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Using Digital Sales Tools To Increase Sales VelocityMario Haneca - @Hanecam #TSS16
23/02/2016
Mario Hanecamario@showpad.com
@Hanecam
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What can you expect?
• Top 5 sales productivity or effectiveness blockers
• And how do they impact your sales velocity
• 5 killer capabilities that will impact your efficiency and effectiveness
• One day in the life of sales rep 2.0
And to make you really happy – here’s buyer 2.0
• 5.4 BUYERS
• 1/5 MEETINGS
AWARENESS
YOUR COMPETITOR
YOUR COMPANY
60% Status quo
Why us?
Why Change? 74% Buying Vision
Death of a salesman ?
‘17‘16 ‘18‘10 ‘11 ‘12 ‘13 ‘14 ‘15
58.1%63.0% 58.2%
‘19TIME%
sal
es re
ps a
ttain
ing
thei
r quo
ta
DIGITIZATION OF THE LAST MILE CONVERSATIONS
PROGRESS IN BUYING PROCESS
webs
iteca
mpa
ign
rem
ote
field
Non-human touchpoints Human touchpoints
CHANNEL
BLIND SPOT
DIGITAL BODY LANGUAGE
Sales VelocityTuning your sales engine
DEAL VALUE
LENGTH OF THE SALES CYCLE
NUMBER OF DEALS HIT RATE
PRODUCTIVITY CROSS-SELLING INSIGHTS
COMMUNICATION
✔ ✔ ✔
✔
NUMBER OF DEALS
PRODUCTIVITY
Up to date information is key
?
Correct dimensions are critical
ProductivityCRM INTEGRATION
DEAL VALUE
CROSS-SELLING ✔
Cross-selling
HIT RATE
INSIGHTS ✔
@
HIT RATE
INSIGHTS ✔
Post-meeting Insightson any device
Buyer Aligned SellingLENGTH OF THE SALES CYCLE
COMMUNICATION ✔
Shift your conversations
‘17‘16 ‘18‘10 ‘11 ‘12 ‘13 ‘14 ‘15
What….it does• Product• Features• Price
Traditional Sales Pitch
What….it provides• Messaging• Insights• Value
By PersonaBy Industry
Value-‐Added Conversation
58.1%63.0% 58.2%
‘19TIME%
sal
es re
ps a
ttain
ing
thei
r quo
ta
Sales VelocityTuning your sales engine
DEAL VALUE
LENGTH OF THE SALES CYCLE
NUMBER OF DEALS HIT RATE
PRODUCTIVITY CROSS-SELLING INSIGHTS
COMMUNICATION
✔ ✔ ✔
✔
Business Outcomes
One day in the life of a field sales rep 2.0
Guided Selling &
Share
Listen to offline webinar
Lead capturing
Booth demo
Post meeting insights & Follow-up
Read announce
ments
Wifi-sync latest content
08h00
Home Car Customer Car Tradeshow Car
Meeting reports
into SF.com
08h15 08h45 9h30 11h30 12h30 14h00 18h0020h30
ReceiveCustomer
Engagementalert
PrepareMeeting
Nextday
Showpad transforms how businesses sell by aligning sales with marketing
Content in context
Control message and brand Insights in content &
user activity
Collaboration with sales
Get trained
Buyer engagement
insightsPrepare,
pitch, share
Mobile first
Showpad in a nutshellMarketing platform to scale (sales) excellence. Data driven. Mobile first
A sample of our 800+ customers
Pharma & Healthcare
Technology & Engineering
Construction Automotive Other
+140Employees
+50Countries
Founded2011
10 M$CA 2015
LocationsUSA, UK, BE, FR
+800Customers
+100 000Users/Day
96%Renewing TOP SALES WORLD 2015
Sales & Marketing Productivity Tool
Awards
Partners
Key takeawaysThe new way of selling
SALES METHODOLOGY & SKILLS
TOOLS & TECHNOLOGY
SALES EXCELLENCE STACK
CONTENT FACTORY
Showpad is the backbone of the buyer aligned sales excellence stack
Inspire yourself – top reads
ROB MICHAEL MIEKE MARIO
Q&A
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