Using Guided Selling to Work with Opportunities

In this lesson, you'll learn about how a sales representative progresses their opportunities and how SAP Sales Cloud V2 can help run this process.

Let's look at the example of Playbook for opportunities.

An example of Playbook for Opportunities can be structured as follows:

Identify Opportunity: This could involve researching online, attending industry events, or networking with contacts.

Qualify Opportunity: Once you have identified potential customers, you need to qualify them to see if they are a good fit for your product or service by asking questions about their needs, budget, and timeline.

Develop Value Proposition

• Understand the customer's needs: What are they trying to achieve? What are their pain points?
• Then you need to demonstrate how your product or service can solve their problems by providing case studies, white papers, or demos.
• In order to convince the customer to buy, you need to quantify the benefits of your product or service by calculating the ROI, savings, or other measurable benefits.

Quotation

• Once you have developed a value proposition, you need to create a quotation. This should include the price of your product or service, as well as any terms and conditions.
• After creating a quotation, you may need to negotiate with the customer to reach an agreement. This could involve discussing the price, terms, or other aspects of the quotation.

Decision

After negotiating the quotation, you need to get the customer's decision. This could involve following up with the customer, providing additional information, or answering their questions.

Close

Closing the sale involves sending an order confirmation, invoicing the customer, or setting up a payment plan.

The opportunities in this Playbook are assigned based on the expected revenue being greater than 100.000 USD. As a result, any newly created Opportunity associated with an expected revenue greater than 100.000 USD will automatically receive suggestions from the Playbook.

In this simulation, you'll learn how to progress your Opportunities using the Playbook guidelines. Play the demo below.

Watch this video to learn how sales representatives can use the Guided Selling app to review KPIs of opportunities and track progress.