Digital Sales Transformation In a Customer First World

Digital Sales Transformation is about selling in a digitally transformed world. It changes how you sell and engage with your customer. Defining a Digital Sales Transformation blueprint to guide sales organizations to respond to this disruption as they struggle to catch up to their more digitally advanced customers is this book’s core theme. Digital Sales Transformation in a Customer First World will be your constant companion as you execute your Digital Sales Transformation strategy. At over 500 pages, it is packed with actionable knowledge as a blueprint for your journey. It guides you to define your Ideal Customer Profile, to Understand the Customer’s Business, to Build, Elevate and Expand Relationships, and how to Create and Communicate Value. It includes a framework to build an effective Executive Sponsor Program, to execute Account Based Marketing, and describes the role of Artificial Intelligence in enterprise B2B sales. It sets out Strategy, Sales Execution, and Sales Management methods for Sales Process, Opportunity Management, Account Management and overall Sales Team Performance Management, and it describes the technology to use in each case.

Table of Contents

Chapter 1 Introduction
Chapter 2 Digital Sales Transformation Part 1: Discover Impact
Chapter 3 Digital Sales Transformation Part 2: Customer Engagement Model
Chapter 4 Digital Sales Transformation Part 3: Capabilities Assessment
Chapter 5 Benefits Of Executive Sponsor Programs Thanhia Sanchez, Vice President Solutions Engineers And Sales Enablement, Deltek
Chapter 5 Benefits Of Relationship Maps
Chapter 5 The Ideal Customer Profile
Chapter 6 Relationships: The Buyer’S Perspective
Chapter 7 A Structure For Building Relationships
Chapter 8 The Executive Sponsor: Their Role In Large Accounts
Chapter 9 Know Your Customer First
Chapter 10 Create And Communicate Value
Chapter 11 Communicate Value At Scale: Account Based Marketing
Chapter 12 The Role Of Ai In Enterprise Sales
Chapter 13 Sales Process
Chapter 14 Opportunity Management
Chapter 15 Account Management
Chapter 16 Sales Performance Management
Chapter 17 Final Words