5 secrets to sales success
DESCRIPTION
Learn the 5 Sales Secrets that all top performers know in engaging and winning with today's empowered customers.TRANSCRIPT
5 Sales Secrets All Top Performers Know
Ariane Lindblom, Sales OnDemand, SAP & Heidi Tucker, Global Alliances, InsideViewOctober 3, 2012
Sales OnDemand
Customer power and organizational complexity have changed buying and selling dynamics
Customer Journey(Online & Offline)
Sales Funnel
Awareness
Interest
Desire
Action
Selling 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?
Existing cloud-based CRM technologies not designed for today’s buying & selling model
Built on paradigm of management insight and control -- not sales effectiveness
“74% of sales organizations have poor CRM adoption by sales”Source: CSO Insights, Improving Sales Effectiveness in Buyer’s Market, 2011
Learn the 5 Secrets of Sales Success
Know More than your Competitors Do
Cold Calling is Dead
Challenge the Status Quo
Time Is Money
Like the Boy Scouts – Be Prepared
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2
3
4
5
Know more than you competitors
Secret #1:
© 2011 SAP AG. All rights reserved. 7
Know more. Win more.
“I never learn anything by talking. I only learn things when I ask questions.”Lou Holtz
good news
bad news
| SLIDE :8
How do you make Sense of all of this?
RightPerson
RightMessage
Right Time
Sales OnDemandwith
• Company Info
• News Alerts
• Social Profiles
• Social Buzz
• Financials
• Family Tree
• Industry
Profiles
• Connections
• List Building
News alerts & trigger events
No more cold calls
Account-specific social insights
Sales OnDemand with
OVERVIEWCompany info
industry info
Better company insight
Be the First to KnowAlerts about social conversations and business events
Sales Trigger Alerts
Pushed Insights – give me the inside scoop
Daily Watchlist Email Alert
Real-time Tweets and Blog posts
Get the Buzz – real time social insights
Cold calling is dead
Secret #2:
92% prospects & customers never take a cold callor email
Contacts sorted by relevance
Find People that Matter, quickly
It’s about People, Not Contacts
• Follow companies and people of Interest
• Learn their interests and issues
• Build Trust more quickly
• Engage in Social Conversations from within InsideView and Sales OnDemand
Leverage your company’s network
All in One Connection Network
Reference Customers
Boardmembers
Personal Contacts
Education Contacts
Affiliations
Very publicExplicit connections
Largest source of connections
Mine Corporate Social ConnectionsLeverage your internal “relationship assets” to find warm connections to prospects
SAP Sales OnDemand• “All in One” Network• Private• People you “should know”
Top Gun Results
Find Better Prospects – right person, right time
Save Time - faster, better call prep
Win more deals – (20%+)
Smarter salespeople.
More confident.
Better prepared.
Challenge the status quo
Secret #3:
Top performers challenge their customers to think differently
Harvard Business Review, Matthew Dixon, Brent Adamson, Corporate Executive Board, Sales Executive Council, September 2011
Harness the collective genius of sales
Social collaboration to learn/share best practices
Internal experts
provide deep insight
What’s the big idea?
Become the trusted partner:Internal experts share new business-impacting ideas
with customers
Collaborate and share relevant deal-impacting content
with customers
Time is money
Secret #4:
65% of a salesperson’s timeis spent not selling
30 hours spent monthly searching or creating own sales material
Eliminate the archeological dig
Best sales content based on customer
industry, sales stage, products & more
Get smart
Know where to cross-sell, upsell
based on purchase history, new vs. old
products & more
Put down the phone, stop the email
No more wasted hours on phone, sending emails
hunting for back-office info
Latest products/services,
real-time customer pricing,
quotes, order status and more
Easier than pie
What’s important to you:key accounts,
opportunities, follow-up – just one click away
Hover over from quick access to
key customer info
Add new sales info with one
click
Like the Boy Scouts – be prepared
Secret #5:
57% of buying process is complete before the customer contacts sales
85% of sales meetings do not meet customer expectations
Be prepared for every call, every close
Avoid surprises – know what’s
ahead
Check customer news before
walking in the door
Real-time updates and collaboration
on the road
Your favorite customer
information is only a tap away
Know where you stand
See which deals to focus on to make
your number
Know what the delta is in
making your number
Stay in touch with what matters
Get real-time updates,
collaborate on the road
Have it your way
Choose the tiles that help you be
prepared
Drag-and-drop tiles, organize based on your
preferences
Apply the 5 Secrets of Sales Success Today
Know More than your Competitors Do
Cold Calling is Dead
Challenge the Status Quo
Time Is Money
Like the Boy Scouts – Be Prepared
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3
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Thank You!Click on the Resource Tab to access the free guide,
demos and more.
Visit us at http://sales.ondemand.com/
Connect with our speakers:@arianelindblom or [email protected]
@heiditucker or [email protected]
SAP Confidential