21st-century Sales Warrior: Work Smarter. Sell Better

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Make every customer conversation count: Power your 21st Century Sales Warrior to make an impact in every deal - with easy collaboration, agility and meaningful insight

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  • 21st-century Sales Warrior: Work Smarter. Sell Better

    1. 1. The 21st Century Sales Warrior Work Smarter. Sell Better.Nicholas Kontopoulos,Global CRM Marketing Director, Singapore, 2012
    2. 2. Sales BC ( Before Computers)
    3. 3. Rainmaker
    4. 4. Product Expert
    5. 5. Schmoozer
    6. 6. Golf Buddy
    7. 7. Lone Wolf
    8. 8. Fast Forwardto Sales AD (After Digital)
    9. 9. Whois the 21st Century customer?
    10. 10. The 20th century was all abouttelling customerswhat they wanted.
    11. 11. There has been aRevolution
    12. 12. The 21st Century decision maker is nowDigitally armed
    13. 13. Customers have a greater range ofchoice.
    14. 14. Customers are now driving theconversation
    15. 15. Customer-Intimacy: Key CEO FocusTop focus areas in next five year Source: 2010 IBM Global CEO Study: Capitalizing on Complexity
    16. 16. There are some significantchallenges facing theCEO and their sales leadership.
    17. 17. 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
    18. 18. 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
    19. 19. Meet John SmithAge: 30 somethingOccupation: Sales executiveHobbies: Sports & beerMarital Status: Married + 2 kids
    20. 20. 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?
    21. 21. 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?
    22. 22. TO HERE?
    23. 23. 21st Century SalesWarrior
    24. 24. “It’s not all about the technology.”
    25. 25. The 20th Century wasall about relationships The 21st Century is about People + Process + Technology
    26. 26. Anatomy ofa GreatSales Person Empathetic Problem Solver Communicator Trustworthiness Sociable Passionate
    27. 27. 21st CenturySales WarriorsThey ask better questionsThey listen more constructivelyThey’re obsessed withtime managementThey are more creativeThey research their clientsThey are more like engineersThey collaborate
    28. 28. Sales need to… …orchestrate the deal
    29. 29. Ok, but what do salesneed in order to be ableto orchestrate a dealin todays digital landscape?
    30. 30. InsightMake Better Decisions
    31. 31. Big data
    32. 32. 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.
    33. 33. 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%.
    34. 34. Eye Candy
    35. 35. In-Memory Sales Volume Analysis
    36. 36. Sales Incentives, Rebates and Commissions
    37. 37. CollaborationHarness the collective wisdom of the crowd
    38. 38. One Team = Collaboration “You lose”“We win” (LESS) (MORE)
    39. 39. AgilityInformation on the move
    40. 40. Did you know?That there are now more mobile phones(4 billion) vs. toothbrushes (2 billion)?
    41. 41. The number of mobile workersisgrowing fasterthan the overall workforce.” User Survey Analysis: Remote Worker Communications Applications and Services, Worldwide
    42. 42. Work Smarter. Anytime. Anywhere
    43. 43. Instant Updateson the RoadBakery and food servicesales representativesupdate opportunities andcustomer data in real-time,improving sales productivity
    44. 44. ImpactMake Every SalesConversation Count
    45. 45. New Engagement Model Sales Funnel Customer Journey (Online & Offline)Source: St. Elmo Lewis 1898
    46. 46. 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.”
    47. 47. We’re all competing for the precious andleast replaceable asset: time.
    48. 48. One customer, one enterprise,one experience.
    49. 49. 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?
    50. 50. 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?
    51. 51. Avoid diet pill approachShort Term Gains
    52. 52. Over 70% of allCRM projects through to2015 will be viewed asfailures , if thereis no CRM strategy to drivewhy a firm is doing them.” – Scott Nelson, Gartner
    53. 53. Competitive AdvantageRequires Hard Work
    54. 54. 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”
    55. 55. Key Takeaways
    56. 56. Activity Management Mobility Forecasting Territory Management Selling SALES VP Process Expenses Management Lead Pipeline ManagementManagement Margin Commission Management Management Effective Content Social Collaboration Management Selling
    57. 57. Effective Collaboration Activity Forecasting Management Mobility Selling Process SALES VP Expenses TerritoryManagement Management Digital Hub Pipeline Margin Management Management Commission Lead Management Management Content Social Management Selling
    58. 58. Evolution is nota force but a process.” – John Morley
    59. 59. Think BIG& Start Small
    60. 60. Delivered simply& conveniently
    61. 61. DataInsight CollaborationAgility Impact
    62. 62. IntimacyEverything begins & endswith the customer21st Century Sales Warrior 1 Deliver Insight 2 Drive Collaboration 3 Enable Agility 4 Create Impact
    63. 63. 21st Century SalesWarrior
    64. 64. Value gets created betweenthe employee and the customer,and management’s job enableis toinnovation atthat interface.” – Vineet Nayar, HCL
    65. 65. Thank You! Feel free in connecting with me @ #nicholask71 http://cn.linkedin.com/in/nicholaskontopoulos© 2011 SAP AG. All rights reserved. Confidential 67
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