SIX STEPS TO SELLING SMARTER EMPOWERING YOU AND YOUR SALES TEAMS TO CLOSE MORE DEALS

Transcription

1 SIX STEPS TO SELLING SMARTER EMPOWERING YOU AND YOUR SALES TEAMS TO CLOSE MORE DEALS

2 STEP 1 SINCE WHEN WAS BEING CLAIRVOYANT A PREREQUISITE FOR BEING SUCCESSFUL IN SALES? LEARN MORE SEE WHAT CUSTOMERS SAY CHECK THE LATEST RESEARCH 2 22

3 In sales you can t chase every opportunity. You have to manage your pipeline and focus your salespeople and other resources on the deals that you stand the best chance of winning. But does your current sales system help or hinder you? Can you monitor opportunities in real time? With the SAP Cloud for Sales solution, you can do all the above, and more. It gives you the information you need to understand where you are today and what you and your sales teams need to do to close deals. Ultimately, it allows you to forecast more accurately, plan more effectively, and accelerate your win rates. Can you analyze similar successful deals to improve your win rate? Can you share best practices across teams and industries? Can you use predictive analytics to find and engage with key influencers in your company and the prospect s organization? SEE WHAT CUSTOMERS SAY CHECK THE LATEST RESEARCH 3 22

4 WHAT OUR CUSTOMERS SAY SAP CLOUD FOR SALES IS DRIVING A STRONGER SALES- MINDED CULTURE WITHIN OUR ORGANIZATION. WE NOW HAVE GREATER CUSTOMER INSIGHT TO ALIGN OUR SERVICES AND CAPABILITIES FOR THE BENEFIT OF OUR CUSTOMERS. Jeff Lincow, Director of Sales Operations, Day & Zimmermann 46% Of buyers want sellers to anticipate what products/services they might be interested in based on previous purchase behavior Source: What s the Future of Sales?, research study commissioned by SAP and conducted by Loudhouse, READ THE TRANSFORMATION STUDY READ THE FULL REPORT 4 22

5 HOW ARE YOU SUPPOSED TO BUILD A SUCCESSFUL SALES STRATEGY ON HEARSAY AND GUT FEEL? LEARN MORE SEE WHAT CUSTOMERS SAY CHECK THE LATEST RESEARCH 5 22

6 When you re planning for the year is it difficult to get all the information you need to decide how you re going to make your targets? Can you evaluate various territories, markets, and accounts to know where the biggest potential is? Can you analyze past wins to understand where you ve had the most success before? SAP Cloud for Sales changes that. It provides you with the real-time analysis and planning tools you need to define territories with optimal sales market coverage and effectively plan forecasts and quota to meet business objectives. It also enables you to identify and prioritize key accounts and opportunities so your sales team is focusing on the right deals. As a result, you can dramatically accelerate your team s performance by knowing which accounts to allocate resources to and when. Can you get the facts that will help you optimize how you align your salespeople with accounts? Or do you have to rely on gut feel like so many other sales executives? SEE WHAT CUSTOMERS SAY CHECK THE LATEST RESEARCH 6 22

7 WHAT OUR CUSTOMERS SAY BESIDES MAKING SALES WORK EASIER, THE SOLUTION OFFERS US MANY REPORTING AND ANALYSIS OPTIONS. NOW IT S MUCH EASIER FOR US TO SEE THE CUSTOMERS AND REGIONS THAT HAVE THE MOST DEMAND AND WHICH MARKETS NEED DEVELOPMENT.THAT ALLOWS US TO ADAPT OUR STRATEGY AT ANY TIME AND BECOME MORE EFFECTIVE OVERALL. Torben Franzke, Head of IT, ContiTech Conveyor Belt Group 61% Of best-in-class companies are using forecasting to add extra resources to deals most likely to close Source: Empowered Customers, Engaged Sellers. 4 Strategies for Smarter Sales, Aberdeen Group, August erdeen Group 2014 READ THE SUCCESS STORY READ THE FULL REPORT 7 22

