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5 Sales Secrets All TopPerformers KnowAriane Lindblom, Sales OnDemand, SAP & Heidi Tucker, Global Alliances, InsideViewOct...
Customer power and organizational complexityhave changed buying and selling dynamics    Sales Funnel           Customer Jo...
Selling today requires more than following theprocess                                              Prospect’s       Accoun...
Existing cloud-based CRM technologies notdesigned for today’s buying & selling modelBuilt on paradigm of management insigh...
Learn the 5 Secrets of Sales Success      1    Know More than your Competitors Do      2    Cold Calling is Dead      3   ...
Secret #1:Know more than you competitors
Know more. Win more.                       “I never learn anything by talking. I only learn                       things w...
good               news                bad                news|   SLIDE :8
How do you make Sense of all of this?
Sales OnDemand         with Right   Right    RightPerson   Time    Message
Sales OnDemand with     Account-specific              • Company Info      social insights                                 ...
Better company insight                         OVERVIEW
Be the First to KnowAlerts about social conversations and business events
Pushed Insights – give me the inside scoop
Get the Buzz – real time social insights
Secret #2:Cold calling is dead
92%prospects & customersnever take a cold callor email
Find People that Matter, quickly
It’s about People, Not Contacts                                  • Follow companies                                    and...
Leverage your company’s network
All in One Connection Network                      Very public                      Explicit connections                  ...
Mine Corporate Social Connections Leverage your internal “relationship assets” to find warm connections to prospectsSAP Sa...
Top Gun ResultsSmarter               Find Better Prospects – right person, right timesalespeople.More               Save T...
Secret #3:Challenge the status quo
Top performerschallenge theircustomers to thinkdifferently          Harvard Business Review, Matthew Dixon, Brent Adamson,...
Harness thecollectivegenius ofsales
What’s the big idea?
Secret #4:Time is money
65% of a salesperson’s timeis spent not selling30 hours spent monthly searchingor creating own sales material
Eliminate the archeological dig
Getsmart
Put down the phone, stop the email
Easier than pie
Secret #5:Like the Boy Scouts – be prepared
57% of buying process iscomplete before the customercontacts sales85% of sales meetings donot meet customer expectations
Be prepared for every call, every close
Know where you stand
Stay in touch with what matters
Have it your way
Apply the 5 Secrets of Sales Success Today      1    Know More than your Competitors Do      2    Cold Calling is Dead    ...
Thank You! Click on the Resource Tab to access the free            guide, demos and more.    Visit us at http://sales.onde...
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5 Secrets to Sales Success

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Learn the 5 Sales Secrets that all top performers know in engaging and winning with today's empowered customers.

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5 Secrets to Sales Success

  1. 1. 5 Sales Secrets All TopPerformers KnowAriane Lindblom, Sales OnDemand, SAP & Heidi Tucker, Global Alliances, InsideViewOctober 3, 2012 Sales OnDemand
  2. 2. Customer power and organizational complexityhave changed buying and selling dynamics Sales Funnel Customer Journey (Online & Offline) Awareness Interest Desire Action
  3. 3. Selling today requires more than following theprocess Prospect’s Account Right Product preferences? contacts? Warm Specialist for this What’s being said introduction? Deal? about customer? Relevant References? Did Order Ship? Latest Competitive Did InsideSales Report? send Quote? Update my Forecast on the Best Presentation Road! to Use?
  4. 4. Existing cloud-based CRM technologies notdesigned for today’s buying & selling modelBuilt 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
  5. 5. Learn the 5 Secrets of Sales Success 1 Know More than your Competitors Do 2 Cold Calling is Dead 3 Challenge the Status Quo 4 Time Is Money 5 Like the Boy Scouts – Be Prepared
  6. 6. Secret #1:Know more than you competitors
  7. 7. Know more. Win more. “I never learn anything by talking. I only learn things when I ask questions.” Lou Holtz © 2011 SAP AG. All rights reserved. 7
  8. 8. good news bad news| SLIDE :8
  9. 9. How do you make Sense of all of this?
  10. 10. Sales OnDemand with Right Right RightPerson Time Message
  11. 11. Sales OnDemand with Account-specific • Company Info social insights • News Alerts • Social Profiles • Social Buzz • Financials • Family Tree • Industry Profiles • Connections • List Building No more cold calls News alerts & trigger events
  12. 12. Better company insight OVERVIEW
  13. 13. Be the First to KnowAlerts about social conversations and business events
  14. 14. Pushed Insights – give me the inside scoop
  15. 15. Get the Buzz – real time social insights
  16. 16. Secret #2:Cold calling is dead
  17. 17. 92%prospects & customersnever take a cold callor email
  18. 18. Find People that Matter, quickly
  19. 19. 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
  20. 20. Leverage your company’s network
  21. 21. All in One Connection Network Very public Explicit connections Largest source of connections Reference Customers Boardmembers Affiliations Personal Contacts Education Contacts
  22. 22. Mine Corporate Social Connections Leverage your internal “relationship assets” to find warm connections to prospectsSAP Sales OnDemand• “All in One” Network• Private• People you “should know”
  23. 23. Top Gun ResultsSmarter Find Better Prospects – right person, right timesalespeople.More Save Time - faster, better call prepconfident. Win more deals – (20%+)Betterprepared.
  24. 24. Secret #3:Challenge the status quo
  25. 25. Top performerschallenge theircustomers to thinkdifferently Harvard Business Review, Matthew Dixon, Brent Adamson, Corporate Executive Board, Sales Executive Council, September 2011
  26. 26. Harness thecollectivegenius ofsales
  27. 27. What’s the big idea?
  28. 28. Secret #4:Time is money
  29. 29. 65% of a salesperson’s timeis spent not selling30 hours spent monthly searchingor creating own sales material
  30. 30. Eliminate the archeological dig
  31. 31. Getsmart
  32. 32. Put down the phone, stop the email
  33. 33. Easier than pie
  34. 34. Secret #5:Like the Boy Scouts – be prepared
  35. 35. 57% of buying process iscomplete before the customercontacts sales85% of sales meetings donot meet customer expectations
  36. 36. Be prepared for every call, every close
  37. 37. Know where you stand
  38. 38. Stay in touch with what matters
  39. 39. Have it your way
  40. 40. Apply the 5 Secrets of Sales Success Today 1 Know More than your Competitors Do 2 Cold Calling is Dead 3 Challenge the Status Quo 4 Time Is Money 5 Like the Boy Scouts – Be Prepared
  41. 41. 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

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