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SOCIAL (SELLING) AS
CORNERSTONE FOR A
PREDICTABLE
REVENUE ENGINE
Mario Haneca - @Hanecam
TOPICS
•  About Showpad
•  Embracing Social for Hiring
•  Revenue generating process
•  Demand automation technology
•  Pe...
PRESENTATION GOAL
•  SHARE SOCIAL BEST PRACTICES
FROM SHOWPAD’S DEMANDGEN
TEAM
•  INSIGHTS IN REVENUE MODEL (+160%
GROWTH)
HAVING BETTER CONVERSATIONS
ABOUT SHOWPAD
MEASURING ENGAGEMENT
ABOUT SHOWPAD
DIGITAL FIELD MARKETING
ABOUT SHOWPAD
MEASURING CONTENT IMPACT
ABOUT SHOWPAD
SAVING'TIME'AND'MAKE'MORE'MONEY'
blog.midillinicu.com'
BUILDING A SCALEABLE
REVENUE ENGINE
STARTS WITH FINDING THE RIGHT PEOPLE
Showpad Embraces Social
25'POSITIONS'>'''
862'CANDIDATES'OVER'THE'LAST'3'MONTH’S'
@hanecam'>'Social'media'played'a'
crucia...
ADD I’M HIRING TO PROFILE
SOCIAL TIP 1
ADD I’M HIRING TO PROFILE
SOCIAL TIP 1
@hanecam'>'@showpad''social'hiring'
Sp'–'add'«I’m'hiring'»'to'your'linkedin'
profile...
PROCESS'
PEOPLE'
TECHNOLOGY'
KEY'INGREDIENTS'OF'A'SCALEABLE'
REVENUE'ENGINGE''
PROCESS'
PEOPLE'
TECHNOLOGY'
SPECIALIZE YOUR 4 CORE SALES ROLES
TIP
1.'
Outbound'
Reps'
2.'
Inbound'
Reps'
1&2':'Sales'
Development'
(Qualifiers)'
3.'Ac...
PROCESS
SAAS FUNNEL
Prepare'
Prospect'
Begin'Sales'
Cycle'
Define'Ideal'Customer'Profile'
Add'Target'Accounts'
Add'Contacts'...
10 TOUCHES MODEL
COLD CALLING 2.0
1>3x'
START'HIGH'
Ask'for'intro'
7d' 7d' 7d'
1>3x'
A' B' C' BREAK>UP' NURTURE'
30d'
PROCESS'
PEOPLE'
TECHNOLOGY'
Demand Automation Footprint
Building Target List
LINKEDIN
LET LinkedIN do the work for you
LinkedIn
Ask'your'
network'for'
intro’s'
Discover'
your'
prospect'
organisaSon'
VISIT AND RECONNECT AFTER REVISIT
TIP
Connect'with'
a'LT'
perspecSve'in'
a'non>
aggressive'
way'
@hanecam'>'@showpad''revi...
Leading in Social Selling
LIINKEDIN EVENT- AMSTERDAM – NOVEMBER 12TH
Leading in Social Selling
LIINKEDIN EVENT- AMSTERDAM – NOVEMBER 12TH
Understand what happens at your prospects
and become relevant in their conversations
Get'insights'
from'your'
CRM'
ENRICH DATA QUALITY (FIRST)
TIP
DRIVING TOWARDS RESULT
0"
5"
10"
15"
20"
25"
30"
35"
40"
45"
50"
55"
60"
65"
70"
75"
80"
2/1/15"
2/2/15"
2/3/15"
2/4/15"
2...
PROCESS'
PEOPLE'
TECHNOLOGY'
SHOWPAD DEMAND GENERATION TEAM – FEBRUARY 2015
TYPICAL RESULT IN SAAS Cies
•  RAMPED UP – SALES DEVELOPMENT
REP generates between 15 and 20
marketing qualified leads per...
KEY TAKEAWAYS
1.  Social Media crucial for attracting new hires
2.  LinkedIn Sales Navigator is a must have for
every sale...
'
'
Mario'Haneca'–'Showpad'
mario.haneca@showpad.com'
+32'478'97'12'62'
@hanecam'
Social Selling as cornerstone for building a predictable revenue engine at Showpad
Social Selling as cornerstone for building a predictable revenue engine at Showpad
Social Selling as cornerstone for building a predictable revenue engine at Showpad
Social Selling as cornerstone for building a predictable revenue engine at Showpad
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Social Selling as cornerstone for building a predictable revenue engine at Showpad

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Social Selling as cornerstone for building a predictable reveneu engine. This presentation explains how Showpad is embracing social selling as cornerstone for it's outbound process

Published in: Sales
  • Hey guys! Who wants to chat with me? More photos with me here 👉 http://www.bit.ly/katekoxx
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  • Hi Mario, really like the presentation! One question: what do you mean by 'Nurture' on slide 18?
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Social Selling as cornerstone for building a predictable revenue engine at Showpad

