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

Do you struggle to get your sales team to follow your organization’s sales processes? You’re not alone, and we have a solution.

In this webinar, you will learn how to:

- Use smart checklists to build high-quality and consistent playbooks
- Bridge the gap between sales, marketing, and services processes
- Monitor your playbooks’ progress and real-life outcomes
- Leverage Sugar to implement visual playbooks directly within your CRM

Transcript

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

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2. © 2022 SugarCRM Inc. All rights reserved.
   2
   Everyone is
   on mute
   Questions
   are welcome
   Recording
   available
   Before We Start
   

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3. © 2022 SugarCRM Inc. All rights reserved.
   Dennis Smith
   VP of Sales, NA
   SugarCRM
   dennis.smith@sugarcrm.com
   Presenters
   Volker Hildebrand
   SVP, Product Marketing
   SugarCRM
   volker.hildebrand@sugarcrm.com
   Sarah Friedlander G.
   Director, Content & Creative
   SugarCRM
   sarah.friedlander@sugarcrm.com
   3
   

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4. © 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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5. © 2022 SugarCRM Inc. All rights reserved.
   What are Sales Playbooks?
   5
   

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6. © 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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7. © 2022 SugarCRM Inc. All rights reserved.
   Improving Sales Performance
   with Guided Selling
   7
   

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8. © 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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9. © 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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10. © 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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11. © 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.
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12. © 2022 SugarCRM Inc. All rights reserved.
    What Are The Benefits of
    Guided Selling?
    12
    

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13. © 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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14. © 2022 SugarCRM Inc. All rights reserved.
    Demo
    Create the Ultimate Sales Plays with Sugar Automate
    14
    

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15. © 2022 SugarCRM Inc. All rights reserved.
    Key Takeaways
    15
    

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16. © 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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17. © 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 sales@sugarcrm.com
    

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18. © 2022 SugarCRM Inc. All rights reserved.
    Q&A
    18
    

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19. © 2022 SugarCRM Inc. All rights reserved.
    Thank You!
    19
    

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