Intro -- Contents -- List of figures -- List of tables -- About the author and his company -- Preface -- PART ONE The end of the world as we know it -- Introduction to disruptive selling: start from scratch -- Taken from real life -- The copier -- Returns -- 01 Disruption - understanding the new way of selling -- Some important questions -- Making a start -- New insights -- Marketing automation -- Disruptive selling -- CRM -- Other tools -- Notes -- 02 Creating connections with the new customer through disruptive selling -- Copycat behaviour -- The unconscious barriers to customer satisfaction -- Once empowered, always empowered -- Cross-contamination -- B2B and B2C are coming together -- Learning to look at things in a new light -- There is no excuse for being boring -- Notes -- PART TWO There is no excuse for being boring -- 03 Creating your value proposition for disruptive selling -- Putting the customer at the centre -- The customer journey -- Personae -- Initial consideration -- Eight seconds, no longer -- Active evaluation -- Post-purchase -- Social trackers -- Contact strategy -- The end of selling ice to the Eskimos -- Targets and sustainability -- The customer does the work -- Deliver the goods -- Value debundling -- Customer experience design -- Why over-delivery is not good -- Notes -- PART THREE Turning opportunity into sales results -- 04 Using people and resources within your disruption strategy -- The times they are a-changin' -- The Triple-A model: authenticity, accountability and agility -- Working with objectives and key results -- Digital becomes human -- The rise of the marketeer -- Changes in sales, marketing and customer service -- Lead generation -- Getting new clients via Facebook and Instagram -- The importance of LinkedIn as a sales engine -- Lead nurturing, scoring, qualification and conversion -- Value delivery.

Customer feedback -- Management and control -- Continuous improvement -- Talent development -- Notes -- 05 Exploring automation and technology for disruptive selling -- Why marketing automation? -- What does marketing automation make possible? -- The headache called CRM -- Basic functionalities -- Monitoring of online behaviour -- Email marketing -- Dynamic communication -- CRM and contact management -- Lead scoring and nurturing -- Drip marketing and alerts -- Analysis and reporting -- App tracking and beacons -- Something for everyone -- Choosing from 5,381 marketing technology solutions -- The end of talking, the rise of texting -- How to make your choice -- The place of marketing technology in your organization -- The added value of marketing technology -- Notes -- 06 Augmented and virtual reality in business -- A new reality? -- Notes -- PART FOUR Lead, follow or get out of the way -- 07 Executing dynamic disruption and perpetual readiness -- 21st-century selling -- Technological singularity -- HAL's message -- The internet of things -- Automation to automation -- My bot talks to your bot, and they get along fine -- Crystalknows -- Notes -- 08 The new age of disruptive selling - from reading to doing -- Output -- Choosing the technology -- People -- The implementation plan -- Communication -- Note -- Index.