Purpose: The majority of business-to-business companies are working on their digital transformation in sales. Despite enormous transformation efforts, the expected productivity gains are often missing in most companies. Based on empirical research, this paper aims to develop a new...

Einleitung -- Grundlagen Lead-Management -- Rahmenbedingungen des Lead-Managements -- Der Lead-Management-Prozess -- Künstliche Intelligenz (KI) im Lead-Management -- Exzellenz im Lead-Management -- Checkliste zur Einführung eines Lead-Managements -- Fazit und Ausblick.