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From Product Explainer to Customer Understander

The networking of companies to date is hardly sufficient for winning new customers. What is needed are professional sales skills.
E-3 Magazine
March 18, 2020
Content:
From Product Explainer to Customer Understander
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This text has been automatically translated from German to English.

The success of many medium-sized companies to date has been based primarily on linear growth in their respective industries. But what happens when growth fails to materialize?

Classic sales techniques will then hardly suffice to win new customers and orders. At the same time, the SAP portfolio is currently changing rapidly, and the relevance of classic SAP expertise is declining. Therefore, successful sales specialists are increasingly evolving from product explainers to customer understanders.

In this context, sales experts from the SAP ecosystem will address practical ways of dealing with sales challenges in times of slowing economic growth on February 20 in Walldorf.

The focus of the workshop "Professional Sales with the Proven Sales Cycle Method", organized by the International Association for SAP Partners (IA4SP), is on the structured identification of demand drivers in the target market, efficient marketing communication of benefit-oriented core messages, methodical qualification of potential, transparent pipeline management, convincing presentation, winning communication, and high closing confidence.

It also addresses the question of how companies in general and salespeople in particular can win new customers and orders with value selling (transition from price-performance to price-benefit ratio).

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Information and educational outreach by and for the SAP community.


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Work on SAP Basis is crucial for successful S/4 conversion. This gives the so-called Competence Center strategic importance among SAP's existing customers. Regardless of the operating model of an S/4 Hana, topics such as automation, monitoring, security, application lifecycle management, and data management are the basis for the operative S/4 operation. For the second time already, E3 Magazine is hosting a summit in Salzburg for the SAP community to get comprehensive information on all aspects of S/4 Hana groundwork. With an exhibition, expert presentations, and plenty to talk about, we again expect numerous existing customers, partners, and experts in Salzburg. E3 Magazine invites you to Salzburg for learning and exchange of ideas on June 5 and 6, 2024.

Venue

Event Room, FourSide Hotel Salzburg,
At the exhibition center 2,
A-5020 Salzburg

Event date

June 5 and 6, 2024

Tickets

Early Bird Ticket - Available until 29.03.2024
EUR 440 excl. VAT
Regular ticket
EUR 590 excl. VAT

Secure your Early Bird ticket now!

Venue

Event Room, Hotel Hilton Heidelberg,
Kurfürstenanlage 1,
69115 Heidelberg

Event date

28 and 29 February 2024

Tickets

Regular ticket
EUR 590 excl. VAT
The organizer is the E3 magazine of the publishing house B4Bmedia.net AG. The presentations will be accompanied by an exhibition of selected SAP partners. The ticket price includes the attendance of all lectures of the Steampunk and BTP Summit 2024, the visit of the exhibition area, the participation in the evening event as well as the catering during the official program. The lecture program and the list of exhibitors and sponsors (SAP partners) will be published on this website in due time.