In this training, the participants will get familiar with the SAP Business All-in-One Sales Approach. In this highly interactive session, methods and tools to successfully position SAP Business All-in-One in the Midmarket are explained. Among the many methods and skills practiced in this workshop are Value Selling, Cold Calling and Product Demonstrations.
Key areas:
Prospect Qualification in the Midmarket
Positioning of SAP Business All-In-One
Cold Calling
Value Selling
Presentation Techniques
Deal Closing
Learning Objectives
Understand SAP’s Business-All-One strategy
How to qualify your prospects and understand their needs
How to successfully perform Cold Calling
How to position SAP Business-All-in-One at an SME prospect
Learn about SAP’s tools and accelerators for the SAP Business All-in-One sales and presales process
Learn how to deliver a convincing product demonstration
Learn how to convert solution benefits into a compelling value proposition
Business Impact / Benefits
More Effective and successful sales cycles
More customer orientation
Efficient utilization of resources during the sales cycle
Personalized Product Demonstrations out of the box
Succeed against the competition
Training agenda
Day 1
The Unique Selling Proposition of SAP Business All-in-One
The typical target prospect in the SME Market
Qualification Strategy and Methods
Cold Calling
Day 2
Being with my prospect for the first time
SAP accelerators and tools
From solution benefits to customer value
Competitive Selling
Overview on Competitive Landscape
Objection Handling
Presentation Structure and Skills
Day 3 – Final Exercise
C-Level Pitch
Deal Closing Techniques
Board Presentation
Enablement Level
Level 2
Delivery type
Classroom
Didactical method
Interactive lecture, discussion, practical application of assets in group exercises
In this training, the participants will get familiar with the SAP Business One Sales Approach. In this highly interactive session, methods and tools to successfully position SAP Business One in the Smal Midmarket are explained. Participants are able to apply their skills in a continuous case study throughout the workshop.
Key areas:
Review of the Synchronized CEL (Customer Engagement Lifecycle)
Opportunity Management
Analyzing the Prospect, VIP Maps
Value Proposition Map
Dealing with the Competition
Cold Calling
ROI Calculation
Presentation Skills
Learning Objectives
Understand SAP’s Business One strategy
Identify opportunites
How to successfully perform Cold Calling
Learn how to deliver a convincing product demonstration
Learn how to convert solution benefits into a compelling value proposition
Business Impact / Benefits
More Effective and successful sales cycles
More customer orientation
Efficient utilization of resources during the sales cycle
Personalized Product Demonstrations out of the box
Succeed against the competition
Training agenda
Day 1
Synchronized CELIntroduction
Demo Techniques
Cold Callings / 1st prospect visit
Qualification/VIP Map
Day 2
Demo Skills/Practice
Presentation Structure and Skills
Opportunity Strategy
Competitor Action Plan
ROI Methodology and Tools
Day 3
Objection Handling
Deal closing techniques
deal closing Practice
online feedback form
B1 Exam
Summary & feedback overall
Enablement Level
Level 2
Delivery type
Classroom
Didactical method
Interactive lecture, discussion, practical application of assets in group exercises
In this training, the participants will get familiar with the Sales Approach for the SAP Business User. Methods and tools to successfully position SAP Business User in the Midmarket are presented. In this highly interactive session, participants get familiar with skills like prospect qualification, value positioning and presentation techniques in the context of Business Intelligence.
