CRM Online has partnered with the creator of this methodology, Tony Hughes, who is also an acclaimed author, speaker and sales leadership coach.

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2 In business to business (B2B) selling there are four areas that must be addressed to win business. We need relationships with the right people and strategy to manage the political and economic power-base; we also need to uniquely create compelling business value and then align with the customer s evaluation, selection and procurement processes. This is exactly what the worldrenowned RSVPselling methodology does and it s delivered hundreds of millions of dollars in business across many industries. CRM Online has partnered with the creator of this methodology, Tony Hughes, who is also an acclaimed author, speaker and sales leadership coach. The holy grail of sales enablement is to use the right methodology to drive repeatable quality processes inside CRM as a transparent coaching platform. Playbook concepts belong inside CRM to intuitively guide sales people in how to ask the right questions and create progression as they build trust and establish value. I m excited to be working with CRM Online to deliver a coaching platform with transparently accurate information about the real status of opportunities in the forecast. Tony J Hughes The RSVPselling methodology is now seamlessly available for SugarCRM to transform the way people sell. The methodology and user interface is intuitive and creates insight without excessive overhead. It also provides an efficient and effective framework for strategy and execution as you simply keep asking questions in the four RSVP areas to create clarity and focus on what s important in winning business. 2

3 CONTENTS KEY BUSINESS ADVANTAGES 4 QUALIFICATION TOOL 5 SALES PLAYBOOK 6 ORGANISATIONAL CHART 7 INFLUENCE MAP 8 CLOSE PLANNER 9 ACCOUNT PLANNER 10 HIGHLY CONFIGURABLE 11 3

4 KEY BUSINESS ADVANTAGES Transparency and Forecast Accuracy By leveraging the qualification tool and integrated coaching framework, you will achieve more predictable results by identifying and managing weakness and ensuring alignment with the buyer s process and timing. Increase Conversion Rates You will increase the conversion rate of your opportunities by focusing on the right opportunities and implementing a more sophisticated approach to relationship strategy and value creation to defeat the competition. Improve Collaboration Teamwork will be improved with all internal stakeholders being able to see the true state of an opportunity. The close planner also facilitates alignment with the buyer focused on their timing and requirements for project success. Identify Opportunities at Risk At a management level, you will be able to transparently identify opportunities at risk, whether this is caused by poor qualification, inadequate relationship coverage, stalled progression, poor business case value, or misalignment in timing and priorities. You will be able to quickly identify those opportunities and drill down to create the right actions with your team. Easily Share Current Opportunity Plans Simply create a PDF opportunity snapshot detailing the current status of RSVP elements, relationship maps, outstanding actions, close plan and other important information. This is the ideal opportunity summary for a senior executive. Transform CRM into a coaching platform The Holy Grail of sales enablement is to have a proven sales methodology driving process within CRM as a transparent coaching platform. Predictable quality process execution is achieved with repeatable processes and workflow automation. RSVPsellingTM is built natively using the latest SugarCRM sidecar framework, providing an unmatched user experience and a powerful day-to-day tool for your sales and account management teams. 4

5 QUALIFICATION TOOL Do you have the right relationships and strategy? Are you creating best comparative value and do you truly understand their evaluation process? RSVPselling TM provides progressive qualification snapshots to uncover and address weaknesses so that the right actions are taken to strengthen your position and increase the probability of success. Do we have the right relationships in place? Do we have the right strategy to win the deal? Are we creating unique compelling business value for the customer? Do we understand and are we aligned with the customer s buying process? The Qualification Tool provides a scoring mechanism that highlights areas of weakness and allows users to create action items to address those weaknesses. Action items are created as tasks within the CRM that are then assigned to the person responsible, feeding back into the user s standard workflow. 5

6 SALES PLAYBOOK When your team is involved in complex B2B selling environments, it can often be difficult for new sales reps to know the right sort of discovery questions to ask that help identify the unique value of your solution. The sales playbook allows you to create a library of the right questions, based on the business role of the contact or product line, that will prompt the sales rep to ask the right questions. Each question has a library of common issues discovered by those questions, our solutions and examples of the business impact of those solutions, allowing your sales reps to articulate your unique value in the right way. Guiding Questions Format of Solution Finally, our sales playbook allows sales reps to select from a library of templates, each with optional documents that support the business discussion being had. The result is a more effective, value focused sales team that communicates with prospects using terminology that aligns with your business outcomes. 6

7 ORGANISATIONAL CHART RSVPselling TM provides users with a drag and drop visual tool for setting and managing the organisational structure within the prospect s organisation. This helps everyone that is collaborating on the opportunity to understand the official structure within the organisation. In addition, this tool allows users the ability for each contact to: Set each contact s buying role within the opportunity. Users are able to update contact details for each contact via a popup drawer Users can also set the influence, supporter/opposition, and level of coverage on a per contact basis. 7

8 INFLUENCE MAP While the org chart provides a view of the official organizational structure, not every person in an organisation will be involved in every opportunity. Each opportunity will have it s own key decision makers and influencers that form the power base for that opportunity. The influence map allows us to: Map the influence structure for a specific opportunity Map the supporter, influence and coverage level for each contact By mapping out the influencers in a company, the Influence Map makes it easier for your sales staff to understand who the key decision makers in the company are and, therefore, who it is important to keep in contact with to increase their likelihood of closing the sale. 8

9 CLOSE PLANNER We ve all been in that situation where a client has identified that they need a system in place and live by a certain date, but keep dragging their feet on signing off on the contract. The close planner allows us to map out all of the actions that need to occur for us as a supplier to deliver by a given date, including those actions required by the prospective customer, including: Internal approval processes Payment schedules Process to generate a PO The Gantt chart can then be printed out and provided to the customer to facilitate the conversation of getting the project signed off at the required dates for us to deliver the outcome in the desired timeframe. 9

10 ACCOUNT PLANNER The Account Planer allows sales reps to identify future up-sell opportunities for accounts by outlining each of the product areas that are available to their client. By outlining the status of possible up-sell opportunities, sales reps are able to determine how likely a client is to follow through with the opportunity, as well as the forecasted date that these opportunities will close. This provides a number of key benefits to sales reps: The ability to identify up-sell opportunities to further the scope of their sale Customisation of opportunities to suit the needs of each individual client Improved forecasting by identifying the proposed closing date of opportunities By utilising this tool, sales reps gain a deeper insight into the future opportunities that are available for each account, based on the needs and requirements for that client. 10

11 HIGHLY CONFIGURABLE When it comes to qualification questions and processes, not every organisation is the same. The questions and solutions will change based on the industry and products or services that each organisation provides. RSVPsellingTM provides an integrated configuration tool that allows for: An unlimited number of qualification categories and questions The ability to control which questions appear in each module within the CRM - different questions will be relevant at the lead qualification stage as opposed to a full opportunity. The ability to set detailed coaching text, coaching videos, as well as default action items for each question Drag and drop configuration of the order of each of the questions and answers within each category 11

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