Is Your B2B Brand a “Me Too” Pretender?

Sales Benchmark Index

Article Marketing Strategy accenture b2b brand b2b marketing brand planning brand strategy fedex ibm joe derosa sap upsAre you building a “me too” brand? Your competitors are making the same claims and promises as you. They are even using the same words.

B2B 60

Sales Tech Simplified: How to Turn Relationships Into Revenues with @ModelN

Smart Selling Tools

In addition, Model N Revenue Cloud is specifically designed for companies with SAP Financials, Manufacturing and Order Management solutions. In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified.

Trending Sources

The Mental Model of a Growth-Focused CEO

Sales Benchmark Index

SAP CEO Bill McDermott offers this advice to business leaders in a recent Harvard Business Review article: “Give the people a compelling vision and find a way to hit the accelerator harder.”

Finding the Right Sales Performance Management Vendor

OpenSymmetry

For the past decade, OpenSymmetry has published the Sales Performance Management (SPM) vendor guide to help organizations understand what options they have as it relates to implementing solutions to help improve the performance of their sales organization.

The Importance of Branding in Today's B2B Customer Acquisition

Sales Benchmark Index

Later as a global CMO at SAP, he was the catalyst for SAP’s brand value rising $2.8B, or 46% during his tenure. You might remember ‘The Best-Run Businesses Run SAP’ series of campaigns that repositioned SAP from an exotic solution to significant adoption. Most importantly, SAP revenue and profit surged along with worldwide installations increasing by 255%. You can read more about the specific SAP branding efforts through a Columbia Business School case study.

SAP 78

Something in Common: The Key to Connecting with Your Sales Prospects

No More Cold Calling

” Jonathan Becher, chief digital officer of SAP, talks about the research behind this phenomenon—and what it means for salespeople—in his post, “The Science of Social Selling.” Your birthday, favorite sports team, or hometown could help you seal the deal. My birthday is January 19.

Top Priority: Retaining Top Sales Reps

Sales Benchmark Index

Although the process protects margins, it saps valuable selling time from his day. Top sales performers share a common trait – relentless time management. This is the story of my day last week with the #1 sales rep for a B2B technology firm. It started at 6:15 a.m.

SAP 131

Your Customers Are Talking About You – Are You Listening?

Sales and Marketing

Author: Tim Minahan, CMO, SAP Cloud. Issue Date: 2014-10-06. Teaser: Social media is big and it’s only getting bigger. By recognizing and embracing its power, marketers can transform the very nature of business and engagement and deliver their customers to new worlds of excellence.

SAP 10

Power Opinions - Experts Select Top Three Social Media Tools

Pointclear

My social media tools are Triberr, Buffer and HootSuite.” ( Michael Brenner, SAP — interesting that neither LinkedIn or Twitter made his list ). We have had over 30 PowerViews interviews in the past year and I thought it would be fun to ask our PowerViews alumni a question about social media. The question was: What are the top three social media tools (ranked in order) and why?

Fine Tune Your Sales Force as You Optimize Your Computer

Understanding the Sales Force

First, I evaluated the problem, and identified the biggest memory hogs and performance sapping programs. Understanding the Sales Force by Dave Kurlan I love my Macbook Pro. It''s four years old which means I''ve had it for three years longer than any Windows laptop I ever owned.

SAP 61

How Do You Know that Your Sales Force is Structured Correctly?

Sales Benchmark Index

Avoid a structural crisis before it saps your organization’s power. The wrong structure for a sales organization kills performance. The power of the sharpest sales team is dulled by an overly complex organization.

SAP 122

What’s a 21st Century Selling System?

Smart Selling Tools

There will be a session from Shawn Robertson, Global Vice President of Selling Excellence, SAP to talk about how to answer the question “What’s in it for me?” The theme of Salesforce’s annual Developer Conference, Dreamforce, was “The Customer Company Revolution.”

System 111

Increasing Revenue: The ONE Measurement That Matters Most

Smart Selling Tools

It’s also the frequent task-jumping distractions that sap focus and momentum. Sellers have only 8 hours a day, 215 (selling) days a year. Time is a finite commodity. We can’t get more of it. The ONLY thing we can do is make better use of our time.

