Sven Seidenstricker

Sven Seidenstricker
Duale Hochschule Baden-Württenberg Mosbach | DHBW · Industrial Enginnering

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29
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Introduction
Skills and Expertise

Publications

Publications (29)
Book
Mehr denn je steht beim digitalen Vertrieb die Kund:innen im Mittelpunkt. Das Ziel, sie in ihrem Tätigkeitsfeld erfolgreich zu machen, wird durch einen neuen Managementansatz ganzheitlich und systematisch unterstützt. Ein solchermaßen gestaltetes Customer Success Management hat sich in der Praxis bewährt. In diesem Buch konzentrieren sich die Autor...
Article
Full-text available
Zusammenfassung Customer Success Management (CSM) ist in der Praxis etabliert. Die Software-as-a-Service (SaaS)-Unternehmen haben gezeigt, dass mit CSM die Kundenabwanderungen verhindert und Cross- und Upselling-Potenziale erzielt werden können. Startpunkt war die Transformation der Geschäftsmodelle von Lizenzverkäufen zu Abonnementmodellen. Damit...
Article
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Zusammenfassung Die digitale Transformation führt zu einem tiefgreifenden gesellschaftlichen Wandel und beeinflusst den Business-to-Business-Vertrieb (B2B-Vertrieb) erheblich. Der Vertriebsprozess ist zunehmend von digitalen Technologien geprägt und die Beziehung zwischen Kund*innen und Vertrieb verlagert sich in den digitalen Raum. Um den daraus r...
Conference Paper
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ChatGPT from OpenAI belongs to the most-hyped advancements of artificial intelligence in research and practice. Both disciplines agree that AI applications like ChatGPT will change the way how business is done. Due to its enormous capabilities, it can effectively support the work of any discipline and augment the human worker’s capabilities: It is...
Chapter
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Small and Medium Enterprises (SMEs) are vital players in the global economy, driving innovation and employment. The rise of digitalization offers SMEs new opportunities in foreign markets. However, research on SMEs' digital sales transformation is limited. This study investigates the current state of SMEs' sales digitization and their preferred tec...
Conference Paper
Full-text available
The megatrend of digitalization profoundly changes the way sales is done. To compete in the dynamic era of digital sales, small and medium-sized enterprises (SMEs) and large enterprises (LEs) must ensure the readiness of their salespeople. For this reason, this article gives insights into the capability and need for digital sales as essential pilla...
Conference Paper
Full-text available
Digital technologies have the potential to enable salespeople to access a considerable amount of information about their product offerings and their customers. In particular, artificial intelligence (AI) has the potential to be applied to various phases of the sales process. In this paper, we provide two use cases on how AI can be applied, based on...
Article
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Die Digitalisierung verändert zweifelsohne die Aufgaben und Kompetenzen von Vertriebsmitarbeitern. Eine Analyse von Stellenanzeigen zeigt, dass Unternehmen diese Erkenntnis noch nicht ausreichend übermitteln. Ergebnisse: 1) Vertriebsmitarbeiter benötigen digitale Kompetenzen in den Kategorien Software, Daten, Kommunikation und Vertriebsentwicklung....
Conference Paper
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Especially in times of crisis, as we are currently experiencing, it becomes clear which trends in marketing remain a buzzword and fade away, and which succeed in business and academic application. Customer Success Management (CSM) has transformed from such a phrase into the latest transformation of customer man-agement practice, even providing appr...
Article
Full-text available
In Forschung und Industrie zeigt sich, dass Produkt-Service-Systeme (PSS) und Big Data das Potenzial haben, Wettbewerbsvorteile zu erzielen. Doch hierfür sind neue innovative Geschäftsmodelle und eine Neupositionierung der Unternehmen unabdingbar, was gerade für den mittelständisch geprägten Maschinen- und Anlagenbau häufig eine Herausforderung dar...
Conference Paper
Full-text available
This is a summary of our research contribution at AI Transfer Congress on 23rd September 2022 in Heilbronn. It shows how enterprises can use artificial intelligence in the B2B sales process. For the related poster have a look at: https://www.researchgate.net/publication/364308213_Poster_Use_Cases_of_Artificial_Intelligence_in_the_B2B_Sales_Process...
Poster
Full-text available
This poster was presented at DHBW AI Transfer Congress on 23rd September 2022 in Heilbronn. It shows how enterprises can use artificial intelligence in the B2B sales process. Please view the related book of abstracts here: https://www.researchgate.net/publication/363845874_Use_Cases_of_Artificial_Intelligence_in_the_B2B_Sales_Process For a detail...
Conference Paper
Full-text available
Due to the megatrend of digitalization, the way in which small and medium enterprises (SMEs) do business has started to change. In this study, we provide insights into the digitization of the customer journey of SMEs. To do this, we conducted a survey of business-to-business salespeople from Germany, India, China, and the USA in order to analyze th...
Article
Full-text available
The megatrend of digitalization has the potential to fundamentally change sales practices. This is because digital technologies impact the entire sales organization and can significantly support the daily work of salespeople or even replace human salespeople. Despite the growing interest in digital sales in practice and academia, the phenomenon rem...
Conference Paper
Full-text available
The megatrend of digitalization profoundly changes the business-to-business (B2B) sales environment. In particular artificial intelligence (AI) can change established sales routines and partially substitute sales tasks. Thus, this paper presents an overview of sales processes in the literature and a description of AI. Afterward, we show how AI can...
Presentation
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How can Artificial Intelligence (AI) applied in B2B sales? Having this question in mind, we identified several use cases of the application of AI in the sales process. These slides are a short preview of an research article at AHFE 2022. Please find the related article here: https://www.researchgate.net/publication/361247303_Artificial_intellige...
Preprint
Full-text available
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 journe...
Chapter
Full-text available
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 journe...
Conference Paper
Full-text available
B2C and B2B companies are increasingly changing their revenue streams from licensing to subscription based revenue streams. This change in revenue streams requires a new view on relationships between customer and supplier, and to bind the customer to the supplier company in the long term. That is why a new philosophy arises: the customer success ma...
Chapter
Full-text available
Extended reality (XR) has the potential to change well-established practices in business-to-business (B2B) sales. We investigate in this paper under which circumstances XR can be used in B2B sales and which factors drive or hamper the adoption. For this purpose, we conduct a qualitative survey and present insights into application scenarios of XR....
Preprint
Full-text available
Extended reality (XR) has the potential to change well-established practices in business-to-business (B2B) sales. We investigate in this paper under which circumstances XR can be used in B2B sales and which factors drive or hamper the adoption. For this purpose, we conduct a qualitative survey and present insights into application scenarios of XR....
Article
Full-text available
The world is changing, and with it comes the requirement that enterprises change to survive in today's volatile markets. However, the change does not just include launching a new product on the market but also changing the business model of the whole organisation. To sustain in today's fast-changing markets, companies have to detect new market oppo...
Conference Paper
Full-text available
Der Megatrend Digitalisierung hält immer stärker Einzug in die Industrie und ist ein wesentlicher Treiber für nachhaltige Wettbewerbsfähigkeit. Der präsentierte Forschungsbeitrag untersucht die Digitalisierung im Kontext des Vertriebs und beschreibt den Status Quo und die Möglichkeiten eines digitalisierten Verkaufsprozesses. Dabei geht es um verän...
Chapter
Submitting offers is part of the daily routine in sales and one important question is what gets read of such offers and where is attention oriented. We used eye tracking for testing a one-page quotation on a technical product. It seems that Germans and Finns have a similar pattern of attention and fixated on all relevant aspects of the offer, while...

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