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The Future of Sales Is Marketing

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SAP Sr VP Dave Hutchinson shares his tips about the Future of Sales Is Marketing. Enablement, Awareness, Demand Gen.... It takes a close coordinated effort between Sales and Marketing to reach successful business outcomes. And, are your sales teams fluent in twitter, Facebook, and LinkedIn? They better be...

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The Future of Sales Is Marketing

  1. 1. David J. Hutchison Senior Vice President, Marketing © 2014 SAP AG or an SAP affiliate company. All rights reserved. 1
  2. 2. 2 HOW I BECAME A MARKETER DILBERT © 2010 Scott Adams. Used By permission of UNIVERSAL UCLICK. All rights reserved.
  3. 3. 3 PROFILE OF THE “SECRET SHOPPER” 67% Done without YOU 75% 76% Start with Search Phone a friend
  4. 4. 4 ANATOMY OF A DISCONNECT… Awareness/Demand Gen Enablement 92%
  5. 5. 5 THREE PRINCIPLES FOR SUCCESS One Flag One Voice One Focus
  6. 6. 6 PRINCIPLE #1: ONE FLAG Win Together, Lose Together
  7. 7. 7 PRINCIPLE #2: ONE VOICE Are your sales people fluent in these channels?
  8. 8. 8 PRINCIPLE 3: ONE FOCUS DILBERT © 2007 Scott Adams. Used By permission of UNIVERSAL UCLICK. All rights reserved.
  9. 9. 9 CALL TO ACTION: 3 things you should do tomorrow IF YOU ARE SALES: Get a social media tune-up Develop a social selling strategy Agree with Marketing on what success looks like IF YOU ARE MARKETING: Inspect your plans and inject flexibility as needed Provide enablement around new engagement models Agree with sales on what success looks like 1. 2. 3.
  10. 10. 10 The Future of Sales is Marketing Sales MARKETING
  11. 11. 11 David J. Hutchison Senior Vice President, Marketing david.hutchison@sap.com @dave_hutchison

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