Embed Size (px)
Citation preview
Ben Nottle – Head, SAP Hybris Centre of Excellence
July 26, 2016
Go Beyond CRM – Moving beyond salesforce
automation
TRADTIONAL SELLING IS OBSOLETE. THIS IS NOT YOUR CUSTOMER JOURNEY
The Changing B2B Customer
“59% would prefer not to interact with a Sales Rep”Source : Forrester on B2B
57%
of the way towards making a
decision before reaching out to
a potential vendor
Empowered Customers
HAVE HIGHER EXPECTATIONS
OF SALES
EXPECT MORE
MAKE BUYING DECISIONS BASED ON
PEER RECOMMENDATIONS
BUSINESSES ARE LESS TRUSTING
AND TOLERANT OF SALES
TRUST LESS
91% 80%60%
INFLUENCED BY PEERS
SOURCE – LOUDHOUSE, Survey results based on responses from 1,220 global buyers
Not-So Contextual Sales
AVERAGE NUMBER OF STAGES IN
THE SALES JOURNEY
SALES TECHNOLOGIES AND
PROCESSES ARE MORE THAN 2
YEARS OLD
ALIGN SALES PROCESS TO
CUSTOMER JOURNEY
4-7 54%18%
SOURCE – LOUDHOUSE, Survey results based on responses from 800 global sales executive
YOUR TOOLS. Don‘t do what you need
OF CRM DEPLOYMENTS
FOR SALES HAVE POOR
USER ADOPTION.Source: Chief Sales Officer INSIGHTS
74%
Missing in Action: Vital Sales Data
When research firm CSO Insights recently surveyed CRM
users on the benefits of using this technology, it found that
increased revenue—a top goal for nearly every
organization—was cited by only 19 percent of respondents.
In other words, more than 80 percent of CRM users say the
technology has failed to help them grow sales.
Worse, at more than 70 percent of companies,
salespeople still lack the information they need when
making sales calls despite all of the money and time
invested in CRM systems, according to a separate study
conducted by CSO Insights. That missing information, in
turn, can stifle sales success
62.0%
Lengthens sales cycles
46.7%
Increases no decision rates
38.3%
Increases odds of losing to competitors
32.1%
Reduces ability to cross- and up- sell
26.6%
Impacts customer satisfaction
14.2%
No impact on sales performance
12.8%
Increaes discounting
5.1%
other
Missing in Action: Vital Sales Data
Base: 354 companies
Source: CSO Insights, “Optimizing Sales Engagements:
Selling at the Speed of Change”, 2013.
SALES REPSSPEND MORE TIME ENTERING DATA THAN SELLING
SALES MANAGERSSPEND MORE TIME ANALYZING DATA THAN DRIVING SALES
SO, HOW DO YOU SELL SMARTER IN THE DIGITAL ECONOMY?
Going Mobile: A digital Transformation Imperative
of sales people will access sales applications exclusively through smart phone and tablets”Source: Gartner
55% By 2016
CRM MUST EVELOVE FROM CUSTOMER MANAGEMENT TO CUSTOMER ENGAGEMENT
SAP Hybris Strategy for Sales. Sell Smarter.
ACCELERATE PRODUCTIVITY
GAIN INSIGHT INTO BUSINESS
SELL ANYTIME,ANYWHERE
KNOW YOUR CUSTOMER
GET HANDS-ON EXPERIENCE
SAP HYBRIS SALES
FREE TRIAL
www.hybris.com/sales
Thank youContact information:
Ben Nottle
Head, SAP Hybris CoE
