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21st-century Sales Warrior: Work Smarter. Sell Better
The 21st Century Sales Warrior Work Smarter. Sell Better.Nicholas Kontopoulos,Global CRM Marketing Director, Singapore, 2012
Customer-Intimacy: Key CEO FocusTop focus areas in next five year Source: 2010 IBM Global CEO Study: Capitalizing on Complexity
There are some significantchallenges facing theCEO and their sales leadership.
Did you knowOver 40% of salespeoplefail to hit quota30% of salespeopleturnover each yearIt takes on average,seven months to ramp-up ?a salespersonSource: Forrester & IDC
Did you know65% of a salesperson’s time ?is spent not selling30 hours are spent searching foror creating their own sales materials90% of marketing deliverablesare not used by sales Source: Forrester & IDC
Meet John SmithAge: 30 somethingOccupation: Sales executiveHobbies: Sports & beerMarital Status: Married + 2 kids
Pressure is building up… Sales cycles are getting longer Customers are better informed than me My deals are getting far more competitive Need to improve HELP My clients are talking to Word customer one another via LinkedIn of mouth loyalty ME! about our company My territory has Need to reduce been expanded cost of saleWhere did I file Who are my most Need expertthat proposal? profitable clients? support on this deal? Need to be able to provide more Leanaccurate forecasting Management Which deck Should I use?
So how do you go from here… Sales cycles are getting longer Customers are better informed than me My deals are getting far more competitive Need to improve HELP My clients are talking to Word customer one another via LinkedIn of mouth loyalty ME! about our company My territory has Need to reduce been expanded cost of saleWhere did I file Who are my most Need expertthat proposal? profitable clients? support on this deal? Need to be able to provide more Leanaccurate forecasting Management Which deck Should I use?
The 20th Century wasall about relationships The 21st Century is about People + Process + Technology
Anatomy ofa GreatSales Person Empathetic Problem Solver Communicator Trustworthiness Sociable Passionate
21st CenturySales WarriorsThey ask better questionsThey listen more constructivelyThey’re obsessed withtime managementThey are more creativeThey research their clientsThey are more like engineersThey collaborate
Can Marketing Lift Stock Prices? Used analytics to determine “Customer lifetime value” 5 years of data was crunched for two Fortune 1,000 companies (B2B & B2C). 9 month field experiment using specific marketing strategies based on the “customer lifetime value” of each customer or customer segment. 90% of both companies profits were being generated by 20% of their clients.
Can Marketing Lift Stock Prices? B2B company stock increased 33% nine months after experiment. Top 3 competitors stock increased 12%. B2C company stock increased 58% nine months after experiment. The top 3 competitors stock increased 15%.
New Engagement Model Sales Funnel Customer Journey (Online & Offline)Source: St. Elmo Lewis 1898
Basics of B2B Sales Success “B2B customers say they care most about product and price... ...but, what they really want is a great sales experience.” 55% of the behaviour customers described as “most destructive”: - failing to have adequate product knowledge - contacting customers too frequently “we found customers were more than happy to use self-serve or online tools and selectively tap specialist support for the most complex situations.”
We’re all competing for the precious andleast replaceable asset: time.
So, I understand that thereis now a new “SalesParadigm” and that salesneeds to evolve. But, what elsedo I need to consider whenshaping my 21st Century SalesWarrior strategy?
Key questions to consider.Do we know who our mostvaluable customers are? ?Are we able to spot changesin purchasing behaviour?What are the most influentialdrivers of the sales experience?What actions are your sellersdoing which may result in anegative sales impact?
Omnicell Inc. “99% order accuracy” tightly integrated SAP CRM with SAP manufacturing and financial systems to achieve “near-perfect order and shipment accuracy “ Omnicell can now track the on-time delivery rate of its third-partly logistics (3PL) provider. “Support incidents are down 67%” “The new visibility helps managers by providing accurate margins, sales forecasts and an integrated view into the opportunity-to-revenue process”