Accelerate and Automate Sales: Create the Ultimate Sales Plays with CRM

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Accelerate and Automate: Create the Ultimate Sales Plays with CRM

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© 2022 SugarCRM Inc. All rights reserved. Dennis Smith VP of Sales, NA SugarCRM [email protected] Presenters Volker Hildebrand SVP, Product Marketing SugarCRM [email protected] Sarah Friedlander G. Director, Content & Creative SugarCRM [email protected] 3

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© 2022 SugarCRM Inc. All rights reserved. • Introduction • What are Sales Playbooks? • Improving Sales Performance with Guided Selling • Demo: Create the Ultimate Sales Plays with Sugar Automate • Top 7 Takeaways • Q&A Agenda 4 4

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© 2022 SugarCRM Inc. All rights reserved. • Sales Playbooks provide guidance for sales reps throughout the sales cycle which steps are needed at each stage of the sales process to convert a lead to an opportunity and move an opportunity to closing the deal. • A sales playbook provides guidelines and/or checklists as well as tactics, actions or entire workflows based on best practices or proven sales methodologies. • Playbooks can cover specific use cases such as lead nurturing, opportunity management, contract creation & approval management, renewal management, or customer on-boarding and more across marketing, sales and customer service. What are Sales Playbooks 6

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© 2022 SugarCRM Inc. All rights reserved. • Checklists works for both airline pilots and surgeons to keep us safe in the air and when we have a medical procedure • Checklists worked for Disney and McDonald's to create a common customer experience anywhere in the world • Let’s help your sales organization increase the performance of every single sales rep to a consistently high level The Basic Principle of Guided Selling: Checklists 8 8 Recommended Reading

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© 2022 SugarCRM Inc. All rights reserved. q New sales opportunity q Open a new opportunity screen and gather customer requirements q Go to credit check app and check whether customer is flagged as good/bad q Go to Book a Meeting / Call screen and schedule meeting for initial solution q On meeting completion, go to opp. Screen and enter update q Access third-party offer app, enter parameters, get offers, choose one q Return to opportunity screen and enter chosen offer and reference q Enter budget application and calculate margin q Enter opportunity screen, enter margin and copy reference ID q Enter offer screen, enter reference ID and create offer q Enter email system and send offer q Register in opportunity screen q Go to Book a Meeting / Call screen, schedule meeting q Go to opportunity screen and update new requirements q Enter offer screen, enter reference ID, create update offer q Enter email system and send offer q Register in Opportunity screen q Go to Book Meeting / Call screen and schedule final meeting q On meeting completion, go to opp. Screen and enter update q Enter contract system, create contract q Enter email system and send final contract q On contract completion, enter opportunity system, update contract q Open delivery option and hand over to delivery team The Next Generation: Visual & Interactive Guides with Sugar Automate Sales Manual or Checklist Guided Selling Makes it Easy 9

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© 2022 SugarCRM Inc. All rights reserved. • A sales team worked for three months on an RFP process • At the time of RFP submission, the Account executive realized they had forgotten to run a credit check • Eventually the credit check failed, and they realized they had wasted a lot of time and resources on a deal that would not close • Interactive Guided Selling templates ensure that best practices are followed Never Miss a Step! 10

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© 2022 SugarCRM Inc. All rights reserved. Guided Selling Use Cases 1. Standardize your sales teams on a popular sale methodology (e.g., SPIN Selling, Conceptual Selling, SNAP Selling, MEDDIC, Miller Heiman, etc.), or implement one of your own custom methodologies. 2. Guide sellers through manual tasks, sales plays, or exception approval processes so they can see what steps to take next and move deals through the funnel more quickly. 3. Ensure all discount and exception requests stay compliant with company policies by implementing rules that automatically go to the right place for approvals. 4. Never miss a renewal by connecting Sugar’s Renewals Console with Sugar Automate to ensure your sellers have everything they need to effortlessly complete renewal contracts and purchases. 11

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© 2022 SugarCRM Inc. All rights reserved. Automate customer-facing business processes so Marketing, Sales, and Services can eliminate busy work and focus on what matters. Eliminate all busywork Benefits of Guided Selling with Sugar Automate Accelerate sales cycles and service workflows so teams can spend their time selling and helping customers. Remove roadblocks Repeat & Recycle Speed Things Along 13 Drive operational excellence with guided selling and best practices to increase the performance of the entire sales organization. No more blind spots Be Consistent

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© 2022 SugarCRM Inc. All rights reserved. 7 Key Takeaways 1. No-code toolset for business users 2. Design, visualize and automate business processes and workflows 3. Create ‘guided selling’ playbooks, templates and workflows based on best practices 4. Automate manual tasks and steps and save up to 90% of clicks 5. Monitor progress and outcomes in real-time 6. Improve sales performance across the entire sales organization 7. Accelerate your sales cycle and increase revenue 16 Let the Platform Do the Work

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© 2022 SugarCRM Inc. All rights reserved. What’s Next? 17 Would you like to have a FREE workshop to see how guided selling works for you? • Schedule a 30 minute 1 on 1 briefing by emailing [email protected]