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Disruptive Selling

Disruptive Selling

A New Strategic Approach to Sales, Marketing and Customer Service

Patrick Maes

From £16.66

Transform your company by adopting disruptive selling strategies and empowering customers, through unique digital innovation relevant to both B2B and B2C companies.

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About the book

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.


Table Of Contents

  • Section - 1: The end of the world as we know it
    • Chapter - 00: Introduction to disruptive selling: start from scratch;
    • Chapter - 01: Disruption - understanding the new way of selling;
    • Chapter - 02: Creating connections with the new customer through disruptive selling;
  • Section - 2: There is no excuse for being boring
    • Chapter - 03: Creating your value proposition for disruptive selling;
  • Section - 3: Turning opportunity into sales results
    • Chapter - 04: Using people and resources within your disruption strategy;
    • Chapter - 05: Exploring automation and technology for disruptive selling;
    • Chapter - 06: Augmented and virtual reality in business;
  • Section - 4: Lead, follow or get out of the way
    • Chapter - 07: Executing dynamic disruption and perpetual readiness;
    • Chapter - 08: The new age of disruptive selling - from reading to doing;



Reviews

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 – Klöckner Metals Belgium

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


Book Details

  • EAN: 9780749482343
  • Edition: 1
  • Published: 3rd April 2018
  • Paperback
  • Format: 230x150
  • 232 pages

About the Author

Patrick Maes is founding partner of CPI, specialized in the organization and optimization of commercial approaches. He is a guest lecturer at various business schools, and an inspirational speaker on disruptive commercial strategy at international seminars and congresses.


Patrick Maes


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