5 SellingStrategiesfor2013 SAP eBook

5 Selling StrategieS for 2013

A new framework every sales leader and sales rep should know

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5 Selling StrategieS for 2013 1

Table of ContentsintrODUCtiOn 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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intrODUCtiOn

Understanding today’s selling landscape

Customer power and organizational complexity have changed buying and selling dynamics:

Today’s customer no longer want, or have to, go through a predetermined sales process that is determined by the seller . Customers today have much more choice and power than ever before .

As a consequence, research from Sales Executive Council states that

57% of buying process occurs before a potential customer first engages

with a sales rep . A buyer does research on the Web, leverages their business

social network and online communities to get guidance and the inside scoop

on how to address their challenges . Ultimately, while the customer still needs to

complete their own traditional activities to make a decision; the way they do it,

moving forwards and backwards through buying process, engaging socially, is

different than ever before .

It is therefore crucial salespeople have the tools that deliver the insight

needed to quickly establish an understanding of who the customers is, what

their distinct pain points are and what is possibly driving them and their

organizations decision making process .





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And you can’t afford to waste time . . .

Although existing sales methodologies provide a

process and framework, they don’t address the

non-structured activities that consume a large

chunk of a salesperson’s day, 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, what he cares about, what’s

being said about his company that impacts

his organization?

•Searching my own organization for the

right experts who know my customers’

industries, or other salespeople who have

won with customers similar to mine

•Searching for relevant presentation,

product information, competitive

reports that will help me communicate

unique value to each of my customers

Customer power and organizational complexity have changed buying and selling dynamics:





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•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, 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,

while also tracking their business and keeping an eye on their sales

target .

in order for sales people to be effective, 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.

Yet, sales force automation or CrM tools that are in use today are

designed on the traditional CrM paradigm, and weren’t designed for

how salespeople need to sell today . Instead, they were designed to

provide management visibility and to control sales behavior .

CSO insights reports 74% of sales organizations have poor

SFa adoption . So we need a tool that Salespeople will use, a

tool to help them better understand their customers, have more

meaningful interactions, and ultimately drive more revenue .

MS Outlook and iBM lotus

notes

real-time actionable analytics

Comprehensive Mobile

Solutions

Collaborate across teams

Personalization and

extensibility

Back-office integration and

Mashups

Opportunity Management and

insights

account and Contact intelligence





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5 proven strategies for selling more effectively in the social media eraWhat 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





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StrategY 1

Know more than your competitorsnow, there are some good news and some bad news.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 . Decision-makers

(from the CEo level on down) leave a trail of clues

all over the web – in social networks, blog posts,

tweets – even job postings . Companies are sharing

their strategies and challenges openly on the web

like never before .

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 . This tsunami of

data is having, and will have, a dramatic impact on

both those who sell and on those who buy .

Know more. Win more.

“I never learn anything by talking . I only learn things when I ask questions .”

–Lou Holtz





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With SAP Sales onDemand and InsideView you get

the immediate intelligence that allows you to find

the right person, with that right message, and at

the right time .

Getting social intelligence in an efficient and

productive way is a key advantage in sales today .

No one likes to be “sold .” Selling is really about

solving problems and helping people reduce the

pain in their business life . The more intelligence you

have to do that, the more likely you are to uncover

the real problems and offer relevant solutions .

How do you make sense of all of this?

no more cold calls

new alerts and trigger events

account specific social insights





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Better company insight:Get immediate access to company information and industry information

to make your engagement even more relevant and impactful .

industry info

Company info

Be the first to know:Use Social Media monitoring tools to follow companies and people of interest .

Get proactive alerts about key business issues that matter .

Sales trigger alerts





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Daily watchlist email alerts

real-time tweets and Blog posts

Pushed insights – give me the inside scoop: get the Buzz – real time social insights:





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StrategY 2

Amp up warm introductions and referrals

Contacts sorted by relevance

Find people that matter, quickly: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 . So what are you to do? Go

with that 8% hit rate and start dialing? That is not

the answer .





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Social profiles reveal the “person” behind the business card:

•Learn about their personal interests, affiliations, pursuits and business issues

•find conversation starters that relate to them

•Build trust more quickly

•follow companies and people of interest

•Get timely, relevant alerts of key business and personal issues that tell

you WHEN it’s a good time to reach out .

Example: Make a business call to offer Safety Education Consulting – just after

a company is fined by oSHA . It’s the perfect time to address their acute pain .

