Modern Sales in the Cloud - In the Era of the Empowered Customer
Sales Engagement Enigma - Winning at Sales in a Buyer-Empowered World
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CUSTOMER MARKETPLACE CUSTOMER EXPECTATIONS 1st CHOICE 2nd CHOICE 3rd CHOICE COMPETITIVE ACTIVITY BREADTH OF PRODUCT LINE COMPLEXITY OF PRODUCT LINE NEW PRODUCT INTRODUCTIONS SALES, GET YOUR MOJO BACK! WOO AND WIN THE EMPOWERED BUYER THE SALES IMPERATIVE Half of B2B sales staff routinely miss their quotas. Why? THE NEXT STEPS TARGET CUSTOMERS WHO DELIVER THE MOST VALUE. Focus on the customers who will deliver the most success with the least amount of work. SOURCES: GUIDE YOUR CUSTOMERS THROUGH THE BUYING JOURNEY. Share your knowledge and best practices to help custom- ers address business challeng- es in new ways. Become their trusted advisor to accelerate movement through each buying stage. WIN BY GOING THE EXTRA MILE. Improve team collaboration and streamline the final steps of the close, delivering a buying experience that sets you apart from competition. TOOLS FOR SALES TRANSFORMATION WAITING FOR THE RIGHT SALESPERSON TO COME ALONG EXPECTED ANALYTICS-DRIVEN REVENUE SOURCES: 74% of sales CRM deployments are poorly adopted. Out with the old; in with the new. It takes next-gen strategies and technology to engage and win today’s empowered customer. When seeking a knowledgeable sales rep to aid in technology buying decisions, customers prefer the following attributes: THE ONGOING SALES/CUSTOMER ALIGNMENT CHALLENGE AWARENESS CUSTOMER JOURNEY SELLING MOTION CUSTOMER BRAND ADVOCATE If you don’t predict and align your sales motion to what matters most to your customers at any given time, you won’t just miss out on sales, you’ll also miss the opportunity to make those customers your best advocates. Use the right insights to understand your buyers’ behavior, and tailor your approach to be relevant and personalized to move alongside them. *Percentages do not add to 100% due to rounding. 65% 59% 57% 54% 46% 44% 37% 30% 24% BUYERS ARE CALLING ALL THE SHOTS NOW, SO IT’S TIME TO ADAPT AND RESPOND, IF YOU HAVEN’T ALREADY. Sales teams can’t just dictate the buying process anymore; mapping the buyer’s journey is key to winning business. For higher-value engagements, companies must anticipate and meet their audiences’ needs. With most of the B2B buying process (57%, according to Corporate Executive Board) complete before the customer even interacts with a salesperson, there’s no time to lose—that is, if you plan to stay relevant in today’s market. DOWNLOAD THE FULL SAP-SPONSORED HARVARD BUSINESS REVIEW ANALYTIC SERVICES REPORT “WINNING AT SALES IN A BUYER-EMPOWERED WORLD” AT sap.com/cloudforsales 5% 13% 8% 22% 25% 26% 30% 16% 14% 23% 20% 15% 13% 22% 21% 10% 4% 12% ABILITY TO HELP SOLVE YOUR BUSINESS OBJECTIVES INDUSTRY KNOWLEDGE AND EXPERIENCE TECHNOLOGY EXPERTISE LIKABILITY/PERSONAL RELATIONSHIP ABILITY TO LEVERAGE COMPANY’S RESOURCES SALES/MARKETING/ CUSTOMER SERVICE COMMIT TO CHANGE SHAPE VISION SET CRITERIA INFLUENCE ASSESS RISK BUILD CONFIDENCE LOYAL OR DETRACTOR SUPPORT COMPARE DIFFERENTIATE AND VALUE PURCHASE CLOSE NEW PRODUCT/SERVICE DEVELOPMENT MANUFACTURING/SUPPLY CHAIN/SERVICE DELIVERY ABILITY TO COMMUNICATE COMPANY’S VALUES AND DIFFERENTIATORS TARGET DISCOVER GUIDE WIN DISCOVER WHAT CUSTOMERS CARE ABOUT MOST. Deep and predictive insights about who your customers are, what they care about, what makes them each tick and what they must do to succeed–anytime–empower you to make each interaction relevant and meaningful to close deals. WHAT CHANGES MOST IMPACT SALES TEAMS? SAP Sales. Presentation Slides. 2014. Harvard Business Review, sponsored by SAP. Winning at Sales in a Buyer-Empowered World. 2014. Forrester, commissioned by SAP. The Total Economic Impact Of SAP Cloud for Sales. February 2014. CIO Insights. Optimizing Sales Engagements: Selling at the Speed of Change. 2014. Cognizant, partnered by Oxford Economics. The Value of Signal (and the Cost of Noise). 2013. Corporate Executive Board. The Digital Evolution in B2B Marketing. Copyright 2014 by SAP
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Transcript of Sales Engagement Enigma - Winning at Sales in a Buyer-Empowered World
CUSTOMER MARKETPLACE
CUSTOMER EXPECTATIONS
1st CHOICE
2ndCHOICE
3rdCHOICE
COMPETITIVE ACTIVITY
BREADTH OF PRODUCT LINE
COMPLEXITY OF PRODUCT LINE
NEW PRODUCT INTRODUCTIONS
SALES, GET YOUR MOJO BACK!WOO AND WIN THE EMPOWERED BUYER
THE SALES IMPERATIVE
Half of B2B sales staff routinely miss their quotas. Why?