The Top 6 Sales Management Posts of 2013

The Science and Art of Selling

Given SAP’s broad coverage in CRM, HCM and ERP, people at SAP thought the SAP blog would be the ideal place to dive into the six sales management winners in the top 50: [link].

SAP 10

Accelerating Revenue: The ONE Measurement That Matters Most

Smart Selling Tools

It’s also the frequent task-jumping distractions that sap focus and momentum. Sellers have only 8 hours a day, 215 (selling) days a year. Time is a finite commodity. We can’t get more of it. The ONLY thing we can do is make better use of our time.

Know When to Say When

Your Sales Management Guru

Deals that aren’t going anywhere not only sap your energy and emotions, but they keep your eye from the deals that matter. Salespeople: Know When to Say When. Ken : Today we have are offering a guest blog from Adam Honig who is the co-founder and CEO of Spiro Technologies.

SAP 54

Oh No, Not Another B *y Sales Meeting!

Jonathan Farrington

Whatever you do never, ever, hand out criticism en bloc because that is the most morale sapping thing you can ever do.

6 steps to get sales and marketing working on the same team

OnePageCRM

We did a content audit at SAP and found that over 60% of the content created by marketing – for one product area alone – was never used by anybody.’’. Michael Brenner, Head of Strategy at Newscred on his experience at SAP. Companies with dynamic, adaptable sales and marketing processes report an average 10% more of their salespeople meet their quotas compared to other companies. CSO Insight. They say the reason why cats and dogs don’t get on is because of language.

xiQ Is A Results Multiplier For Sales

Fill the Funnel

I am excited to introduce you to The founder of xiQ, Usman Shiekh, created this tool based on his extensive background in B2B sales as a former VP of Sales and Marketing at SAP. We are all looking for a results multiplier for sales. Let’s not kid ourselves.

SAP 38

2 Reason To Always Leave Voice Mail – and Get Called Back – Sales eXecution 285

The Pipeline

All the more reason to cold call and get ahead of the curve, and not be one of the saps who waits for the buyer to find their seller. By Tibor Shanto - tibor.shanto@sellbetter.ca .

InsightSelling through StorySelling

Insight Demand

Before a meeting, a potential customer downloads, and then watches 11-videos on SAP’s CRM. ” Frederic Page, Sales Enablement – SAP. True story.

If Hunter-Farmer Fails: What Next?

Sales Benchmark Index

For Cincom to compete with 800-pound gorillas like Oracle and SAP, they needed a high-touch, high-tech approach. Turnover is a fierce headwind for leaders of Sales and HR. It is impossible to outrun the drag of vacant territories. Last week I talked with two Steves who faced this challenge and developed a sustainable solution. Here is their success story and an invitation to learn more best practices from SBI's “ Make the Number 2013 Tour.”.

The Importance of Social Proof in Building a Movement #DF13

Smart Selling Tools

They can’t be sure whether they are the only sap that’s accepted your phone call, or signed up for a trial. Think of the last time you were in a social situation and you weren’t sure what you should do or how you should behave.

SAP 95

[Missed Connections]: May Referral-Selling Insights

No More Cold Calling

” Jonathan Becher, chief digital officer of SAP, talks about the research behind this phenomenon—and what it means for salespeople. Where in the world are you? (I’m I’m in Croatia.) Once upon a time, salespeople only sold to their assigned zip codes.

Best of PowerViews: Exciting Future for Inside Sales Experts

Pointclear

Jim Dickie, CSO Insights Dan Waldschmidt, Waldschmidt Partners Bob Perkins, AA-ISP Michael Brenner, SAP. Michael Brenner, SAP, Social Selling & Personal Branding. Over the last year, I’ve had the privilege of interviewing over 30 influential B2B sales and marketing leaders. It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding.

SAP 45

68% Of CEOs Have No Social Media Presence Whatsoever – What a Surprise!

Jonathan Farrington

They re-published a piece by Michael Bremner of SAP. I read a very interesting article on the excellent Loyalty 360 site yesterday. Here are some extracts …. “According to a recent report by CEO.com, 68% of Fortune 500 CEOs have no social media presence whatsoever. .

