Sales Drive

This book is aimed at anyone looking to make a greater impact in sales. Digital disruption and the various crises of recent years have posed significant challenges for many companies. However, they also present an opportunity to redefine themselves, strategically differentiate, and secure a pole position in the competitive landscape. In this context, Sales Drive refers to the continuous pursuit by individuals and companies to achieve clear competitive advantages through consistent customer orientation and the highest professionalism in sales, thereby attaining sustainable and profitable growth. Dirk Zupancic demonstrates how and why the role of sales has transformed from a sales intermediary to a crucial competitive factor during times of globalization and digitalization, and how it will continue to evolve. To succeed in this dynamic environment, growth-oriented sales strategies must be developed that realign sales in areas such as Key Account Management, Value Selling, and Lean Selling. Dirk Zupancic assigns particular responsibility to sales leaders, providing them with fundamental insights and inspiring impulses for professional leadership and systematic management of their teams. Additionally, each chapter offers concrete action recommendations. In the second, revised, and expanded edition, all chapters have been thoroughly reviewed, and current topics such as "Hybrid Selling, Social Selling, and Remote Selling" and "Crisis Management" have been included. The chapter "Sales Driven Leadership" has been expanded with the author's new concept of "Leading with Courage.".