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Authors: Laura Lahtinen 1 ; Tommi Mahlamäki 1 and Jussi Myllärniemi 2

Affiliations: 1 Unit of Industrial Engineering and Management, Tampere University, Tampere, Finland ; 2 Unit of Information and Knowledge Management, Tampere University, Tampere, Finland

Keyword(s): Digitalization, Digital Transformation, B2B Sales, Sales Processes.

Abstract: This paper explores the impact of digital transformation on sales practices. It emphasizes how businesses adopt new digital technologies to enhance efficiency, customer engagement, and overall business outcomes. Digital transformation involves both digitalizing analog processes and leveraging innovative technologies like artificial intelligence and automation in sales operations. Some companies have successfully integrated digital tools to improve B2B sales effectiveness and profitability. However, challenges persist, including organizational resistance and the need for updated managerial practices and performance metrics. The main contribution of this paper is the identification of changes in sales caused by digital transformation. Despite these changes and challenges, digital transformation in sales signifies a shift towards more consultative and adaptive sales approaches. This shift necessitates a re-evaluation of traditional sales practices and a proactive embrace of technologica l advancements for sustained competitive advantage in dynamic markets. (More)

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Paper citation in several formats:
Lahtinen, L., Mahlamäki, T. and Myllärniemi, J. (2024). Digital Transformation of B2B Sales Processes. In Proceedings of the 16th International Joint Conference on Knowledge Discovery, Knowledge Engineering and Knowledge Management - KMIS; ISBN 978-989-758-716-0; ISSN 2184-3228, SciTePress, pages 265-272. DOI: 10.5220/0012980000003838

@conference{kmis24,
author={Laura Lahtinen and Tommi Mahlamäki and Jussi Myllärniemi},
title={Digital Transformation of B2B Sales Processes},
booktitle={Proceedings of the 16th International Joint Conference on Knowledge Discovery, Knowledge Engineering and Knowledge Management - KMIS},
year={2024},
pages={265-272},
publisher={SciTePress},
organization={INSTICC},
doi={10.5220/0012980000003838},
isbn={978-989-758-716-0},
issn={2184-3228},
}

TY - CONF

JO - Proceedings of the 16th International Joint Conference on Knowledge Discovery, Knowledge Engineering and Knowledge Management - KMIS
TI - Digital Transformation of B2B Sales Processes
SN - 978-989-758-716-0
IS - 2184-3228
AU - Lahtinen, L.
AU - Mahlamäki, T.
AU - Myllärniemi, J.
PY - 2024
SP - 265
EP - 272
DO - 10.5220/0012980000003838
PB - SciTePress

- Science and Technology Publications, Lda.
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