Episode 18: The New Rules of SAP Selling: From Licenses to Subscriptions and Services - Eric Shaver

Guest: 

• Eric Shaver - Managing Director - Kensei Partners 

Host: 

• Alexander Greb - Consulting Director - cbs corporate business solutions

Summary

In this conversation, Alexander Greb and Eric Shaver explore the evolving landscape of sales, particularly the transition from license-based sales to subscription models. They discuss the importance of financial literacy for sales professionals, the need for a strategic approach when engaging with executives, and the balance between educating customers and avoiding condescension. The conversation also touches on the role of AI in sales and the essential skills required to build an effective B2B salesperson. Ultimately, the discussion emphasizes the need for salespeople to focus on delivering value and understanding customer KPIs to drive successful outcomes. In this conversation, Eric Shaver and Alexander Greb discuss the complexities of navigating financial uncertainty in business, the evolving role of ERP systems in crisis management, and the importance of building trust through specificity in sales. They explore the impact of AI on sales processes, the shift from budget-focused discussions to value realization, and the future of digital selling versus traditional methods. The dialogue emphasizes the need for consultative selling skills and the challenges of selling services compared to software, ultimately highlighting the importance of collaboration between sales and services teams to drive revenue realization.

Takeaways

• Sales dynamics are shifting from license to subscription models.
• Understanding financial KPIs is crucial for effective selling.
• Salespeople must engage with executives on a strategic level.
• Educating customers should be done gracefully and without condescension.
• Building a B2B salesperson requires a mix of skills and knowledge.
• Sales skills should be secondary to understanding business value.
• The conversation should focus on financial returns, not just features.
• AI can enhance sales processes but should not replace human engagement.
• Salespeople need to listen more than they speak to understand customer needs.
• Navigating the sales conversation requires a balance between features and value. Experience can be cool; stability can be depth of networks.
• When money gets smart, investment strategies must adapt.
• Budgets should focus on optimizing margins, not just costs.
• ERP systems may not be the right tools for current crises.
• Guidance from software vendors is crucial during uncertainty.
• Salespeople need to demonstrate competency with specific examples.
• Killing the word 'budget' can shift sales conversations.
• AI is making repetitive tasks obsolete in sales.
• Digital selling models are becoming more prevalent.
• Consultative selling skills are essential for modern sales professionals.

This is Glengarry Glen Ross: 
https://en.wikipedia.org/wiki/Glengarry_Glen_Ross_(film)

Follow Eric: https://www.linkedin.com/in/eshaver/

Listen to Eric's own podcast here: https://open.spotify.com/show/5lZ0ZSODcYak8lt07MakG3

Follow Alexander: https://www.linkedin.com/in/alexandergreb/
Follow Johannes: https://www.linkedin.com/in/johanneslangguth/

Thanks to Steven Spears for lending his voice for our podcast intro.
Theme music by Luis Álvarez a.k.a. Fourth Dogma