  1. 1. SOCIAL (SELLING) AS CORNERSTONE FOR A PREDICTABLE REVENUE ENGINE Mario Haneca - @Hanecam
  2. 2. TOPICS •  About Showpad •  Embracing Social for Hiring •  Revenue generating process •  Demand automation technology •  People First •  Key Takeaways
  3. 3. PRESENTATION GOAL •  SHARE SOCIAL BEST PRACTICES FROM SHOWPAD’S DEMANDGEN TEAM •  INSIGHTS IN REVENUE MODEL (+160% GROWTH)
  4. 4. HAVING BETTER CONVERSATIONS ABOUT SHOWPAD
  5. 5. MEASURING ENGAGEMENT ABOUT SHOWPAD
  6. 6. DIGITAL FIELD MARKETING ABOUT SHOWPAD
  7. 7. MEASURING CONTENT IMPACT ABOUT SHOWPAD
  8. 8. SAVING'TIME'AND'MAKE'MORE'MONEY' blog.midillinicu.com'
  9. 9. BUILDING A SCALEABLE REVENUE ENGINE STARTS WITH FINDING THE RIGHT PEOPLE
  10. 10. Showpad Embraces Social 25'POSITIONS'>''' 862'CANDIDATES'OVER'THE'LAST'3'MONTH’S' @hanecam'>'Social'media'played'a' crucial'role'in'becoming'a'talent' magnet'for'@showpad'#smdayBE'
  11. 11. ADD I’M HIRING TO PROFILE SOCIAL TIP 1
  12. 12. ADD I’M HIRING TO PROFILE SOCIAL TIP 1 @hanecam'>'@showpad''social'hiring' Sp'–'add'«I’m'hiring'»'to'your'linkedin' profile'#smdayBE'
  13. 13. PROCESS' PEOPLE' TECHNOLOGY' KEY'INGREDIENTS'OF'A'SCALEABLE' REVENUE'ENGINGE''
  14. 14. PROCESS' PEOPLE' TECHNOLOGY'
  15. 15. SPECIALIZE YOUR 4 CORE SALES ROLES TIP 1.' Outbound' Reps' 2.' Inbound' Reps' 1&2':'Sales' Development' (Qualifiers)' 3.'Account' ExecuSves' (Closers)' 4.'Customer'Success/ Account'Managent' (Farmers)' Inbound' leads'go' only'to' inbound' team)' Qualified' Opportunites'
  16. 16. PROCESS SAAS FUNNEL Prepare' Prospect' Begin'Sales' Cycle' Define'Ideal'Customer'Profile' Add'Target'Accounts' Add'Contacts' Send'Cold'Emails/Make''Mapping'calls' Work'Responses' Call'ConversaSons' Demo’s/Appointment' New'Opportunites' Closed'Deals'
  17. 17. 10 TOUCHES MODEL COLD CALLING 2.0 1>3x' START'HIGH' Ask'for'intro' 7d' 7d' 7d' 1>3x' A' B' C' BREAK>UP' NURTURE' 30d'
  18. 18. PROCESS' PEOPLE' TECHNOLOGY'
  19. 19. Demand Automation Footprint
  20. 20. Building Target List LINKEDIN
  21. 21. LET LinkedIN do the work for you
  22. 22. LinkedIn Ask'your' network'for' intro’s' Discover' your' prospect' organisaSon'
  23. 23. VISIT AND RECONNECT AFTER REVISIT TIP Connect'with' a'LT' perspecSve'in' a'non> aggressive' way' @hanecam'>'@showpad''revisit'your' LinkedIn'visitors'and'increase'your' social'selling'score'#smdayBE'
  24. 24. Leading in Social Selling LIINKEDIN EVENT- AMSTERDAM – NOVEMBER 12TH
  25. 25. Leading in Social Selling LIINKEDIN EVENT- AMSTERDAM – NOVEMBER 12TH
  26. 26. Understand what happens at your prospects and become relevant in their conversations
  27. 27. Get'insights' from'your' CRM'
  28. 28. ENRICH DATA QUALITY (FIRST) TIP
  29. 29. DRIVING TOWARDS RESULT 0" 5" 10" 15" 20" 25" 30" 35" 40" 45" 50" 55" 60" 65" 70" 75" 80" 2/1/15" 2/2/15" 2/3/15" 2/4/15" 2/5/15" 2/6/15" 2/7/15" 2/8/15" 2/9/15" 2/10/15" 2/11/15" 2/12/15" 2/13/15" 2/14/15" 2/15/15" 2/16/15" 2/17/15" 2/18/15" 2/19/15" 2/20/15" 2/21/15" 2/22/15" 2/23/15" 2/24/15" 2/25/15" 2/26/15" 2/27/15" 2/28/15" #LEADS' EU'Demand'Rep'Scoreboard' LEADS/DAY" Month"to"date"result" Target" MTD"Target"
  30. 30. PROCESS' PEOPLE' TECHNOLOGY'
  31. 31. SHOWPAD DEMAND GENERATION TEAM – FEBRUARY 2015
  32. 32. TYPICAL RESULT IN SAAS Cies •  RAMPED UP – SALES DEVELOPMENT REP generates between 15 and 20 marketing qualified leads per month
  33. 33. KEY TAKEAWAYS 1.  Social Media crucial for attracting new hires 2.  LinkedIn Sales Navigator is a must have for every sales rep 3.  Automation techology is instrumental in scaling up your revenue engine 4.  No results without teams of talented people 5.  Contact Showpad for better conversations
  34. 34. ' ' Mario'Haneca'–'Showpad' mario.haneca@showpad.com' +32'478'97'12'62' @hanecam'

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