The New Rules of Sales Effectiveness
SAP Cloud for Sales
What do sales leaders care about today?
0 10 20 30 40 50 60 70
Increase revenues Capture new accounts Increase sales effectiveness Optimize lead genereation Up-selling/cross-selling Improve customer loyalty/satisfaction Reduce sell cycle times Improve margins/reduce discounting Improve team selling Increase Reorder/renewal rates Reduce cost of sales Reduce sales admin. burden Other
% of Respondents
Chief Sales Officer Insights 2011 Sales Performance Optimization study
Key priority in achieving sales outcomes Desired sales outcomes
© 2012 SAP AG. All rights reserved. 3
65%
of the average salesperson’s time is spent NOT selling
(Source: CSO Insights, Improving Sales Effectiveness in Buyer’s Market, 2011)
Unplanned customer call/meeting
Planned customer call/meeting
Data entry into CRM Internal department meeting
Support activity for customer account Email activity
Pricing and contracts activity
Consultative selling with today’s customer takes
a tremendous amount of time
And sales today, requires more than following the
process
Account contacts? Warm introduction? Relevant References? Latest Competitive Report? Update my Forecast on the Road! Prospect’s preferences? What’s being saidabout customer?
Did Order Ship?
Did InsideSales send Quote? Right Product
Specialist for this Deal?
Best Presentation to Use?
© 2012 SAP AG. All rights reserved. 5
Customer power and organizational complexity has
changed the dynamics of buying and selling
Customer Journey
(Online & Offline)Sales Funnel
Awareness
Interest
Desire
Action
57%
of buying process is often completed
before prospect engages with a seller
Deep Customer Understanding & New Ideas = Top Sellers
Top sellers best practices
:
•
Targeting right customers
•
Harnessing collective intelligence &
resources
•
Collaborating effectively
•
Obtaining insight into customer
preferences
•
Engaging early & presenting new ideas
•
Focusing on high-value activities,
reducing admin time
4.5x
Top performers are
Likely to be Challengers
Learn More About Challenger:
http://www.executiveboard.com/exbd-resources/content/challenger/index.html
© 2012 SAP AG. All rights reserved. 7
VP of Sales expect both growth and cost control
to maintain a competitive edge
of salespeople don’t
understand customer’s issues & how to help
of sales meetings don’t meet customer
expectations
Why does you need to act now? The facts are staggering
Forrester, CSO Insights, Sales Executive Council
Primary sales
tool isn’t
delivering
value
of buying process is completed before first interaction with sales
of sales rep time is spent NOT selling
74% of CRM
deployments for
Sales have poor
user adoption
57 %
62 %
85 %
65 %
Built on the paradigm of management
insight and control -- not sales effectiveness
Impact:
Most systems do not help sales
people win in today’s selling environment
and are underutilized as a result
Existing cloud-based CRM technologies were not
designed for these new conditions:
“
74%
of sales organizations have
poor CRM adoption by sales”
© 2012 SAP AG. All rights reserved. 9
Collaborate in Context
Crowdsource Sales Wisdom
Be Informed with Less Effort
Spend More Time Selling
SAP Cloud for Sales
Work Smarter. Sell Better. Win More.
› Beautiful
› Connected
› Insightful
› Effective
Play
video
© 2012 SAP AG. All rights reserved. 11
SAP Cloud for Sales
Sell more effectively with today’s empowered customers
Sales Productivity
Sales Orchestration &
Intelligence
Analytics
Collaboration
User Experience
Integration & Open
APIs
Cloud for Customer ERP/CRM/BI
Next Steps
•Visit:
http://www.isb-
global.com/sap-cloud-for-customer/
•
Speak to Matthew Gawn
+44(0) 208 232 8884
Engage with Your Customers Like Never Before
SAP Cloud for Service SAP Cloud for
Social Engagement
SAP Cloud for Sales SAP Social Media
Analytics by NetBase
PROSPECT CUSTOMER PROMOTER
SOCIAL COLLABORATION ● ANALYTICS ● MOBILE AND OFFLINE
SAP Cloud for Customer
Rich
Insights
Seamless
Integration
Industry
Content
Beautiful User
Experience
EARN their business
by knowing them
better
GROW with them as
their needs change
TURN prospects into
promoters
© 2011 SAP AG. All rights reserved. 15
SAP Cloud for Sales
Personalization and Productivity
Features and Benefits
Drive rapid adoption via
“consumerized” user experience
Access all the information you need quickly–available at a glance via Feed, Search, People, Navigation
Improve efficiency with quick-create and short-cut capabilities
Use the Shelf to quickly find
personalized tagged and flagged items
Tailor experience to fit your sales needs
with easy to implement field extensibility and re-labeling
Run in your local language (English, German, French, Spanish, Portuguese and Italian supported)
SAP Cloud for Sales
Microsoft Outlook Integration
Features and Benefits
Increase productivity with convenient access to Sales OnDemand customer
