The New Rules of Sales Effectiveness - ISB Global · Why does you need to act now? The facts are...
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The New Rules of Sales Effectiveness SAP Cloud for Sales ISB Global
Transcript of The New Rules of Sales Effectiveness - ISB Global · Why does you need to act now? The facts are...
The New Rules of Sales Effectiveness SAP Cloud for Sales
ISB Global
© 2012 SAP AG. All rights reserved. 2
What do sales leaders care about today?
0 10 20 30 40 50 60 70
Increase revenues
Capture new accounts
Increase sales effectiveness
Optimize lead genereation
Up-selling/cross-selling
Improve customer loyalty/satisfaction
Reduce sell cycle times
Improve margins/reduce discounting
Improve team selling
Increase Reorder/renewal rates
Reduce cost of sales
Reduce sales admin. burden
Other
% of Respondents
Chief Sales Officer Insights 2011 Sales Performance Optimization study
Key priority
in achieving
sales
outcomes
Desired sales outcomes
© 2012 SAP AG. All rights reserved. 3
65% of the average salesperson’s time is spent NOT selling (Source: CSO Insights, Improving Sales Effectiveness in Buyer’s Market, 2011)
Unplanned customer
call/meeting
Planned customer
call/meeting
Data entry into CRM
Internal department
meeting
Support activity for
customer account
Email activity
Pricing and contracts
activity
Consultative selling with today’s customer takes
a tremendous amount of time
© 2012 SAP AG. All rights reserved. 4
And sales today, requires more than following the
process
Account
contacts? Warm
introduction?
Relevant
References?
Latest
Competitive
Report?
Update my
Forecast on the
Road!
Prospect’s
preferences?
What’s being said
about customer?
Did Order Ship?
Did InsideSales
send Quote?
Right Product
Specialist for this
Deal?
Best Presentation
to Use?
© 2012 SAP AG. All rights reserved. 5
Customer power and organizational complexity has
changed the dynamics of buying and selling
Customer Journey (Online & Offline)
Sales Funnel
Awareness
Interest
Desire
Action
57% of buying process is often completed
before prospect engages with a seller Source: Sales Executive Council
© 2012 SAP AG. All rights reserved. 6
Deep Customer Understanding & New Ideas = Top Sellers
Top sellers best practices:
• Targeting right customers
• Harnessing collective intelligence & resources
• Collaborating effectively
• Obtaining insight into customer preferences
• Engaging early & presenting new ideas
• Focusing on high-value activities, reducing admin time
4.5x Top performers are
Likely to be Challengers
Learn More About Challenger:
http://www.executiveboard.com/exbd-
resources/content/challenger/index.html
© 2012 SAP AG. All rights reserved. 7
VP of Sales expect both growth and cost control
to maintain a competitive edge
of salespeople don’t
understand customer’s issues
& how to help
of sales meetings don’t
meet customer
expectations
Why does you need to act now? The facts are staggering
Forrester, CSO Insights, Sales Executive Council
Primary sales
tool isn’t
delivering
value
of buying process is completed
before first interaction with
sales
of sales rep time is spent
NOT selling
74% of CRM
deployments for
Sales have poor
user adoption
57 %
62 %
85 %
65 %
© 2012 SAP AG. All rights reserved. 8
Built on the paradigm of management
insight and control -- not sales effectiveness
Impact: Most systems do not help sales
people win in today’s selling environment
and are underutilized as a result
Existing cloud-based CRM technologies were not
designed for these new conditions:
“74% of sales organizations have
poor CRM adoption by sales” Source: CSO Insights, Improving Sales Effectiveness in Buyer’s Market, 2011
© 2012 SAP AG. All rights reserved. 9
Collaborate in Context Crowdsource Sales Wisdom
Be Informed with Less Effort Spend More Time Selling
Winning today requires a new set of capabilities
© 2012 SAP AG. All rights reserved. 10
SAP Cloud for Sales
Work Smarter. Sell Better. Win More.
› Beautiful
› Connected
› Insightful
› Effective
Play
video
© 2012 SAP AG. All rights reserved. 11
SAP Cloud for Sales
Sell more effectively with today’s empowered customers
Sales Productivity
Sales Orchestration &
Intelligence
Analytics
Collaboration User Experience
Integration & Open
APIs
Cloud for Customer ERP/CRM/BI
Clouds
Next Steps
• Visit: http://www.isb-
global.com/sap-cloud-for-
customer/
• Speak to Matthew Gawn
+44(0) 208 232 8884
Appendix
© 2012 SAP AG. All rights reserved. 14
Engage with Your Customers Like Never Before
SAP Cloud for
Service
SAP Cloud for
Social Engagement
SAP Cloud for
Sales
SAP Social Media
Analytics by NetBase
PROSPECT CUSTOMER PROMOTER
SOCIAL COLLABORATION ● ANALYTICS ● MOBILE AND OFFLINE
SAP Cloud for Customer
Rich
Insights
Seamless
Integration
Industry
Content
Beautiful User
Experience
EARN their business
by knowing them
better
GROW with them as
their needs change
TURN prospects into
promoters
© 2011 SAP AG. All rights reserved. 15
SAP Cloud for Sales
Personalization and Productivity
Features and Benefits
Drive rapid adoption via
“consumerized” user experience
Access all the information you need
quickly–available at a glance via
Feed, Search, People, Navigation
Improve efficiency with quick-create
and short-cut capabilities
Use the Shelf to quickly find
personalized tagged and flagged
items
Tailor experience to fit your sales needs
with easy to implement field extensibility and re-labeling
Run in your local language (English, German, French, Spanish, Portuguese and Italian
supported)
Engaging Experience designed for salespeople from the ground up
© 2011 SAP AG. All rights reserved. 16
SAP Cloud for Sales
Microsoft Outlook Integration
Features and Benefits