Key areas:
Overview and Positioning of SAP Business Objects BI Solution Portfolio
Prospect Qualification in the Midmarket
Value Selling
Presentation Techniques
Learning Objectives
Get to know the components of the SAP Business Objects solutions portfolio
Understand SAP’s strategy for their Business Objects solutions portfolio
How to qualify your prospects and understand their needs
How to position SAP Business User at an SME prospect
Learn how to deliver a convincing product demonstration
Learn how to convert solution benefits into a compelling value proposition
Business Impact / Benefits
More Effective and successful sales cycles
More customer orientation
Efficient utilization of resources during the sales cycle
Deliver compelling product demonstrations
Succeed against the competition
Training agenda
Day 1
Product overview Business Objects
Target Prospect Profile
Qualification Methods and Strategy
BI Session 1 Why Value? What is Business Intelligence? Business Intelligence products and functionality, The Evolution of BI, BI End Users,What are the business pains of each LOB? What can BI do? Top Value Points Presenting Value Messaging;
BI Session 2 The SAP BusinessObjects Portfolio; Crystal Reports; Enterprise Reporting; BI Platform Functionality; Debrief: Scheduling and Publishing; Live Office; Mobile BI / BI Widgets;
Day 2
Objection Handling
From solution benefits to customer value
BI Session 3 Data Integration; Data Quality; SAP BusinessObjects Edge BI for Business All-in-One Large Enterprise Products for the Upper Mid Market; Why Choose SAP BusinessObjects? Value Messaging for Edge BI versions with data integration, data management, and SAP Integration
Presentation structure and skills
Final Exercise
Enablement Level
Level 2
Delivery type
Classroom
Didactical method
Interactive lecture, discussion, practical application of assets in group exercises
This training is primarily aimed at sales/presales managers and project managers of the SME environment. There are both, project management topics to be refreshed as well as the review of new content specifically tailored for ERP implementations. The impact of attendance of both Sales & Presales and Consultants & project managers from your organization will enhance the learning experience.
Key areas:
Project management in SME projects.
Project management tools and methods.
Project handbook.
Project planning.
Risk analysis.
SAP project management.
Prerequesites:
A list of 10 critical success factors for ERP implementations (bullet points).
Acquired experience in sales with an SAP partner or Presales process.
General experience with ERP implementations.
Review of Santana Business Case handed with the training material.
Learning Objectives
Better implementation of fixed price projects in cost, quality and time in the SME environment.
Knowledge and application in projects of the ASAP Focus Methodology.
Strengthening of project management basics.
Set an action plan for future projects.
Understand the critical success factors of projects.
Project management starts already within the Sales Cycle – clean handover between sales and implementation team.
Business Impact / Benefit
Participants will be able to apply the knowledge of the ASAP Focus methodology for their future projects.
Participants will have a better understanding of critical success factors for projects and will be able to handle them better.
Participants will define a set of measures and plans during the training to be successful in the next projects.
Participants will learn that project management starts already within the sales cycle and thus the handover between sales and implementation must be well defined.
Training agenda
Day 1
Project management in SME projects: Theory and Practice.
Project management skills, tools and methods.
Split into teams and consideration of an example project.
Project methods, handbook and communications.
Discussion.
Day 2
Tools and methods for SAP project management.
ePlatform for the training and introduction to Adobe Connect.
Repetition and summary of the explained PM methods.
The team‘s final presentation.
Take away and summary.
Enablement Level
Level 2
Delivery type
Classroom
Didactical method
Interactive lecture, discussion, practical application of assets in group exercises.
Solution focus
Generic for all solutions: SAP Business All-in-One, SAP Business One, SAP Business User.
Duration
2 days
Growing in BUsiness with Value & Funnel Management -Academy for Management-
Role focus
CEOs, Heads of Sales, Heads of Marketing, Divisional Managers, Executives of SAP partners
Short description
In this one-day training the participants will learn the management principles for strategic B2B marketing, including forming strategy and translating this strategy into action.
Key areas Day 1 Marketing:
Market selection
Forming strategy
Resourcing effectively
Translating strategy to action
Key areas Day 2 Management:
Sales Management
Ready for selling and delivering value
Discover YOUR value from Channel University offerings
Identifying value with most business impact
Partner Performance Analyzer (method & tool)
Sales Quality Management
Learning Objectives
Understand the principles of tight market selection, and how to calculate the required market size
Learn what strategies work best for each stage of the market’s maturity, and how to select the right strategy for now
Learn how to calculate the required allocation of funds and resources for each product, and each type of marketing spend
Understand how to manage the work of marketers who attend the two-day companion course – Funnel Academy for Marketers
Business Impact / Benefits
Market-centered approach to forming strategy
Allocate scarce resources to where they will have the biggest impact, not to silence the squeaky wheel
Enjoy the higher profitability of the ‘gorilla’ in a small market rather than the ‘chimp’ in a large one
Marketing programs which generate sales, not feel-good activity
Training agenda
Day 1
Focus as a strategy – how to target effectively
How to select a strategy based on the way your market buys
How to allocate resources effectively
How to translate your strategy to action
Take away and summary
Marketing Funnel Planning
Day 2
Sales Management
Ready for selling and delivering value
Partner performance Analyzer
Sales Quality Management
Delivery type
Classroom
Didactical method
Interactive lecture, discussion, practical application of each unit of learning in group workshops
Duration
2 Days
Funnel Academy for Marketers
Role focus
Full- or part-time marketing executives of SAP partners
Short description
In this training the participants will learn the principles of effective B2B marketing, with a focus on demand generation and managing the funnel as vibrant "engine" for demand.