People respond to pain much more than gain – knowing when they have pain

and how you can mitigate it, is a powerful sales technique .

Knowing when people have pain and how you can mitigate it is a powerful sales technique .

it’s about people, not contacts.





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leverage your company’s network and many other connection networks. The single greatest sales advantage is a warm, credible introduction to the right

person . This alone can build trusted relationships more quickly, which in turn

can dramatically improve win rates, deal size, and at the same time reduce

sales cycle and acquisition costs .

Social Networks connect you to key people in your personal and professional

social graph . Most business people use LinkedIn today . LinkedIn is great for

developing and expanding your network .

Corporate Social Networks go beyond that to help companies harness and

protect their internal “relationship assets” (all the connections held by their

employees, board members, executives, etc .)

•Combines multiple social networks and outlook, 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, so that if anyone leaves the company,

they are cut off from the network

Very public

Explicit Connections

•reference Customers

•Boardmembers

•Affiliations

•Personal Contacts

•Education Contacts

Largest source of connections

all in One Connection network:





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StrategY 3

Challenge the status quotop performers challenge their customers to think differently

Winning with today’s customer takes a new set of rules . 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 . research from the

Corporate Executive Board’s Sales Executive Council is an example of such

research, showing that Challenger Salesperson dramatically outperforms

others sales reps .

In order to become a challenger sales person, knowing product features

and benefits is not enough . Sales reps need efficient ways:

•To find the right experts in their organization who understand

their customer’s industry, and best practices to address a given

business problem

•To understand their customer’s organization, who the influencers,

champions, decision makers, ratifiers and roadblocks are and what

power and influence they have

•Learn how to effectively win against the competition in a

fast-changing world





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Harness the collective genius of sales: What’s the big idea?

internal experts provide deep

insight

Social collaboration to learn/share best practices

Collaborate and share relevant deal-impacting

content with customers

Become the trusted partner:

internal experts share new business-impacting

ideas with customers





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StrategY 4

Eliminate wasted time

get smarttime is money…According to forrester research, 65% of a sales

person’s time is spent not selling and 30 hours

spent monthly searching or creating own sales

materials .

eliminate the archaeological dig

Best sales content based on customer

industry, sales stage, products & more

30 hours are spent monthly

searching or creating own

sales material .





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Put down the phone, stop the email

When it comes to tracking your business and taking care of the administrative

side of sales, these tasks need to be quick and easy .

Get the administrative tasks done quickly and enable supporting team

members to be automatically alerted to updates so that they can proactively

help you . 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 .

easier than pie

no more wasted hours on phone, sending emails hunting for

back-office info

add new sales info with one click

latest products/services, real-time customer

pricing, quotes, order status and more

What’s important to you: key accounts,

opportunities, follow-up – just one click away

Hover over from quick access to key

customer info





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StrategY 5

Be more prepared every timelike the Boy Scouts... be preparedBased on latest research, 57% of buying

process is complete before the prospect

contacts sales and 85% of sales meetings

do not meet prospect expectations .* The

right solution would empower you to tailor

and personalize information based on your

sales teams’ preferences . Equally important

is giving your mobile sales force the 360

degree insights anytime, anywhere on

any device . With immediate and accurate

access to customer orders, pricing, and other

key account and opportunity intelligence, you

help increase your sales success rate .

57% of the buying process is complete before

the prospect contacts sales .

85% of sales meetings do not

meet prospect expectations .

real-time updates and collaboration

on the road

Your favorite customer

information is only a tap away

Check customer news before

walking in the door

avoid surprises – know what’s ahead





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Know where you stand

Stay in touch with what matters

Have it your way

See which deals to focus

on to make your number

Know what the delta is in making

your number

get real-time updates, collaborate

on the road

Choose the tiles that help you be prepared

Drag-and-drop tiles, organize based on your preferences





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COnClUSiOn

Start maximizing sales effectivenessMeeting 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 SaPAs market leader in enterprise application software, SAP (NYSE: SAP) helps companies of all

sizes and industries run better . from back office to boardroom, warehouse to storefront, 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 195,000 customers (includes customers from the acquisition

of Successfactors) to operate profitably, adapt continuously, and grow sustainably . for more

information, visit www.sap.com .

COntaCtSAP America, Inc.

3999 West Chester Pike

Newtown Square, PA 19073

Phone: +1-610-661-1000

SaP SaleS OnDeManD CUStOMerS





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