Wim Verschoore - Predictive customer insights session
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Predictive Customer Insights Wim Verschoore Sr Account Executive for Customer Engagement and Commerce Line of Business solutions , SAP Belgium Innovate or Die event June, 18 th 2014, Leuven
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Keynote Presentation by Wim Verschoore of the Sales & Marketingtrack on the Innovate or Die Event. 18 June 2014
Transcript of Wim Verschoore - Predictive customer insights session
Predictive Customer Insights
Wim VerschooreSr Account Executive for Customer Engagement and CommerceLine of Business solutions , SAP Belgium
Innovate or Die event
June, 18th 2014, Leuven
© 2012 SAP AG. All rights reserved. 2
CUSTOMERS HAVE TAKEN CONTROL OF
THE BUYING PROCESS.
BETTER INFORMED
DIGITALLY CONNECTED
WILLING TO CHANGE
© 2012 SAP AG. All rights reserved. 3
Which has resulted in a fundamentally different path to making a buying decision.
IMPACTING YOUR
TOP LINE
FORECAST
STOCK PRICE
KEY IMPERATIVES OF TODAY’S MODERN SALES & MARKETING CHAMPIONS
EXPERIENCE• Orchestrate• Connect• Transact
INSIGHT• Analyze• Listen• Predict
AGILITY• Optimize• Strategize• Collaborate
IN ORDER TO ENGAGE TO WIN LIKE NEVER BEFORE
EXPERIENCE• Orchestrate• Connect• Transact
INSIGHT• Analyze• Listen• Predict
AGILITY• Optimize• Strategize• Collaborate
WIN together by going the extra mile
GUIDEthem through the buying journey
DISCOVER what they care about most
TARGET customers where you deliver the most value
© 2012 SAP AG. All rights reserved. 6
AWARENESS CUSTOMER BRAND ADVOCATE
BUYER’S JOURNEY
SELLING MOTION
TO WIN TODAYYOU MUST ALIGN YOUR SELLING MOTION TO YOUR BUYER’S JOURNEY
Shape Vision
Influence
Compare
Assess Risk
Differentiate & Value
Purchase
Support
Set Criteria
Build Confidence
Loyal or a Detractor
Close
GuideDiscoverTarget Win
Commit to Change
Demo
