FOR 2013
A new framework every sales leader and sales rep should know



Table of Contents
INTRODUCTION The 20/20 on today’s selling landscape. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 5 proven strategies to apply at your organization . . . . . . . . . . . . . . . . . . . . . . . . . . 5 STRATEGY #1 Know more than your competitors .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 STRATEGy #2 Amp up warm introductions and referrals .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 STRATEGy #3 Challenge the status quo .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 STRATEGy #4 Eliminate wasted time . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15 STRATEGy #5 Be more prepared every time . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17 CoNcLusIoN .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19

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research from Sales Executive Council states that 57% of buying process occurs before a potential customer first engages with a sales rep. while the customer still needs to complete their own traditional activities to make a decision. is different than ever before. the way they do it. As a consequence. A buyer does research on the Web. what their distinct pain points are and what is possibly driving them and their organizations decision making process. It is therefore crucial salespeople have the tools that deliver the insight needed to quickly establish an understanding of who the customers is. engaging socially. go through a predetermined sales process that is determined by the seller. Customer power and organizational complexity have changed buying and selling dynamics: Share this eBook! . or have to. leverages their business social network and online communities to get guidance and the inside scoop on how to address their challenges.5 SELLING STRATEGIEs FOR 2013 2 INTRoducTIoN Understanding today’s selling landscape Today’s customer no longer want. moving forwards and backwards through buying process. Ultimately. Customers today have much more choice and power than ever before.

5 SELLING STRATEGIEs FOR 2013 3 And you can’t afford to waste time. which includes activities such as: • Finding the right customer contacts & people in my social network who can provide a warm introduction • Learning my prospect’s personal preferences. or other salespeople who have won with customers similar to mine • Searching for relevant presentation. what he cares about. Customer power and organizational complexity have changed buying and selling dynamics: Although existing sales methodologies provide a process and framework. what’s being said about his company that impacts his organization? • Searching my own organization for the right experts who know my customers’ industries. they don’t address the non-structured activities that consume a large chunk of a salesperson’s day. product information... competitive reports that will help me communicate unique value to each of my customers Share this eBook! .

while also tracking their business and keeping an eye on their sales target. So we need a tool that Salespeople will use.5 SELLING STRATEGIEs FOR 2013 4 • Communicating and orchestrating my extended sales team in order to drive the team sell and complex sell • Making phone calls & firing off emails to find the latest pricing. CSO Insights reports 74% of sales organizations have poor SFA adoption. a tool to help them better understand their customers. Yet. quotes and sales orders so that we’re prepared for every call and every close • Losing precious minutes and hours on the road where we could be productive if only we had the right tools These are just a few of the activities a salesperson does on a daily basis in an effort to have meaningful engagements with a customer. sales force automation or CRM tools that are in use today are designed on the traditional CRM paradigm. have more meaningful interactions. they need to leverage their extended sales network and new tools designed to help them complete this myriad of unstructured activities faster and with better results. Instead. they were designed to provide management visibility and to control sales behavior. and ultimately drive more revenue. MS Outlook and IBM Lotus Notes Personalization and Extensibility Comprehensive Mobile Solutions Opportunity Management and Insights Real-time Actionable Analytics Back-office integration and Mashups Collaborate across teams Account and Contact Intelligence Share this eBook! . In order for sales people to be effective. and weren’t designed for how salespeople need to sell today.

5 SELLING STRATEGIEs FOR 2013 5 5 proven strategies for selling more effectively in the social media era What are the strategies you can easily apply at your organization today? o  Know more than your competitors o Amp up warm introductions and referrals o  Challenge the status quo o Eliminate wasted time o  Be more prepared every time Share this eBook! .