Increase productivity with convenient
access to Sales OnDemand customer
information and productivity features within
Outlook
Automatically sync emails, appointments
and tasks bi-directionally – no double data
entry
Easily access key sales information in your favorite Office application
© 2011 SAP AG. All rights reserved. 17
SAP Cloud for Sales
In-Context Social Collaboration
Features and Benefits
Use integrated Feed for Instant, efficient
collaboration with team members and sales
network
Crowdsource and share sales best
practices, relevant information in
context of accounts and opportunities
Plan and prepare for customer
interactions more effectively
Connect with your team and sales
network while on the road with
support for mobile devices
Share relevant documents to
support sales efforts
Collaborate more effectively with your team and sales network
© 2011 SAP AG. All rights reserved. 18
SAP Cloud for Sales
Social Selling
Features and Benefits
Turn every cold call into a warm
introduction
Learn your customers’ key concerns
and hear what they’re talking about
online
Engage with your customers more
personally though social media
Find warm leads faster & create conversations with impact
© 2011 SAP AG. All rights reserved. 19
SAP Cloud for Sales
Full-Featured Mobile Applications
Features and Benefits
Manage customer relationships on
iPhone, BlackBerry, Android and
iPad - anytime, anywhere
Increase productivity through access
to real-time business information
Collaborate with sales team on
important topics
Track Business Performance
through real-time Analytics
Deploy freely—mobile applications
included in subscription with no
extra costs
Be Prepared for Every Interaction with Real-Time Sales Information
© 2011 SAP AG. All rights reserved. 20
SAP Cloud for Sales
Insightful Sales Analytics
Features and Benefits
Track real-time sales performance with
pre-built dashboards
Readily use embedded reports to track
sales cycles, win/loss, revenue and
competitive trends
Review forecasts and easily create
configurable reports based on need
Identify key deals to focus on to make
your number with what-if analysis
Dig deeper into data using Microsoft
Excel add-in
Gain greater insight through integrated
access to analyses done with SAP
Business Warehouse
Real-time customer information and sales analytics
© 2011 SAP AG. All rights reserved. 21
SAP Cloud for Sales
Prospecting and Leads
Features and Benefits
Create and track marketing
and sales campaigns
Manage leads and quickly
convert to opportunities
Assess campaign
performance and lead
quality easily
Grow your pipeline through effective campaigns and lead management
© 2011 SAP AG. All rights reserved. 22
SAP Cloud for Sales
Accounts and Sales Intelligence
Features and Benefits
Manage accounts and related
information (opportunities, activities,
contacts, leads) efficiently
Gain a 360-degree customer view
Obtain additional customer intelligence
with InsideView integration
Uncover new sales opportunities quickly
and accelerate sales cycles
Make fast account updates and get complete customer insight
© 2011 SAP AG. All rights reserved. 23
SAP Cloud for Sales
Opportunity Management
Features and Benefits
Easily track opportunity stage
and status
Maintain account info, products,
activities, competitors,
documents and more quickly
Gain access to accurate ERP
Pricing, Quotes, Sales Orders
and more through native
integration
Close deals faster using efficient
sales team collaboration
Discover the right assets for
each selling situation using
SAVO integration
Comprehensive view of opportunity activities enables more effective selling
© 2011 SAP AG. All rights reserved. 24
SAP Cloud for Sales with Pre-Integrated Content
Extend Existing SAP CRM Investment Rapidly & Cost-Effectively Lead-to-Cash
Employee
Lead Service
Request* Opportunity
Business
Partner
Employee
Service
Request
Business
Partner Quote /
Sales Order
Material
Product
Lead Opportunity
SAP
Campaign
Header
Campaign
Activity
Activity
Account
Hierarchy
Account
Hierarchy
Territory
Assignment
Territory
Assignment
SAP Cloud for Sales
*Service requests from SAP Cloud for Service or SAP Cloud for Social Engagement pre-integrated with SAP CRM for Service
Features and Benefits
Provides sale professionals with cost-effective, no-hassle, access to Pricing, Quotes,
Sales Orders and more through Native SAP ERP integration
Extend investment with collaborative, social sales solution that natively
integrates to SAP CRM Accounts, Opportunities, Contacts and more
© 2011 SAP AG. All rights reserved. 25
SAP Cloud for Sales With Pre-Integrated SAP ERP Content -end integration with master data synchronization and process integration
Features and Benefits
Provides sale professionals with cost-effective, no-hassle,
access to Pricing, Quotes, Sales Orders and more through
Native SAP ERP integration
SAP Cloud for Customer
Contacts Opportunity
Accounts/
Prospects
Contact
Customer Sales
Order
Product
Category
Material
Category
Pricing Quotation
SAP
Products
Material
© 2011 SAP AG. All rights reserved. 26
Appendix: Cloud Infrastructure and Operations Security – scalability – performance
World class tier-3/4 data centers
Highest compliance standards
Scalability and performance with
latest hardware
Integration with service backbone
SAS 70 Type II
certification
Energy efficiency
certificate “Premium Standard Data Center"
ISAE3402 TESTIFIED*
BS25999 CERTIFIED
ISO 27001 CERTIFIED
© 2013 ISB Global Limited 27 www.isb-global.com
Thank You!
Matthew Gawn Pre-Sales & Solution Consulting
ISB Global Limited 7 Canute House, Durham Wharf Drive Brentford, London, TW8 8HP
T +44 (0) 208 232 8884 M +44 (0) 793 924 1897 E [email protected] W www.isbglobal.com
