Managerial and academic literature provide only limited guidance on how to drive the digital transformation of sales. This article presents a model for in-depth analysis of sales processes, goals for each process in terms of effectiveness and efficiency, and a structured set of digital responses. For managers, it provides actionable guidelines on how to drive the digital transformation of sales, a large set of inspiring examples, and an international benchmarking opportunity
Despite over half a century’s research and practice, our track record in leading digital transformat...
Purpose: To describe the state of the art of digital transformation research, providing an overview ...
Many firms are engaging in the digital transformation (DT) of their sales forces, and this trend has...
Managerial and academic literature provide only limited guidance on how to drive the digital transfo...
Abstract Transformation in the digital world is one of the challenges that many sales organizations...
As buyers increasingly become more tech-savvy and consequently more demanding, it is imperative that...
The aim of this paper is to provide insights regarding the state of the art of Digital Transformatio...
The rapid growth of digital technologies and the extraordinary amount of data that devices and appli...
Title: Managing Digital Transformation: How organizations turn digital transformation into business ...
Despite an increased understanding of changing customer behavior and requirements for more digitaliz...
© 2018 John Wiley & Sons, Ltd. Digitally enabled organizations are supported by new information an...
Digital transformation and resultant business model innovation have fundamentally altered consumers'...
This research work aims to analyze and expand on the topic of digitalization in the business sales p...
In the new VUCA (Volatile, Uncertain, Complex and Ambiguous) world that we live in, there are new ru...
Conducting digital transformation projects is a challenging task for companies. Overcoming this chal...
Despite over half a century’s research and practice, our track record in leading digital transformat...
Purpose: To describe the state of the art of digital transformation research, providing an overview ...
Many firms are engaging in the digital transformation (DT) of their sales forces, and this trend has...
Managerial and academic literature provide only limited guidance on how to drive the digital transfo...
Abstract Transformation in the digital world is one of the challenges that many sales organizations...
As buyers increasingly become more tech-savvy and consequently more demanding, it is imperative that...
The aim of this paper is to provide insights regarding the state of the art of Digital Transformatio...
The rapid growth of digital technologies and the extraordinary amount of data that devices and appli...
Title: Managing Digital Transformation: How organizations turn digital transformation into business ...
Despite an increased understanding of changing customer behavior and requirements for more digitaliz...
© 2018 John Wiley & Sons, Ltd. Digitally enabled organizations are supported by new information an...
Digital transformation and resultant business model innovation have fundamentally altered consumers'...
This research work aims to analyze and expand on the topic of digitalization in the business sales p...
In the new VUCA (Volatile, Uncertain, Complex and Ambiguous) world that we live in, there are new ru...
Conducting digital transformation projects is a challenging task for companies. Overcoming this chal...
Despite over half a century’s research and practice, our track record in leading digital transformat...
Purpose: To describe the state of the art of digital transformation research, providing an overview ...
Many firms are engaging in the digital transformation (DT) of their sales forces, and this trend has...
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