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Disruptive Selling

A New Strategic Approach to Sales, Marketing and Customer Service

By (author) Patrick Maes
Format: Paperback / softback
Publisher: Kogan Page Ltd, London, United Kingdom
Published: 3rd Apr 2018
Dimensions: w 150mm h 230mm d 13mm
Weight: 350g
ISBN-10: 0749482346
ISBN-13: 9780749482343
Barcode No: 9780749482343
Synopsis
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.

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"As a sales executive trying to remain visible within fast-paced markets and information overload, Patrick Maes' book provides essential food for thought to veer off the beaten track in pursuit of a fresh competitive edge."--Robert Schuster Executive Director Marketing and Sales, Flat Rolled Products, Aurubis AG "Not so long ago the disruptor was the anomaly. Patrick Maes confirms that those who don't renew and disrupt their sales organization will become the anomaly, with low chances of survival in this new world. Regardless of your industry, with this book there is no excuse not to accelerate!"--Bert Naert CEO, Buysmetal NV - Kl ckner Metals Belgium