The Expert Forum Sales Excellence 2024 addressed the challenges many sales organizations face today: adapting to technological innovations, focusing on customer needs, and optimizing sales strategies through digital tools. The 150 participants who gathered on March 14 in Walldorf and online via livestream received the latest insights and solutions to stay competitive in sales and meet the rapidly changing market demands.

The Revolution Begins: AI in Sales

"Can sales still function without AI?" This question kicked off a panel discussion that shed light on the potential and challenges of integrating AI into sales strategies. Dennis Winter (Manager Digital Product Experience at MAPAL Dr. Kress KG), Ralf H. Komor (KOMOR INTERIM MANAGEMENT), Sven Dechent (Global Go-to-Market SAP), and Jimmy Jüttner (Head of Sales at Sybit) discussed that, despite the hesitation of many companies, the bold step towards utilizing generative AI is not only possible but essential for sales success. From tailored emails designed to match individual customer interests to summarizing visit reports—AI already offers opportunities that should be seized.

The Pillars of Digital Transformation

Roland Boes, Director of Innovation & Portfolio at Sybit, summed it up in the first presentation: digital transformation in sales is more than just a buzzword; it’s a necessity. He outlined five core pillars of CX transformation:

  • Technological change: Keeping pace with the latest technologies
  • Organizational change: Adapting company structures and processes
  • Processes (customer/internal): Optimizing workflows both internally and in customer interactions
  • Roll-out strategy: Effectively introducing new systems and technologies
  • Development & integration: Developing and integrating new solutions into existing systems

He demonstrated how technologies can be used for automation and personalization to increase efficiency and implement customer-centric sales strategies like Phygital Sales and CPQ (Configure, Price, Quote). He highlighted strategies like Phygital Sales and the automation of the sales process, showing how companies can thrive in a digitally dominated world.

The New Horizon of Digital Sales

Traditional sales representatives, even in B2B, now face online shops and pop-up store concepts that redefine the customer experience. Fabian Huber, Head of Business Consulting at Sybit, then demonstrated how digital transformation shapes sales in this direction. He discussed the online shop channel in detail, emphasizing that it’s too simplistic to think of it as just a product ordering platform. The integration of modern technologies and innovative business models, such as subscription models, opens entirely new ways to reach and retain customers. His presentation illustrated how the SAP Commerce Cloud and IoT solutions transform the sales landscape by providing a central platform for customer management, offering all the relevant information and tools needed for effective customer engagement and support.

MAPAL’s Path to Sales Precision

Dennis Winter, Manager Digital Product Experience at MAPAL Dr. Kress KG, gave a prime example of how the sales cycle for complex products can be designed with precision and efficiency. By leveraging specific technologies like SAP CPQ, MAPAL was able to significantly shorten the time from quotation preparation to production start. 
This success story illustrates how the combination of technology, customer-focused strategy, and continuous improvement paves the way for revolutionary sales processes.

The Breakthrough with Intelligent Sales

"Intelligent sales" was more than just a buzzword; it was a comprehensive approach that permeated the entire forum. Saskia Cempel and Armin Kehl from Sybit presented in detail how intelligent sales solutions are transforming the way we do business. For instance, integrating the intelligent SAP Sales Cloud V2 optimizes the entire sales process — from lead generation to closing deals. It empowers sales teams to make accurate sales forecasts, manage opportunities more effectively, and plan customer appointments more efficiently.

Shaping the Future: SAP Sales Cloud V2

The presentation of the SAP Sales Cloud V2 emphasized the irreversible trend toward a completely new digital transformation in sales. Leveraging a cloud-native architecture, SAP Sales Cloud V2 offers the flexibility and performance companies need to quickly respond to market changes. With innovative features and an intuitive user interface, it equips sales teams with the tools they need to succeed in an ever-changing world.

Immersive Pre-Event in the SAP IX Room

The Expert Forum was preceded by a highlight the day before. Sybit presented an end-to-end designed customer journey to an exclusive group of participants in the Immersive Experience Room at SAP in Walldorf. This room, made entirely of screens and equipped with special video and sound technology, offered a 360-degree experience. The centerpiece was a use case for the fictional company SyGusto, which demonstrated how the latest commerce technology enables a seamless customer experience.

Conclusion

The Expert Forum Sales Excellence 2024 was more than just a gathering of experts; it showcased the path to a future where sales is redefined by technology, innovation, and an unwavering commitment to putting the customer at the center. For sales leaders and companies, now is the time to take these insights and set the course for success in the digital age.

Sybit GmbH’s expert forums take place several times a year and are aimed at decision-makers in the areas of sales, e-business, e-commerce, service, marketing, and IT in the B2B sector. They offer a diverse mix of expert presentations, networking, and exclusive insights into the latest technologies, always focused on a specific topic in the field of customer experience. The next Expert Forum on Customer Portals & E-Commerce will take place on June 20, 2024.