Reflections on 2013: Social Proof, Quota Killers, Failing CRM, and Recommendations

Smart Selling Tools

Your prospects can’t be sure whether they’re the only sap that’s accepted your phone call, or signed up for a trial. Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards.

Quota 110

PowerViews with Tony Zambito: Buyer Predictability

Pointclear

The next PowerViews will be with Michael Brenner of SAP. My guest today is Tony Zambito. In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales.

Buyer 77

A Seriously Flawed New Management Theory

Jonathan Farrington

When our ‘time robbers’ begin to sap our time, we need to remind ourselves of the 20% we need to focus on. The value of the Pareto Principle for a manager is that it reminds us to focus on the 20% that matters. Of all the things we do during our day, only 20 percent really matter.

SAP 31

64 WAYS TO LIVE A KICK ASS LIFE.

A Sales Guy

End any nonsense that saps your budget, your motivation, and your free time. ——————————-. Accept responsibility for your actions, attitude, and influence. Care about others, yourself, and big dreams. Enjoy the journey.

SAP 48

Marketers Just Want To Market: Here’s How

Sales and Marketing

It can be a tedious, bandwidth-sapping process that drains time and energy from big-picture thinking. Author: Michelle Huff A noted Greek philosopher, Gus Portokalos of “My Big Fat Greek Wedding,” delivered a memorable toast to his daughter and new son-in-law near the end of the movie. Here tonight,” he said, “we have apple and orange. We all different but, in the end, we all fruit.”. The best marketing minds are like that – a marriage of seeming opposites that end up working together.

Finetune Your Sales Force as You Optimize Your Computer

Understanding the Sales Force

First, I evaluated the problem, and identified the biggest memory hogs and performance sapping programs. Understanding the Sales Force by Dave Kurlan I love my Macbook Pro. It''s four years old which means I''ve had it for three years longer than any Windows laptop I ever owned.

SAP 29

A New Management Theory? – Actually, a New Flawed Management Theory

Jonathan Farrington

When our ‘time robbers’ begin to sap our time we need to remind ourselves of the 20% we need to focus on.

SAP 35

Internet Radio - Its Time Arrived Several Years Ago!

Pointclear

To date Debbie has interviewed real-world marketers like Rachel Spasser of Ariba (a SAP company) and Cleve Bellar of LexisNexis, as well as notables like Charlene Li, Founder of Altimeter Group and co-author of Groundswell. James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint.

Social Selling Is So “Last Year’s News!”

Partners in Excellence

So they may start by responding to an Ad they saw on TV or streaming through their device, continue later through web research, then through email, perhaps a telephone call, back the the web, maybe a conference or event, perhaps visiting a store (for consumers), then to a discussion group, or then phoning an acquaintance to ask their opinion, then perhaps contacting sales, then back to the web, then… SAP calls this Omnichannel.

Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

Salespeople complained that excessive updating of CRM systems, time consuming forms/reports required by management, and post-sales administration activities sapped valuable selling time in the field. 

Study 35

Forward Thinking Leadership Is Inspiring

Increase Sales

The recent reports from Workforce 2020 as well as SAP and Oxford Economics come as no surprise to anyone watching leadership development.

SAP 26

The Great Migration to Inside Sales - Will You Get it Right?

Understanding the Sales Force

On the other hand, it was flawed in that, as usual with articles like this, it cited examples from only large companies (Astra Zeneca, IBM and SAP) leading most readers to come to one of two conclusions: "This does not apply to us." Understanding the Sales Force by Dave Kurlan The Growing Power of Inside Sales appeared on the Harvard Business Review Blog on July 29. Overall, the article was quite good with valid sources and statistics.

SAP 24

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

Pointclear

I talked to someone who recently left SAP, who told me that four out of five leads that landed on his desk weren't qualified. I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment.

3 Notable Women CIOs Transforming their IT Departments

DiscoverOrg Sales

Enhancing its IBM Maximo facilities management application to include mobility and integration across ARCC processes, GIS applications, SAP, OpenText and fleet management applications.