This tsunami of data is having. “I never learn anything by talking. Decision-makers (from the CEO level on down) leave a trail of clues all over the web – in social networks. I only learn things when I ask questions. blog posts. Good news is that there is a lot of information out there and Social Media is one of the best weapons a salesperson can use today. Win more. The Bad News is that there is so much info out there that staying on top of it – in a timely manner – can be completely overwhelming. Share this eBook! . and will have. Companies are sharing their strategies and challenges openly on the web like never before. there are some good news and some bad news. tweets – even job postings.” –Lou Holtz Now.5 SELLING STRATEGIEs FOR 2013 6 STRATEGy 1 Know more than your competitors Know more. a dramatic impact on both those who sell and on those who buy.

and at the right time. The more intelligence you have to do that.” Selling is really about solving problems and helping people reduce the pain in their business life. the more likely you are to uncover the real problems and offer relevant solutions. No one likes to be “sold.5 SELLING STRATEGIEs FOR 2013 7 How do you make sense of all of this? With SAP Sales OnDemand and InsideView you get the immediate intelligence that allows you to find the right person. Getting social intelligence in an efficient and productive way is a key advantage in sales today. with that right message. No more cold calls Account specific social insights New alerts and trigger events Share this eBook! .

5 SELLING STRATEGIEs FOR 2013 8 Better company insight: Get immediate access to company information and industry information to make your engagement even more relevant and impactful. Sales trigger alerts Company info Industry info Share this eBook! . Get proactive alerts about key business issues that matter. Be the first to know: Use Social Media monitoring tools to follow companies and people of interest.

5 SELLING STRATEGIEs FOR 2013 9 Pushed Insights – give me the inside scoop: Get the Buzz – real time social insights: Daily watchlist email alerts Real-time Tweets and Blog posts Share this eBook! .

So what are you to do? Go with that 8% hit rate and start dialing? That is not the answer.5 SELLING STRATEGIEs FOR 2013 10 STRATEGy 2 Amp up warm introductions and referrals Cold calling is dead… A study conducted by the business school at the University of North Carolina found this eye-popping statistic: 92% of the people you want to build a relationships with will not take a cold call or look at a cold email. Find people that matter. quickly: Contacts sorted by relevance Share this eBook! .

Example: Make a business call to offer Safety Education Consulting – just after a company is fined by OSHA. not contacts. It’s the perfect time to address their acute pain. is a powerful sales technique. relevant alerts of key business and personal issues that tell you WHEN it’s a good time to reach out. Knowing when people have pain and how you can mitigate it is a powerful sales technique. Social profiles reveal the “person” behind the business card: • Learn about their personal interests. affiliations. People respond to pain much more than gain – knowing when they have pain and how you can mitigate it.5 SELLING STRATEGIEs FOR 2013 11 It’s about people. pursuits and business issues • Find conversation starters that relate to them • Build trust more quickly • Follow companies and people of interest • Get timely. Share this eBook! .

This alone can build trusted relationships more quickly. LinkedIn is great for developing and expanding your network. board members. so that if anyone leaves the company. deal size. and at the same time reduce sales cycle and acquisition costs. into a single network behind your firewall • Reveals valuable contacts outside your social graph – contacts you may NOT be aware of • Keeps the connections private. they are cut off from the network All in One Connection Network: Very public Explicit Connections Largest source of connections • Reference Customers • Boardmembers • Affiliations • Personal Contacts • Education Contacts Share this eBook! .) • Combines multiple social networks and Outlook. The single greatest sales advantage is a warm. Social Networks connect you to key people in your personal and professional social graph. executives. Corporate Social Networks go beyond that to help companies harness and protect their internal “relationship assets” (all the connections held by their employees. etc. which in turn can dramatically improve win rates. credible introduction to the right person. Most business people use LinkedIn today.5 SELLING STRATEGIEs FOR 2013 12 Leverage your company’s network and many other connection networks.

knowing product features and benefits is not enough. showing that Challenger Salesperson dramatically outperforms others sales reps. Research from the Corporate Executive Board’s Sales Executive Council is an example of such research. who the influencers. champions. and best practices to address a given business problem • To understand their customer’s organization. decision makers. There’s a wealth of research substantiating the need for sales reps to know their customers’ unique business challenges and to come to the table with new ideas and opportunities that the customer often hadn’t realized even existed. ratifiers and roadblocks are and what power and influence they have • Learn how to effectively win against the competition in a fast-changing world Top performers challenge their customers to think differently Share this eBook! . In order to become a challenger sales person. Sales reps need efficient ways: • To find the right experts in their organization who understand their customer’s industry.5 SELLING STRATEGIEs FOR 2013 13 STRATEGy 3 Challenge the status quo Winning with today’s customer takes a new set of rules.