THE NEXT STEPS
TARGET CUSTOMERS WHO DELIVER THE MOST VALUE. Focus on the customers who will deliver the most success with the least amount of work.
SOURCES:
GUIDE YOUR CUSTOMERS THROUGH THE BUYING JOURNEY.Share your knowledge and best practices to help custom-ers address business challeng-es in new ways. Become their trusted advisor to accelerate movement through each buying stage.
WIN BY GOING THE EXTRA MILE.Improve team collaboration and streamline the final steps of the close, delivering a buying experience that sets you apart from competition.
TOOLS FOR SALES TRANSFORMATION
WAITING FOR THE RIGHT SALESPERSON TO COME ALONG
EXPECTED ANALYTICS-DRIVEN REVENUE SOURCES:
74% of sales CRM deployments are poorly adopted. Out with the old; in with the new. It takes next-gen strategies and technology to engage and win today’s empowered customer.
When seeking a knowledgeable sales rep to aid in technology buying decisions, customers prefer the following attributes:
THE ONGOING SALES/CUSTOMER ALIGNMENT CHALLENGE
AWARENESS
CUSTOMERJOURNEY
SELLING MOTION
CUSTOMER BRAND ADVOCATE
If you don’t predict and align your sales motion to what matters most to your customers at any given time, you won’t just miss out on sales, you’ll also miss the opportunity to make those customers your best advocates. Use the right insights to understand your buyers’ behavior, and tailor your approach to be relevant and personalized to move alongside them.
*Percentages do not add to 100% due to rounding.
65% 59% 57% 54% 46% 44%
37%
30%
24%
BUYERS ARE CALLING ALL THE SHOTS NOW, SO IT’S TIME TO ADAPT AND RESPOND, IF YOU HAVEN’T ALREADY.
Sales teams can’t just dictate the buying process anymore; mapping the buyer’s journey is key to winning business.
For higher-value engagements, companies must anticipate and meet their audiences’ needs. With most of the B2B
buying process (57%, according to Corporate Executive Board) complete before the customer even interacts with a
salesperson, there’s no time to lose—that is, if you plan to stay relevant in today’s market.
DOWNLOAD THE FULL SAP-SPONSORED HARVARD BUSINESS REVIEW ANALYTIC SERVICES REPORT “WINNING AT SALES IN A BUYER-EMPOWERED WORLD” AT sap.com/cloudforsales
5%13%8%22%25%26%
30%
16% 14% 23% 20% 15% 13%
22% 21% 10% 4% 12%
ABILITY TO HELP SOLVE YOUR BUSINESS OBJECTIVES
INDUSTRY KNOWLEDGE AND EXPERIENCE
TECHNOLOGY EXPERTISE
LIKABILITY/PERSONAL RELATIONSHIP
ABILITY TO LEVERAGE COMPANY’S RESOURCES
SALES/MARKETING/CUSTOMER SERVICE
COMMIT TO CHANGE
SHAPE VISION
SET CRITERIA
INFLUENCE
ASSESS RISK
BUILD CONFIDENCE
LOYAL OR DETRACTOR
SUPPORT
COMPARE
DIFFERENTIATE AND VALUE
PURCHASE
CLOSE
NEW PRODUCT/SERVICE DEVELOPMENT
MANUFACTURING/SUPPLY CHAIN/SERVICE DELIVERY
ABILITY TO COMMUNICATE COMPANY’S VALUES AND DIFFERENTIATORS
TARGET DISCOVER GUIDE WIN
DISCOVER WHAT CUSTOMERS CARE ABOUT MOST.Deep and predictive insights about who your customers are, what they care about, what makes them each tick and what they must do to succeed–anytime–empower you to make each interaction relevant and meaningful to close deals.
WHAT CHANGES MOST IMPACT SALES TEAMS?
SAP Sales. Presentation Slides. 2014.Harvard Business Review, sponsored by SAP. Winning at Sales in a Buyer-Empowered World. 2014.Forrester, commissioned by SAP. The Total Economic Impact Of SAP Cloud for Sales. February 2014.CIO Insights. Optimizing Sales Engagements: Selling at the Speed of Change. 2014.Cognizant, partnered by Oxford Economics. The Value of Signal (and the Cost of Noise). 2013.Corporate Executive Board. The Digital Evolution in B2B Marketing.
Copyright 2014 by SAP
