Mastering the Digital Transformation of Sales
提出了一个分析销售流程、设定效率与效果目标、并匹配数字化方案的模型，为管理者提供行动指南、案例和国际基准机会。
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.