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SAP Sales Effectiveness Blog

Welcome to our blog focused on the hot topics that are driving sales effectiveness today. You’ll hear from a variety of experts, including SAP Staff, partners, and leading sales thought leaders in the industry. Please feel free to join in the discussion.

Viewing content tagged b2b sales

  • Inside View Logo

    Useful Tactics for closing a B2B Deal

    B2B customer purchases usually follow a particular supply chain and business model . A B2B salesperson must not only understand products and people, but also market trends, industries and external and internal business processes. Closing time comes as a sweet victory to sales reps who’ve toiled for months over complex deals, and after all their hard work, the close is final step to triumph.

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  • Inflexion-Point Logo wih Tagline

    Why the COI (Cost of Inaction) always needs to come before the ROI

    If you’re selling high-value B2B products or services, you’ve probably been involved in coming up with ROI (return on investment) calculations to justify your proposal. You may even have been tempted to market your offerings on the basis of the superior ROI you believe they can generate. But even if you present your prospects with what looks like a compelling ROI-based argument, chances are that on many occasions, you still won’t win the deal – and it’s not just because (even though it’s undoubtedly true) most buyers don’t trust the ROI calculations that vendors come up with.

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  • Improve the Predictability of Your Sales Organization

    It’s the beginning of the month. Your VP asks to see a report of your current pipeline opportunities. Unfortunately, your sales pipeline consists of the same old deals from the previous quarter. These deals feel like they have been kicked down the street like an empty pop can. How can you take control and improve the predictability of your business?

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  • Inside View Logo

    Give the Perfect Sales Pitch

    A compelling pitch is a sales rep’s lifeblood. You may have the greatest product in the world, but if your pitch falls flat you might as well be selling 30-year-old vacuum cleaners. Don’t get into the habit of giving awful sales pitches. Practice our 5 steps, and get on the path to a perfect pitch.

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  • savologo

    Knowledge Delivery: The Secret Sauce of Sales Enablement

    While many of the firms I speak to focus on sales effectiveness initiatives, few concentrate on sales enablement. So, when I begin a conversation with a financial firm, I often have to start by addressing some level of uncertainty or confusion related to the topic of sales enablement.

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  • Inside View Logo

    6 Steps to Practice Your Social Selling Skills

    The issue with many B2B sales professionals attempting social selling is the struggle to set up a game plan that is effective and adheres to their schedule. Many will go all out for the first couple of weeks and quit once there are no results for their efforts. Also, many salespeople are uncomfortable in the social world because it is out of their niche and away from what they have been successfully accomplishing for most of their careers.

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  • Inside View Logo

    Sales Productivity – Getting More Bang for Your Buck

    While many B2B sales executives do not realize it, sales volume and sales productivity are not the same thing. Without good sales productivity, it can cost a company quite a bit of overhead to make just one sale. However, with good sales productivity, it can lower your business costs and increase profits. Here are a few strategies to increase sales productivity.

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  • Businessman Organizing Sticky Notes on Wall

    Big Ideas for Sales In 2013

    As 2012 draws to a close, I decided to ask the folks whose posts we feature on this blog to share one big idea for sales in 2013. The parameters were broad, simply answer the question “If you were having a conversation with a friend and they asked you for one thing they should do, or focus on, in 2013, what would it be?” Read on to see what they had to say.

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  • PartnersInExcellenceLogo

    Finding The Decision Maker

    As sales people, we are trained to ruthlessly seek out the decision maker and focus all our efforts on that individual. Whether it’s to understand their needs, provide insight, pitch a solution, our focus is on finding the decision maker and locking in on that individual.

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  • PartnersInExcellenceLogo

    What’s The Diagnosis?

    Sometimes we have to disrupt the buyer’s thinking, regardless of where they are in their buying process. We can disrupt them before they are even in a buying process with new ideas, we can disrupt them at any point subsequent to that. It is never easy to get people to think differently. It is never easy to get them to slow down, shift directions, consider alternatives, or even think they may be wrong.

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  • PartnersInExcellenceLogo

    Collaboration–Now More Critical Than Ever

    To be successful in creating value for customers and driving growth, sales people can no longer go it alone. We need a network of people in our companies matched with the appropriate customer personnel, all working in a coordinated fashion, with the sales person as the overall strategy and resource manager.

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  • savologo

    Why You Should Differentiate Your Sales Process from CRM

    I’d like to set the stage with a couple of definitions. A sales process can be described as a systematic sequence of actions that drive customer interactions and, ideally, optimize both sales execution and expected business outcomes. CRM is the underlying technology that automates and accounts for this sequence of events and, yields a predictable forecast.

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  • savologo

    Why Sellers Should Follow A Consistent, Best Practices Sales Process

    In a recent SAVO educational webinar titled “The View Beyond CRM: Reimagining Your Sales Process”, three out of four participants considered their CRM solution to double as their sales process. Of the companies who equate CRM and sales process, 74 percent lack insight into selling behaviors that truly yield success.

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  • PartnersInExcellenceLogo

    Sales Management SOP

    Recently, I wrote about the “Almost Perfect Sales Management Article.” That post stimulated a flurry of questions about a Sales Management Standard Operating Process/System. There are a few key building blocks to the Sales Management/Leadership Process. They are tightly interrelated–that is none can exist in isolation and all must be in place to drive the highest levels of performance both of the Sales Leadership team and the organization.

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  • PartnersInExcellenceLogo

    Managing Complexity

    It should come as no surprise to anyone that has been semi-conscious over the past decade, that our worlds are becoming increasingly complex. Our jobs, and those of our customers are more complex and difficult. Fewer people doing more. The rate of change is accelerating. We have too little time to accomplish even our “A” priorities.

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  • jumper

    Have You Benchmarked Your Sales Effectiveness?

    Benchmarking your sales effectiveness can provide you with insight to guide decision making and investment. This post explores three ways to do some benchmarking.

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  • Sales representative guiding a customer on best options

    The Role of B2B Sales in the Customer Decision Journey

    With all of the talk about customer power, much of the discussion has centered around B2C environments. At the same time, studies have shown that the quality of customer experience is as important for B2B. To help sales deliver positive customer experiences, it is worth taking a look at the key elements of customer journeys and then mapping into these the role of the B2B sales team.

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  • Inflexion-Point Logo wih Tagline

    Sales and Marketing 2.0: it’s all about Collaboration

    Almost all of my recent assignments have revolved around helping B2B clients realise the power and potential of Sales and Marketing 2.0, and everything I’ve seen or done has reinforced one inescapable conclusion: Sales and Marketing 2.0 is all about collaboration.

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  • Orchestra playing music together

    Trial Offer

    Four Imperatives for Increasing the Effectiveness of B2B Sales Efforts

    In most B2B selling situations, a sales team composed of people from several roles and backgrounds is required. When thinking about this environment, we’ve identified four imperatives that must be supported to improve the way teams work together to respond to customers with creative ideas and solutions.

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