information and productivity features within Outlook
Automatically sync emails, appointments and tasks bi-directionally – no double data entry
© 2011 SAP AG. All rights reserved. 17
SAP Cloud for Sales
In-Context Social Collaboration
Features and Benefits
Use integrated Feed for Instant, efficient collaboration with team members and sales network
Crowdsource and share sales best practices, relevant information in context of accounts and opportunities
Plan and prepare for customer interactions more effectively
Connect with your team and sales network while on the road with support for mobile devices
Share relevant documents to support sales efforts
SAP Cloud for Sales
Social Selling
Features and Benefits
Turn every cold call into a warm introduction
Learn your customers’ key concerns and hear what they’re talking about online
Engage with your customers more personally though social media
© 2011 SAP AG. All rights reserved. 19
SAP Cloud for Sales
Full-Featured Mobile Applications
Features and Benefits
Manage customer relationships on iPhone, BlackBerry, Android and iPad - anytime, anywhere
Increase productivity through access to real-time business information
Collaborate with sales team on important topics
Track Business Performance through real-time Analytics
Deploy freely—mobile applications included in subscription with no extra costs
SAP Cloud for Sales
Insightful Sales Analytics
Features and Benefits
Track real-time sales performance with pre-built dashboards
Readily use embedded reports to track sales cycles, win/loss, revenue and competitive trends
Review forecasts and easily create configurable reports based on need
Identify key deals to focus on to make your number with what-if analysis
Dig deeper into data using Microsoft Excel add-in
Gain greater insight through integrated access to analyses done with SAP Business Warehouse
© 2011 SAP AG. All rights reserved. 21
SAP Cloud for Sales
Prospecting and Leads
Features and Benefits
Create and track marketing and sales campaigns
Manage leads and quickly convert to opportunities
Assess campaign performance and lead quality easily
SAP Cloud for Sales
Accounts and Sales Intelligence
Features and Benefits
Manage accounts and related
information (opportunities, activities, contacts, leads) efficiently
Gain a 360-degree customer view
Obtain additional customer intelligence with InsideView integration
Uncover new sales opportunities quickly and accelerate sales cycles
© 2011 SAP AG. All rights reserved. 23
SAP Cloud for Sales
Opportunity Management
Features and Benefits
Easily track opportunity stage and status
Maintain account info, products, activities, competitors,
documents and more quickly
Gain access to accurate ERP Pricing, Quotes, Sales Orders and more through native
integration
Close deals faster using efficient sales team collaboration
Discover the right assets for each selling situation using SAVO integration
SAP Cloud for Sales with Pre-Integrated Content
Extend Existing SAP CRM Investment Rapidly & Cost-Effectively
Lead-to-Cash
Employee Lead Service Request* Opportunity Business Partner Employee Service Request Business Partner Quote / Sales Order Material Product Lead Opportunity SAP Campaign Header Campaign Activity Activity Account Hierarchy Account Hierarchy Territory Assignment Territory AssignmentSAP Cloud for Sales
*Service requests from SAP Cloud for Service or SAP Cloud for Social Engagement pre-integrated with SAP CRM for Service
Features and Benefits
Provides sale professionals with cost-effective, no-hassle, access to Pricing, Quotes, Sales Orders and more through Native SAP ERP integration
Extend investment with collaborative, social sales solution that natively integrates to SAP CRM Accounts, Opportunities, Contacts and more
© 2011 SAP AG. All rights reserved. 25
SAP Cloud for Sales With Pre-Integrated SAP ERP Content
-end integration with master data synchronization and process integration
Features and Benefits
Provides sale professionals with cost-effective, no-hassle, access to Pricing, Quotes, Sales Orders and more through Native SAP ERP integration
SAP Cloud for Customer
Contacts Opportunity Accounts/ Prospects Contact Customer Sales Order Product Category Material Category Pricing Quotation SAP Products Material
Appendix: Cloud Infrastructure and Operations
Security – scalability – performance
World class tier-3/4 data centers
Highest compliance standards
Scalability and performance with
latest hardware
Integration with service backbone
SAS 70 Type II certification
Energy efficiency certificate
“Premium Standard Data Center"
ISAE3402
TESTIFIED* CERTIFIED BS25999
ISO 27001
© 2013 ISB Global Limited 27 www.isb-global.com
Thank You!
Matthew Gawn
Pre-Sales & Solution Consulting ISB Global Limited
7 Canute House, Durham Wharf Drive Brentford, London, TW8 8HP
T +44 (0) 208 232 8884 M +44 (0) 793 924 1897
E matthew.gawn@isb-global.com W www.isbglobal.com