Key areas:
Market selection
Branding and positioning
Business buyer behavior
Gaining and sustaining momentum
Nurturing "leaked" and stalled opportunities
Learning Objectives
Understand the principles of tight market selection, and how to calculate the required market size
Learn how to select the most appropriate market and allocate effort according to the value of each market
Learn the role of brand in B2B buying (and selling), and how to position your brand for greatest impact on the market
Learn how to manage the funnel including determining the required velocity, then moving buyers through the funnel at the required rate
Build robust approaches to nurturing leaked and stalled buyers
Business Impact / Benefits
Buyer-centered approach to forming campaigns
Clear measurements established before execution of campaigns
Longer-term campaigns yield efficiencies and improvement
Marketing programs which generate sales, not feel-good activity
Training agenda
Day 1
Focus as a strategy – how to target effectively
How to choose the most rewarding markets
Branding – what it means for business markets
How to position your brand with business buyers
Day 2
The buyer’s journey – how to move businesses through their buying process
How to size your funnel and select effective tactics
How to achieve rhythm – the secret to momentum
How to recycle leaky buyers
Delivery type
Classroom
Didactical method
Interactive lecture, discussion, group workshops
Duration
2 days
Value Selling
Delivery Type
Classroom (C) with virtual pre & follow-up activity
Sales team role focus
Sales (S) and Presales (P) of small SME partners
Short description
This session shall introduce the value selling approach. Participants will learn how decision making processes on investments work and what the drivers in the decision making of executives are. It will be shown, how the “value selling approach” can support the sales process, when the approach shall be applied and what impact it can have. Participants will identify the advantages of using value-based selling across the total customer experience cycle. Participants will learn how Enterprise Health Check (EHC) can support the value selling approach in the customer engagement. The participants will become familiar with the concepts of NPV and ROI and value based business cases. They will learn and practice the major steps of building such a business case. They will also learn, how tools can support the value selling approach and on which investment calculation methods these tools are based. It will also be shown, what limits the calculation tools have and how to deal with related objections.
Key elements:
Decision making process on investments
Identify needs and value
Enterprise Health Check (EHC) and EHC Storyline
Build a comprehensive value proposition
The account executives responsibility for value
Executive conversation
Determine and explain NPV and ROI
Learn how to use SAP’s Value Lifecycle Manager (VLM) to build a value based business case
Business Impact / Benefits
Improve your value selling skills
Increase your win rate
Create more revenue
Strengthen your customer relationship
Strengthen your position in the market
Be more successful in customer acquisition
Gain competitive advantage
Save resources and cost in the sales process
Learning Objectives:
At the conclusion of this course participants will be able to:
Identify the advantages of using value-based selling across the Total Customer Experience (TCE) cycle
Accelerate the sales cycle by positioning the key values and articulating the benefits of engaging in value analysis with prospects
Identify how to leverage value based selling within and across each step of the prospect’s buying cycle
Build an appropriate business value case for SME prospects by showing prospects how much value they could receive as well as how that value is enabled by software features and functions
Determine and explain the Financial metrics (NPV and ROI) for a prospect’s project
Produce a compelling, comprehensive value-based proposal connecting how the software enables value as well as how much value can be expected
Enablement Level
2 Light version for SME and smaller deals
Didactical method
Interactive lectures, exercises, live demo, case study, self study
Duration
2 Days plus 60 min virtual activity prior and after the classroom training
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