8 HOW CAN YOU SATISFY A CUSTOMER S NEEDS WHEN YOU ONLY KNOW HALF THE STORY? LEARN MORE SEE WHAT CUSTOMERS SAY CHECK THE LATEST RESEARCH 8 22

9 Have you ever built a business case for one product and then discovered another would have been better? Has a key influencer ever come to light at the last minute to sink a deal? Have you ever promised next-day delivery to clinch a sale, only to find out the product is out of stock? Have you ever won a deal only to find finance has stopped shipments to the company because of late payment? SAP Cloud for Sales lets you and your salespeople see the whole picture, by giving you a 360-degree view of all the interactions a customer has with your company, as well as information about the company and its employees like the latest news, financials, company history, and social information. Armed with information from all your frontand back-office systems, you can make better decisions, offer more tailored products and services, and, as a result, build more meaningful and trusted relationships. Only knowing half the story is embarrassing at best, dangerous at worst. SEE WHAT CUSTOMERS SAY CHECK THE LATEST RESEARCH 9 22

10 WHAT OUR CUSTOMERS SAY OUR CUSTOMERS ARE DELIGHTED WHEN THEY CALL US. WE PROVIDE A CONSISTENT EXPERIENCE THROUGH EVERY INTERACTION AND TOUCH POINT. HAVING ACCESS TO THE LATEST INFORMATION ON PROJECTS, ACCOUNT STATUS, ORDERS, AND QUOTATIONS, WE HAVE MORE-RELEVANT CONVERSATIONS THAT HELP BUILD CUSTOMER LOYALTY. Marco Gebhardt, CEO, GEBHARDT Fördertechnik GmbH 65% Of sales organizations say rising customer expectations are their number one challenge Source: Winning at Sales in a Buyer- Empowered World, Harvard Business Review, 2014.berdeen Group 2014 READ THE SUCCESS PROFILE READ THE FULL REPORT 10 22

11 MAYBE CUSTOMERS WON T MIND WAITING FOR ANSWERS UNTIL YOU RE IN THE OFFICE LEARN MORE SEE WHAT CUSTOMERS SAY CHECK THE LATEST RESEARCH 11 22

12 When you and your salespeople are sitting in front of a customer, can you create a quote or process an order? Can you provide up-to-the-minute delivery information? Can you respond to product questions immediately? After all, you re most effective when you re on the road, not in the office. SAP Cloud for Sales gives you access to all the key information and corporate systems you need, anytime, anywhere, and on any device, so you can impress customers and win more deals. Buyers are impatient. When they need answers to questions, they want them immediately. And what about managing your day? Can you and your sales team plan your day, collaborate, and track the status of your KPIs, pipeline, and deals wherever you are? SEE WHAT CUSTOMERS SAY CHECK THE LATEST RESEARCH 12 22

13 WHAT OUR CUSTOMERS SAY THE USER EXPERIENCE HAS BEEN THE MOST AWESOME PART OF OUR EVALUATION. THIS USER INTERFACE IS JUST SIMPLY GORGEOUS. Lew Reed, VP Global Sales Operations, Bentley Systems 48% Of buyers want sellers to speed up the purchase process from start to finish Source: What s the Future of Sales?, research study commissioned by SAP and conducted by Loudhouse, WATCH THE VIDEO READ THE FULL REPORT 13 22

14 YOU NEVER KNOW YOUR SALESPEOPLE MIGHT ENJOY STAYING UP UNTIL MIDNIGHT TO GET THE EXPERT HELP THEY NEED LEARN MORE SEE WHAT CUSTOMERS SAY CHECK THE LATEST RESEARCH 14 22

15 In sales, nobody does it alone. Effective collaboration is imperative. But is finding the right experts still done by word of mouth? Is it hard to tap into that expertise because people are spread across time zones and geographies? Is information located in different departments and media , phone calls, documents, and spreadsheets for example making it hard to keep the whole team up to speed with developments? SAP Cloud for Sales makes it simpler for you to find and add internal expertise to your sales team. Using virtual deal rooms, you can share content, best practices, and sales strategies, keeping everyone updated in real time, wherever they are. And integration with applications allows you and your sales teams to keep all conversations in one place. So there are fewer surprises, and you present more compelling propositions to customers. SEE WHAT CUSTOMERS SAY CHECK THE LATEST RESEARCH 15 22

