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Digital Sales in B2B: Status and Application

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Advances in Creativity, Innovation, Entrepreneurship and Communication of Design (AHFE 2021)

Part of the book series: Lecture Notes in Networks and Systems ((LNNS,volume 276))

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Abstract

The megatrend of digitalization has transformed the way companies are doing business with their clients. We show that digitizing business-to-business (B2B) sales is not solely a question of technology, but also involves considerations of the buying cycle. Therefore, we discuss the progression from the traditional buying cycle to the customer journey. We illustrate the need for digitizing this journey and outline important customer touchpoints. Afterward, we identify emerging technologies in B2B sales and show how they can be applied to digitize different customer touchpoints. Additionally, we investigate how digitalization in sales revolutionizes the seller organization, briefly discuss our results, and offer recommendations for B2B digital sales.

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Author information

Authors and Affiliations

  1. DHBW Mosbach, Schloss 2, 97980, Bad Mergentheim, Germany

    Heiko Fischer & Sven Seidenstricker

  2. DHBW Stuttgart, Kronenstr. 40, 70569, Stuttgart, Germany

    Thomas Berger

  3. Turku University of Applied Sciences, Joukahaisenkatu 3, 20520, Turku, Finland

    Timo Holopainen

Authors
  1. Heiko Fischer
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  2. Sven Seidenstricker
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  3. Thomas Berger
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  4. Timo Holopainen
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Corresponding author

Correspondence to Sven Seidenstricker .

Editor information

Editors and Affiliations

  1. School of Management, University College London, London, UK

    Evangelos Markopoulos

  2. Department IELM, Hong Kong University of Science and Technology, Hong Kong, Hong Kong

    Ravindra S. Goonetilleke

  3. School of Arts and Social Science, The Open University of Hong Kong, Ho Man Tin, Kowloon, Hong Kong

    Amic G. Ho

  4. Asian Ergonomics Design Lab, The Hong Kong Polytechnic University, Kowloon, Hong Kong

    Yan Luximon

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Fischer, H., Seidenstricker, S., Berger, T., Holopainen, T. (2021). Digital Sales in B2B: Status and Application. In: Markopoulos, E., Goonetilleke, R.S., Ho, A.G., Luximon, Y. (eds) Advances in Creativity, Innovation, Entrepreneurship and Communication of Design. AHFE 2021. Lecture Notes in Networks and Systems, vol 276. Springer, Cham. https://doi.org/10.1007/978-3-030-80094-9_44

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  • DOI: https://doi.org/10.1007/978-3-030-80094-9_44

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  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-030-80093-2

  • Online ISBN: 978-3-030-80094-9

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