Sales Briefcase


Delivery Type: Classroom
Sales Team Role Focus: Neutral for Sales, Presales, Consultants, Executives
Solution Focus: Generic for all solutions: SAP Business All-in-One, SAP Business One, SAP Business User
Short Description: In this session the participants shall get familiar with the valuable, industry specific assets that are provided within the sales briefcase: Customer Presentation, Quick Sales Guide, Positioning & Messaging, Solution Brief, CRM Add-on, Cluster Add-on, other optional assets like the Executive Whiteboards.
The participants will learn and practice:

Where do I find the assets?
When in the sales cycle can I use which assets?
How can I use them?
What are the benefits and needs in different industries?
What needs to be added to the materials provided for individual partner use?

Key Points

  • Understand the business of the customer
  • Identify industry specific areas of pain/need
  • Identify the solution benefits of SAP for specific industries
  • Identify (hard) benefits and industry benchmarks and how the SAP solution can create value in different industries
  • Understand and use Sales Briefcase and Executive Whiteboards
Learning Objectives:
  • Learn about the assets provided in the sales briefcases
  • Learn and utilize Executive White Boards (EWB)
  • Know when to use what in the sales process
  • Learn by doing, how to apply the assets for your success
  • Successfully position the SAP Business All-in-One solution for your industry
Business Impact / Benefits:
  • Save time and resources in your sales cycle
  • Gain competitive advantage in your sales cycle
  • Increase your win rate
  • Strengthen your customer relationship
  • Increase your professional reputation
  • Leverage sales briefcases by quickly adopting them to your partner industry solutions
Didactical Method: Lecture, Live guiding to Channel Portal, Practical application of assets in exercise with role play
Enablement Level: 2

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