Assess current market trends, customer needs, and challenges and how sales organizations can adapt to help customers realize better satisfaction by viewing the following video.
Factors Influencing Purchasing Trends
The evolving landscape of sales automation is causing challenges for sales organizations and the way buyer expectations are met. Let’s discover the importance of intelligent selling and the role of SAP Sales Cloud.
Three factors influence purchasing trends in our market: global economic challenges, various adaptive changes to business models, and rapid transformations created by multi-generational business partners.
Macroeconomic disruption: Whether it be the aftereffects of a global crisis, like the pandemic, or wide-scale supply chain challenges, organizations must adapt quickly to a new reality. Sales organizations are on the front lines and are often challenged with adapting quickly.
Business model transition: Even before the global economy faced unprecedented disruptions, many sectors of the economy began to observe shifts in business models. Today, this transition is prevalent in the cross-industry shift of revenue models. Increasingly, revenue generation is shifting from a point of sale to a recurring or subscription model.
Generational transformation: A new trend is the rise of digital natives. Millennials and Gen-Z now form more than half of the global workforce, and their buying power will soon exceed the previous generations’ influence. Born into a hyper-connected world, these digital natives bring consumer-grade experience expectations, true for both customers and employees.
Businesses need a foundation to meet new challenges.
SAP Sales Cloud is a solution that empowers your organization to meet current market trends, customer needs, and challenges.
SAP Sales Cloud helps organizations to:
- Shape sales behavior with embedded intelligence that provides contextual insight within the sales journey where sellers need it most
- Guide sales actions with connected data that empowers tailored sales interactions to meet the unique needs of each buyer and stakeholder
- Connect lead to cash processes at all levels, providing sellers with a seamless, guided selling experience that helps improve outcomes
- Solve industry-specific challenges with composability and adaptability
Customer Sales Organization Expectations/Needs
Increasing win rate
- Shape sales behavior with embedded intelligence that provides contextual insight within the sales journey where sellers need them most
- Increase sales efficiency with intuitive, mobile-friendly sales capabilities that prepare and empower connected selling
- Focus sellers on selling by automating tedious tasks like scheduling or meeting follow-up leveraging generative AI
- Engage with customers faster and with less effort utilizing AI-generated email and meeting follow up
Decreasing sales cycle duration
- Remove sales barriers by automatically embedding critical information within opportunities and Teams meetings
- Guide sales actions with connected data that empowers tailored sales interactions to meet the unique needs of each buyer and stakeholder
- Connect lead to cash processes at all levels, providing sellers with a seamless, guided selling experience that helps improve outcomes
- Maximize sales efficiency with AI-generated opportunity highlights that surface critical data when reps need it most
Understanding customers and buying intent signals
- Improve buyer interactions by understanding and acting on urgent signals and dynamic factors
- Drive customer advocacy by delivering meaningful interactions at each stage of the buying journey with relationship intelligence
- Uncover insights with a 360-degree view of every customer including back office, social, e-commerce, and digital channel data
- Truly understand each customer with talking points and summarized details delivered through generative AI
Addressing pipeline quality
- Empower sellers with fully composable and prescriptive selling workflows that reinforce positive behavior with gamification
- Reduce time-to-forecast leveraging top-down and bottom up what-if analysis to explore potential and expected outcomes
- Maximize demand and supply chain efficiency with seamless connection between sales and downstream planning
Improving forecast accuracy
- Improve forecast accuracy with a clear understanding of projected close, best case, and current forecast based on sales signals
- Understand pipeline flow with intuitive visualizations that help you proactively resolve issues with root cause analysis
- Explore the evolution of opportunities to uncover selling insights and coaching opportunities