Did you know that 70% of bad sales interactions result in immediately lost revenue? Oftentimes, this happens because a sales rep struggles to find the most appropriate material during the sales meeting. Enter sales enablement, the ability to equip your sales team with the right material for the right meeting. Integrate guided selling to further leverage your sales enablement strategy. With interactive playbooks, sales reps put the customer at the heart of the meeting and address the topics that really matter. This presentation contains the slides of the joint webinar of Showpad with Hickup CEO Julien Lescure on May 19th 2015

1. Improve your sales enablement strategy with sales playbooks!
Playbooks take your meetings from presentations to dynamic conversations!
Webinar – May 19th 2015 – Showpad with Julien Lescure – MD Hickup!

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Contact information!
Julien Lescure!
Managing Director!
Julien.lescure@hickup.co.uk!
Mario Haneca!
Marketing Director Europe!
Mario.haneca@showpad.com!
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Speaker Moderator

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Webinar goals!
• Insights in sales enablement, interaction perspectives creating dynamic conversations!
• Where does Showpad and Hickup fit in the sales enablement space!
• Hickup use cases - aligning marketing content with the buyer journey!
• How to deploy Hickup web app via the Showpad platform!
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• Q&A!
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Sales Enablement !
General definition!
Sales Enablement Management is a strategic, cross-functional discipline!
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designed to increase sales results and productivity!
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by providing integrated content, training and coaching services!
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for salespeople!
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along the entire buyer’s journey,!
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powered by technology.!
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Definition (MHI Research)

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SALES ENABLEMENT!
More than content distribution!
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Showpad and sales enablement!
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• Give marketing control over content and messaging!
• Providing the sales team with up-to-date content to present and share with
prospects!
• Capturing interaction with content both from sales and prospects!
• Providing actionable insights to ensure that every sales interaction counts!

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Driving Valuable Sales Conversations!
Focus on business goals!
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Source:Forrester
• DEVELOP - Skill development and behavior reinforc
• POSITION - Sales messaging and job aides!
• LOCATE - Sales content delivery and management!
NEW SELLING BEHAVIOUR
CONTEXTUALLY
EFFECTIVE MEETING CONTENT
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WITH CUSTOMER NEEDS
CREATE COMPELLING REASONS
HIGH QUALITY PROPOSALS

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Hickup – Interactive sales content & Navigation layers
• Founded in London in 2013, Hickup is a mobile sales
enablement digital workshop.
• We aim to drive revenue growth by increasing sales
team's effectiveness.
• We concept, design and build interactive sales apps
and navigation layers optimised for mobile devices.
• All our apps are in HTML5 and can work across all
Showpad empowered devices.
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Hickup
Use
Cases
Navigation
Tools
Dynamic
video
Hotspot
Mapper
ROI
calculators
Product
configuration
Quote
generation

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Examples of apps
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Navigation Tool
A custom way to browse
your showpad sales and
marketing materials
without changing the
existing structure of your
channels/division.

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Examples of apps
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Dynamic education Video
An educational dynamic
video player that customises
video content on the fly
depending on the prospect
interests.

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Examples of apps
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ROI demonstrator
A specific ROI tool allowing
live demonstration of the
financial benefit of your
products and services.

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How to deploy Hickup on Showpad
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ZIP
• Easy to update
• Easy to duplicate
• Easy to localise
• Easy to publish on Showpad

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Hickup – Interactive navigation layer!
Driving customer experience!
• Augmented level of contextual interaction!
• Within the integrated content framework of Showpad!
• Hickup helps shifting the fulcrum to better address sales enablement challenges!
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SE Challenge

15. THANK YOU!
mario@showpad.com!