions and Customer First -- 2.2 Sales Enablement Strategy -- 2.3 Processes, Training, and Sales Coaching -- 2.4 Content and Content Creation -- 2.5 Tools & -- Technology -- 2.6 Sales Enablement Charter -- 2.6.1 Overview of Historical Development -- 2.6.2 The Path from Problem Solver to Strategic Partner in the Company -- 2.6.3 Increasing Efficiency and Effectiveness Through Customer First -- 2.7 Practical Example -- 2.7.1 Possible Initial Situation -- 2.7.2 Problem Identification of the Initial Situation -- 2.7.3 Sales Enablement Solution Approaches -- 2.7.4 Outlook and Further Steps -- 2.7.5 Sales Enablement Charter for the Practical Example -- References -- 3: The Practical Start in Sales Enablement -- 3.1 The Sales Process Adapted to Customer Behavior -- 3.2 Sales Enablement Canvas -- 3.3 Evaluation of the Status Quo-Relevant Factors -- 3.4 Creating the Right Conditions -- 3.5 Continuing Education, Training, and Coaching -- 3.6 Technology and Tools 3.7 Content Structure and Offer -- 3.8 A Concrete Example -- References -- 4: Hybrid Sales Approach and Sales Enablement -- References -- Summary and Outlook -- References |
| ctrlnum | (ZDB-30-PQE)EBC7241939 (ZDB-30-PAD)EBC7241939 (ZDB-89-EBL)EBL7241939 (OCoLC)1378008314 (DE-599)BVBBV049874564 |
| dewey-full | 658.81 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.81 |
| dewey-search | 658.81 |
| dewey-sort | 3658.81 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 1st ed |
| format | Electronic eBook |
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| id | DE-604.BV049874564 |
| illustrated | Not Illustrated |
| indexdate | 2024-09-19T05:22:06Z |
| institution | BVB |
| isbn | 9783658403652 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-035214022 |
| oclc_num | 1378008314 |
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| owner_facet | DE-2070s |
| physical | 1 Online-Ressource (106 Seiten) |
| psigel | ZDB-30-PQE ZDB-30-PQE HWR_PDA_PQE |
| publishDate | 2023 |
| publishDateSearch | 2023 |
| publishDateSort | 2023 |
| publisher | Springer Vieweg. in Springer Fachmedien Wiesbaden GmbH |
| record_format | marc |
| series2 | Business Guides on the Go Series |
| spelling | Kilian, Dietmar Verfasser aut Sales Enablement Tools and Techniques for Modern Sales Organization 1st ed Wiesbaden Springer Vieweg. in Springer Fachmedien Wiesbaden GmbH 2023 ©2023 1 Online-Ressource (106 Seiten) txt rdacontent c rdamedia cr rdacarrier Business Guides on the Go Series Description based on publisher supplied metadata and other sources Intro -- Preface -- Acknowledgment -- Contents -- List of Figures -- List of Tables -- 1: Background and Motivation -- 1.1 Factors Influencing Sales and Sales Processes -- 1.1.1 Digitalization in General and Its Basic Concepts -- 1.1.2 Changing Working Conditions in Companies: And the Expectations of Customers -- 1.1.3 Changed Competence Profiles -- 1.2 The Strategy: Sales Enablement as a Management Task -- 1.2.1 Overall Model of Strategic Corporate Management -- 1.2.2 "Open Strategy" -- 1.2.3 Sales Strategy -- 1.2.4 Sales Key Performance Indicators and Analytics -- 1.2.5 Closing the Loop: Or How to Bring Sales Experience Back into Strategy -- 1.3 The Sales Enablement Process -- 1.4 The Innovation and Initiation Process in the Design Thinking Format -- 1.5 An Outlook: What the Future Holds -- References -- 2: Sales Enablement at a Glance -- 2.1 Definitions and Customer First -- 2.2 Sales Enablement Strategy -- 2.3 Processes, Training, and Sales Coaching -- 2.4 Content and Content Creation -- 2.5 Tools & -- Technology -- 2.6 Sales Enablement Charter -- 2.6.1 Overview of Historical Development -- 2.6.2 The Path from Problem Solver to Strategic Partner in the Company -- 2.6.3 Increasing Efficiency and Effectiveness Through Customer First -- 2.7 Practical Example -- 2.7.1 Possible Initial Situation -- 2.7.2 Problem Identification of the Initial Situation -- 2.7.3 Sales Enablement Solution Approaches -- 