5 SELLING STRATEGIEs FOR 2013 14 Harness the collective genius of sales: Internal experts provide deep insight What’s the big idea? Collaborate and share relevant deal-impacting content with customers Become the trusted partner: Internal experts share new business-impacting ideas with customers Social collaboration to learn/share best practices Share this eBook! .

65% of a sales person’s time is spent not selling and 30 hours spent monthly searching or creating own sales materials.5 SELLING STRATEGIEs FOR 2013 15 STRATEGy 4 Eliminate wasted time Time is money… According to Forrester Research. products & more Share this eBook! . Best sales content based on customer industry. Get smart Eliminate the archaeological dig 30 hours are spent monthly searching or creating own sales material. sales stage.

order status and more What’s important to you: key accounts. follow-up – just one click away Add new sales info with one click Share this eBook! . stop the email When it comes to tracking your business and taking care of the administrative side of sales. Easier than pie Hover over from quick access to key customer info Latest products/services.5 SELLING STRATEGIEs FOR 2013 16 Put down the phone. real-time customer pricing. quotes. All of these examples provide ways for you to reduce the time you spend in prep and follow-up work so that you can spend more time working with customers to advance the sale. opportunities. these tasks need to be quick and easy. sending emails hunting for back-office info help you. Get the administrative tasks done quickly and enable supporting team members to be automatically alerted to updates so that they can proactively No more wasted hours on phone.

pricing. With immediate and accurate access to customer orders.* The right solution would empower you to tailor and personalize information based on your sales teams’ preferences. 85% of sales meetings do not meet prospect expectations. be prepared Based on latest research.5 SELLING STRATEGIEs FOR 2013 17 STRATEGy 5 Be more prepared every time Like the Boy Scouts. and other key account and opportunity intelligence. Equally important is giving your mobile sales force the 360 degree insights anytime. you help increase your sales success rate. contacts sales and 85% of sales meetings do not meet prospect expectations. 57% of buying process is complete before the prospect Avoid surprises – know what’s ahead Check customer news before walking in the door 57% of the buying process is complete before the prospect contacts sales.. anywhere on any device. Your favorite customer information is only a tap away Real-time updates and collaboration on the road Share this eBook! ..

5 SELLING STRATEGIEs FOR 2013 18 Know where you stand Have it your way See which deals to focus on to make your number Choose the tiles that help you be prepared Know what the delta is in making your number Drag-and-drop tiles. collaborate on the road Share this eBook! . organize based on your preferences Stay in touch with what matters Get real-time updates.

warehouse to storefront. Inc.5 SELLING STRATEGIEs FOR 2013 19 CoNcLusIoN Start maximizing sales effectiveness Meeting today’s sales challenges head-on and winning more deals requires an easy-to-use. cloud sales application that empowers you to: o  Know more than your competitors o Amp up warm introductions and referrals o  Challenge the status quo o Eliminate wasted time o  Be more prepared every time Applying the 5 selling strategies to your organization is easy so how do you get started? Request a demo or free trial today! AbouT SAP As market leader in enterprise application software. SAP (NYSE: SAP) helps companies of all sizes and industries run better. For more information. From back office to boardroom. 3999 West Chester Pike Newtown Square. SAP SALEs ONDEmANd CusTomERs CoNTAcT SAP America.com.sap. desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable more than 195. visit www. PA 19073 Phone: +1-610-661-1000 Share this eBook! .000 customers (includes customers from the acquisition of SuccessFactors) to operate profitably. adapt continuously. and grow sustainably.

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