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Informationen zum Autor 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. Klappentext 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. Disruptive Selling helps 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, this book will empower readers to look critically at their organizations and commercial interaction models, and begin their own disruptive selling journeys. It contains a carefully researched, clearly explained framework to disruptive selling, and practical guidelines that will allow readers to get started immediately. Regardless of industry, sector or company-size, Disruptive Selling is the ultimate guide to remaining competitive and adaptive in a continually changing world.Features a wealth of relevant and fascinating examples and case studies from companies such as AirBnB, Bol.com, Amazon, Zalando and many more Zusammenfassung 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. 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...