2.7.4 Outlook and Further Steps -- 2.7.5 Sales Enablement Charter for the Practical Example -- References -- 3: The Practical Start in Sales Enablement -- 3.1 The Sales Process Adapted to Customer Behavior -- 3.2 Sales Enablement Canvas -- 3.3 Evaluation of the Status Quo-Relevant Factors -- 3.4 Creating the Right Conditions -- 3.5 Continuing Education, Training, and Coaching -- 3.6 Technology and Tools 3.7 Content Structure and Offer -- 3.8 A Concrete Example -- References -- 4: Hybrid Sales Approach and Sales Enablement -- References -- Summary and Outlook -- References Sales management Mirski, Peter Sonstige oth Lorenz, Britta Sonstige oth Erscheint auch als Druck-Ausgabe Kilian, Dietmar Sales Enablement Wiesbaden : Springer Vieweg. in Springer Fachmedien Wiesbaden GmbH,c2023 9783658403645 |
| spellingShingle | Kilian, Dietmar Sales Enablement Tools and Techniques for Modern Sales Organization Intro -- Preface -- Acknowledgment -- Contents -- List of Figures -- List of Tables -- 1: Background and Motivation -- 1.1 Factors Influencing Sales and Sales Processes -- 1.1.1 Digitalization in General and Its Basic Concepts -- 1.1.2 Changing Working Conditions in Companies: And the Expectations of Customers -- 1.1.3 Changed Competence Profiles -- 1.2 The Strategy: Sales Enablement as a Management Task -- 1.2.1 Overall Model of Strategic Corporate Management -- 1.2.2 "Open Strategy" -- 1.2.3 Sales Strategy -- 1.2.4 Sales Key Performance Indicators and Analytics -- 1.2.5 Closing the Loop: Or How to Bring Sales Experience Back into Strategy -- 1.3 The Sales Enablement Process -- 1.4 The Innovation and Initiation Process in the Design Thinking Format -- 1.5 An Outlook: What the Future Holds -- References -- 2: Sales Enablement at a Glance -- 2.1 Definitions and Customer First -- 2.2 Sales Enablement Strategy -- 2.3 Processes, Training, and Sales Coaching -- 2.4 Content and Content Creation -- 2.5 Tools & -- Technology -- 2.6 Sales Enablement Charter -- 2.6.1 Overview of Historical Development -- 2.6.2 The Path from Problem Solver to Strategic Partner in the Company -- 2.6.3 Increasing Efficiency and Effectiveness Through Customer First -- 2.7 Practical Example -- 2.7.1 Possible Initial Situation -- 2.7.2 Problem Identification of the Initial Situation -- 2.7.3 Sales Enablement Solution Approaches -- 2.7.4 Outlook and Further Steps -- 2.7.5 Sales Enablement Charter for the Practical Example -- References -- 3: The Practical Start in Sales Enablement -- 3.1 The Sales Process Adapted to Customer Behavior -- 3.2 Sales Enablement Canvas -- 3.3 Evaluation of the Status Quo-Relevant Factors -- 3.4 Creating the Right Conditions -- 3.5 Continuing Education, Training, and Coaching -- 3.6 Technology and Tools 3.7 Content Structure and Offer -- 3.8 A Concrete Example -- References -- 4: Hybrid Sales Approach and Sales Enablement -- References -- Summary and Outlook -- References Sales management |
| title | Sales Enablement Tools and Techniques for Modern Sales Organization |
| title_auth | Sales Enablement Tools and Techniques for Modern Sales Organization |
| title_exact_search | Sales Enablement Tools and Techniques for Modern Sales Organization |
| title_full | Sales Enablement Tools and Techniques for Modern Sales Organization |
| title_fullStr | Sales Enablement Tools and Techniques for Modern Sales Organization |
| title_full_unstemmed | Sales Enablement Tools and Techniques for Modern Sales Organization |
| title_short | Sales Enablement |
| title_sort | sales enablement tools and techniques for modern sales organization |
| title_sub | Tools and Techniques for Modern Sales Organization |
| topic | Sales management |
| topic_facet | Sales management |
| work_keys_str_mv | AT kiliandietmar salesenablementtoolsandtechniquesformodernsalesorganization AT mirskipeter salesenablementtoolsandtechniquesformodernsalesorganization AT lorenzbritta salesenablementtoolsandtechniquesformodernsalesorganization |