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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 customer experience

  • PartnersInExcellenceLogo

    The Sales Process Is Critical To Customer Experience

    Recently I was at one of those giant events, you know, where sales leaders come together to talk about the challenges they face in growing their business. At dinner one evening, I was talking to a three executives, comparing notes on a new tool each was considering buying and implementing in their organizations. The conversation was fascinating, each had a completely different understanding of the tool and what it could do. Each also had very different opinions about the company that had developed and offered the tool. The conversation was almost surreal, it was as if they were talking about three completely different products from different companies.

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  • PartnersInExcellenceLogo

    Are You Building Coalitions With Your Customers?

    As sales professionals, we’re supposed to be great at building relationships with our customers. Relationships are important, they are the foundation to doing business. I don’t mean relationships in the “old sense,” but relationships earned through establishing trust and credibility with your customers, and the customer’s respect for the value created in the relationship.

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  • rieberstill

    Addressing the “How to Organize Sales” Question with Technology and Process

    For large companies, a big question is how to organize their sales force. Do you have one big sales force that represents all products or do you allow each division to have their own sales team? There is no single right answer to this question as it depends alot on the company, the products, and the customers.

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  • Inflexion-Point Logo wih Tagline

    4 Distinctively Different States of the B2B Buying Decision Process

    I’ve written before about the Buyer’s Journey, and about the stages that your b2b prospects go through in their buying decision process. That journey is rarely linear: your prospects can decide to move forward in their decision making process, stay where they are, go backwards or abandon the journey. Understanding where your prospects are in the journey and determining what tactics you should use at each stage are fundamental to the success of any B2B sale.

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  • PartnersInExcellenceLogo

    The Bar is Being Raised for Both Buyer and Seller

    The rise of the self educated customer doesn’t mean the sales person is unnecessary until later in the sales process. The correct part of the discussion is that customers no longer need sales people to do the same old things. Sales people are needed less to inform and educate the customer about the product–they can get much of that through the web.

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  • Reality Works Logo

    The Results of Listening to (or Ignoring) Your Customers

    There continues to be growing evidence proving that successful Sales 2.0 strategy and implementation increases sales effectiveness and efficiency. In those stories, there are recurring themes worth emphasizing. One of the simplest but most important ones has to do with paying attention to the people who buy your products and services.

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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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  • A Sales Rep Guiding a Customer Toward a Better Solution

    Sales Executive Council’s Challenger Research Provides Further Validation that CEM is Critical for B2B Sales

    We’ve cited the Sales Executive Council (SEC) a few times already in this blog.  That is because their research around sales performance during the downturn (and beyond, as it turns […]

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  • Reality Works Logo

    Webinar Offer

    How does Sales 2.0 help your customers?

    Sales 2.0 has struck a chord with today’s sales and marketing professionals. More and more companies are looking for ways to improve the way they market and sell to today’s customers. But if Sales 2.0 is “a more effective and efficient way of selling for both the buyer and the seller, enabled through technology”, what is the impact of Sales 2.0 on our customers’ businesses?

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  • PartnersInExcellenceLogo

    Webinar Offer

    Customer And Market Transitions Wait For No One

    I was struck by this comment from John Chambers, Chairman and CEO of Cisco, “ We got knocked on our tail last year. Market transitions wait for no one. The ability to recognize and move on these is critical. If we don’t change, we won’t make it through these transitions and if you don’t change you won’t either. It’s happening at a faster pace in every industry.”

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  • Fast Paced World with information everywhere

    Your Customers Don’t Know What They Don’t Know

    While we are firmly entrenched in the era of customer power, that does not mean that customer’s don’t need help and guidance. Even though information is everywhere, customers need your help guiding them toward the best solutions for your business. This is a big opportunity in 21st Century Selling.

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