5 secrets to sales success

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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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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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 Ariane.Lindblom@SAP.com

@heiditucker or SAP@InsideView.com 

SAP Confidential