SAP ISBN

SAP ISBN hires Bold & Sharp to sharpen sales strategy and improve sales efficiency.

About

SAP ISBN (Intelligent Spend and Business Network) is the division of SAP dedicated to managing enterprise spending. It offers optimized visibility and control over all spends: direct, indirect, and external workforce management.

SAP ISBN connects companies to a wide ecosystem of suppliers, enabling real-time collaboration that simplifies transactions, order processes, and invoicing.

Through seamless process automation from supplier selection to invoice management and by leveraging AI to detect savings opportunities or automate repetitive tasks, SAP ISBN allows for better risk management and quick ROI.

Challenges

“Regardless of our level of experience and expertise, it is vital for an organization like ours to continue learning and developing talents”.

This is how Sébastien Debruynne, Director of ISBN France, defines one of his priorities to drive performance and trigger change .

“Our aim is to improve the targeting of our key accounts, the perception of our difference by our customers and prospects, and the positioning of our product portfolio. All this while putting our sales force back at the heart of our sales performance by updating our knowledge of complex sales.”

Solution

5 tailor-made workshops alternating theory and practice on:

• Strategy: the Blue Ocean approach for improved differentiation, accounts scoring and segmentation, a bespoke matrix to assess the attractiveness of each product in the portfolio.
• Sales: review of the best sales techniques, from defining sales strategies to accessing ultimate decision-makers, from qualification to negotiation, from relationship mapping to buyer’s psychology and body language analysis.

Testimony

Sébastien Debruynne, Director of ISBN France.

Why did you call on Bold & Sharp?
Expertise, mastery of complex sales in key accounts, understanding of our challenges: the choice was obvious.

What were your objectives?
To review and validate our strategy, gain efficiency throughout the sales process and allow our sales force to access innovative sales methods to make a difference.

What did you like?
The content tailored to our needs, the expertise demonstrated in each of the topics and the role-play inspired by a real complex sales situation created especially for us.

What did you take away?
Extremely advanced methods, yet transferrable to our daily lives. The concepts shared have always been put into practice and adapted to real-life business situations.

What is the expected impact?
Accuracy and performance, from defining our sales strategy to executing it.

Want to know more about our workshops? Want to know more about our workshops? See our on-demand projects and workshops page.

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