16 WHAT OUR CUSTOMERS SAY WE VE TAKEN 50% OF WHAT REPS SPENT THEIR DAY DOING AND WE VE ELIMINATED IT, BECAUSE THEY WERE LOOKING AT 10 DIFFERENT PLACES, 10 DIFFERENT SOURCES, HAVING TO TALK TO 10 DIFFERENT PEOPLE WE VE PUT THAT ALL ONTO ONE SCREEN AT THE TOUCH OF A FINGER ON THEIR ipad. Mike Kelly, Senior VP, Nebraska Book Company 65% Increase in 3 year risk-adjusted ROI Source: The Total Economic Impact of SAP Cloud for Sales, Forrester Research Inc., February 2014.berdeen Group 2014 TAKE THE CUSTOMER JOURNEY READ THE FULL REPORT 16 22

17 MAYBE CUSTOMERS WILL INTUITIVELY UNDERSTAND THE CONSEQUENCES OF DOING NOTHING LEARN MORE SEE WHAT CUSTOMERS SAY CHECK THE LATEST RESEARCH 17 22

18 Have you ever been at the end of a major deal when, after a lot of work, the customer stayed with the status quo, only to admit to you later that they should have gone with your offering? It happens surprisingly often, because the sales team hasn t demonstrated why keeping the existing processes and tools will not meet the customer s future requirements. They haven t shown that making a wrong decision, or simply doing nothing, will have significant adverse consequences for the buyer s business. SAP Cloud for Sales provides your salespeople with the history, insight, and data they need to build a solid business case and illustrate the consequences of doing nothing. As a result, they can clearly demonstrate why customers need to choose your product or service and why they need to do it now. SEE WHAT CUSTOMERS SAY CHECK THE LATEST RESEARCH 18 22

19 WHAT OUR CUSTOMERS SAY SAP HAS CERTAINLY BEEN TRANSFORMATIVE TO OUR BUSINESS. AS OUR BUSINESS HAS BECOME MORE AND MORE COMPLEX, SAP HAS HELPED US TO SIMPLIFY THAT BUSINESS. BEFORE SAP CLOUD FOR SALES, THERE WOULD BE NO REAL-TIME SHARING OF INFORMATION. NOW THAT INFORMATION IS AVAILABLE ONLINE FOR ANYBODY TO LOOK AT IT ON AN AS-NEEDED BASIS. Brian O Malley, President and CEO, Domino Foods 72% Of decision makers say the sales rep s ability to help solve business objectives is a major influence on their buying decision Source: Winning at Sales in a Buyer Empowered World, Harvard Business Review, 2014berdeen Group 2014 VIEW THE VIDEO READ THE FULL REPORT 19 22

20 CHECK OUT SAP CLOUD FOR SALES See how it helps you close more deals. Watch how it can help you sell smarter. Work smarter from anywhere. WATCH THE 2-MINUTE OVERVIEW DEMO WATCH THE 3-MINUTE VIDEO WATCH THE 2-MINUTE VIDEO 20 22

21 MAYBE IT S TIME TO EXPLORE A NEW-GENERATION SALES SYSTEM Now that you ve had a glimpse of how SAP Cloud for Sales can help your team, why not talk to us about your revenue goals and business priorities. We can help you address them with a modern, easy-touse solution that empowers your team to succeed in this fast-paced digital age. Don t be stuck with the status quo. Use one of the methods below to get in touch, and we ll arrange an introductory meeting to discuss your requirements. us at: info.uk@sap.com Call me at: Matt Kille SAP UK Ltd Keep in touch with us: VISIT OUR WEB SITE READ OUR BLOG WATCH OUR YOUTUBE CHANNEL FOLLOW US ON FACEBOOK FOLLOW US ON TWITTER 21 22

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