Disruptive Selling: A New Strategic Approach to Sales, Marketing and Customer Service

The traditional sales force is no longer effective in the digital age. This book provides insights and examples from disruptive organizations to help companies transform their selling strategies and engage with the digitally empowered consumer. It emphasizes the importance of a combination of factors, including customer motivation, value propositions, organizational structure, and business culture, for successful disruptive selling.

Format: Paperback / softback
Length: 232 pages
Publication date: 03 April 2018
Publisher: Kogan Page Ltd

The traditional sales force is no longer the dominant force in the business world. Customers now lead mobile and online lives, and successful companies have adapted to engage with the digitally empowered consumer. To remain competitive in this ever-changing landscape, companies must transform themselves to the new age of selling. Successful disruptive selling concepts must be based on a combination of factors, including an understanding of customer motivations, corresponding value propositions, appropriate organizational structures, and the right overarching business culture.

Disruptive Selling provides a comprehensive guide to achieving this. Featuring case studies and examples from disruptive organizations such as AirBnB, Zalando, and Bol.com, it empowers readers to look critically at their organizations and begin their own disruptive selling journeys. The book offers a carefully researched, clearly explained framework and practical guidelines that will allow readers to get started immediately. It is the ultimate guide to remaining competitive and adaptive in a continually changing world.

Weight: 356g
Dimension: 234 x 156 x 16 (mm)
ISBN-13: 9780749482343