SAP Predictive Analytics Benefits Estimator (powered by Alinean)

The ROI Guy

SAP needed to prove how prospects could use predictive insights to identify untapped opportunities and expose hidden risks buried inside vast amounts of data.

SAP 52

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.”

SAP 169

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 193

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.

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.

B2B 143

Reading Every Day Can Help Position You as Your Buyer's Trusted Adviser

Sales and Marketing

He is a is a seasoned sales and marketing leader whose insights and hands on assistance have boosted revenue performance for companies like Pitney Bowes and SAP Author: Jay Mitchell There are endless blogs you can read on how to be a better salesperson. Do a quick Google search on the topic and you will find list upon list of tricks, hacks and sales “secrets” to closing deals and making millions.

The No. 1 Thing Leadership Can Do to Align Marketing and Sales

Sales and Marketing

He is a seasoned sales and marketing leader whose insights and hands on assistance have boosted revenue performance for companies like Pitney Bowes and SAP Author: Jay Mitchell, Owner and Principal, Mereo LLC In order to learn how to align marketing and sales teams, we must understand how devastating a gap between these departments can be for an organization overall. Sales and marketing are both vital to a B2B organization.

SAP 196

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 53

Why Confidence in Selling Matters with Lauren Bailey, Factor8

Igniting Sales Transformation

Corporate experience & clients include SAP, Sony, Waste Management, Ingram Micro, Grainger, Microsoft & Google. In this episode the focus of our conversation was all about developing confidence in selling.

The Two Types of Tech Companies and How Each Should Sell

Sales and Marketing

He helps tech sales forces like Google, Amazon, SAP, and Autodesk implement their sales strategies and motivate their salespeople to do great work every day. Author: Adam Boggs and Andrew Dornon Ironically, the engineering advantages that distinguish many technology firms in the marketplace can be one of the biggest detriments to selling.

Guest Blog: Unstoppable Business Performance throughDynamic Planning

OpenSymmetry

Prior to Causata, Ram was a Senior Director at SAP’s Analytics Center of Excellence. In his 7 year tenure at SAP, he drove product strategy and go-to market activities for several SAP portfolios.

SAP 72

Are Digital Distractions Slowing Your Sales Productivity?

No More Cold Calling

Distractions come at us at warp speed in this multi-screen, technology-driven world—and they can sap our sales productivity before we even realize it. Your team might be too connected to focus on sales. Sales has always required a fair amount of multi-tasking.

SAP 310

How Snowboarding Taught Me to Ask Better Closing Questions

Jeff Shore

I told my daughter, “When we fall (not if, when) we will not be one of those pathetic saps that sit in the snow feeling sorry for themselves. By Jeff Shore. You can read about closing techniques in my book, Closing 2.0. You can join me at the Closing 2.0 Academy. And there is always YouTube.

SAP 101

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 .

C-Suite Selling Perfected: How Salesforce is Winning More Mega-Deals

Openview

“I think it’s really unusual, and that’s why we’re really selling more enterprise software than Oracle or SAP.” Salesforce is a company I follow very closely.

PowerViews with Michael Brenner: The Battle for Customer Attention

Pointclear

My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers.

SAP 191

The ROI of Reducing Business Risk Through Sales Training

Allego

2 And these are no trivial numbers — for example, experts estimate SAP’s brand equity to be a whopping $28 billion. In a previous post, The Hidden ROI of Sales Training , I described certain ROI as being “hidden” much of the time.

SAP 52

Amazing New Study on Buyer Behavior

Pipeliner

He has worked with clients such as Hitachi, BNY Mellon, Lowes, Aon Hewitt, SAP, Deloitte, and hundreds of others to unleash sales potential. The RAIN group has just released a powerful new white paper on a subject near and dear to all sales hearts: prospecting.

Study 56

PODCAST 09: Unraveling the Power of The Transparency Sale

Sales Hacker

I did Computer Associates, I did SAP. Companies were going to the SAPs and the Oracles of the world and saying, “Rip out what I’ve got. He came to SAP for like three months, went to a startup, and then cashed out for a million bucks!

SAP 55

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.

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 169

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 162

February Referral Selling Insights

No More Cold Calling

Distractions come at us at warp speed in this multi-screen, technology-driven world—and they can sap our sales productivity before we even realize it. Here’s what you might have missed from No More Cold Calling this month.

Day 1 Twitter Recap-Sales and Marketing 2.0 Conference

Fill the Funnel

SAP Unplugged: The Inside Story of SAP’s Sales & Marketing Transformation. Speakers: Jonathan Becher, Executive Vice President, Marketing, SAP. Chris Ball, RVP Enterprise West, SAP.

Growing Value: The Value Selling and Realization Summit

The ROI Guy

Featured value experts include: John Foster (salesforce.com), David Breaugh (SAP), Cheik Daddah and Scott Sendel (Oracle), Michael Mitterer (IBM), Doug May (Splunk), and Jack Keen (Author / ROI Institute). Did you know ….

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 156

How do you really show up? Yes, you!

Bernadette McClelland

How do you really show up? Yes, you! As someone who works with executives, salespeople and business owners to create peak performing outcomes, a common phrase my clients will hear from me is, “ how you show up in one area of your life is how you show up in every area of your life.”

SAP 195

The 2018 Sales Technology Landscape: Discover 800+ Players Ruling the Topology

Sales Hacker

We have seen signs of consolidation with, for example, SAP acquiring Callidus Software or the exits of several Predictive Analytics providers. A lot has happened in the s ales tech space since I introduced my first sales tech landscape last summer.

Spaced Repetition is the Key to Sales Training Reinforcement

Allego

Having internalized key facts and talk tracks, they can persuasively respond to questions or challenges without the confidence-sapping “ums” and “ahs” that come with struggling to recall the right words.

SAP 52

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.

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.

What’s Missing from Today’s Sales Training Programs?

Allego

For more information on the forgetting curve and its impact on sales organization, download the whitepaper How the Forgetting Curve Saps Sales Effectiveness — Understanding and Overcoming the Top Barrier to Sales Learning .

The Customer’s Decision Cycle

Altify

Benioff sketched a diagram of how Burberry could become a ‘social enterprise,’ overlaying technology like Salesforce, SAP, Twitter, and Facebook atop the entire company.

Why The Best Salespeople Are Phenomenal Project Managers

Sales Hacker

Also called self-motivation, hunger, or grit, this trait refers to the relentless pursuit of goals even amid energy-sapping challenges. At first glance, project managers and sales professionals don’t seem to have much in common. They inhabit different worlds and generally aim for different goals. Budget-conscious, time-crazed and snoopier-than-normal, the stereotypical project manager seems, at most, a very distant cousin of the freewheeling, outgoing and glib sales practitioner.

SAP 85

Why Growth Hacking Doesn’t Scale, And How To Plan For Growth Instead

Sales Hacker

Case in point with Salesforce’s cloud CRM vs. SAP and Oracle’s on-site/perpetual license model. In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth.

Oracle 105

How do you really show up? Yes, you!

Bernadette McClelland

Some people put on airs, some people wear a mask and others feel they are imposters and think that any minute they will get ‘found out’ This continual acting as if they have it all together is exhausting and stressing and saps every ounce of their energy and unfortunately for many, leads to physical illness and lack of results. How do you really show up? Yes, you!

SAP 150

The Good, Bad, and Ugly of Sales Rep Turnover

SalesProInsider

Reps who aren’t performing at the levels you need or reps who are the “pain-in-the-rears” who sap time, energy, and negatively impact others (isn’t their departure cause for celebration, not panic?). “I’m giving notice today.”

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.

[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.