In his webinar we have presented how Showpad customers successfully leverage on sales acceleration technology to articulate value in all phases of the buyer journey and build more engaging relations with their customers

1. Webinar
7 tips to accelerate your sales proces
13
november
2014
#sales2ps

2. Mario
Haneca
Corporate
Sales
NL-­‐
Showpad
mario.haneca@shopwad.com
+32
478
97
12
62
@hanecam
Jonas
Hagemeier
Projectleider
bij
CRECS
Jonas@crecs.nl
+31
(6)
305
435
14
+31
(0)
499
320
610

3. Webinar goals
Share insights & best practices
1° how sales & marketing teams of
more than 500 Showpad customers
solve the content struggle
2° and increase transparency in field
conversations for 60.000 sales reps

4. About Showpad?
SALES
ACCELERATION
PLATFORM
ONLINE
PLATFORM
MULTI-­‐SCREEN
ACCESS
MANAGED
BY
MARKETING
USED
BY
(
FIELD)
SALES
OR
DISTRIBUTION
CHANNEL

5. Agenda- Part 1- Showpad
• The Age of the Customer
• The power/mobile shift
• From Sales Cycle to Buying Cycle
• Buyer Aligned Conversations
• Sales Velocity investigated
• 7 practical tips to accelerate your sales
process

6. In this age of the customer the only sustainable competitive advantage
is knowledge of and engagement with customers
Forrester 2011, Josh Bernof

7. The Power - Mobile Shift

8. Sales Cycle Is Replaced By The
Buying Cycle
« BUYERS WAIT
UNTIL THEY HAVE
COMPLETED 60-80%
OF THEIR
RESEARCH BEFORE
REACHING OUT TO
VENDORS »
SIRIUSDECISIONS

9. Inability to demonstrate value or
lack of customer knowledge is
greatest barrier for not achieving
quota (52% of the time)
SIRIUSDECISIONS
ON TOP OF THIS…

10. ON TOP OF THIS…

11. BAD SALES MEETINGS
Impact
of
a
bad
sales
mee2ng

12. Forces companies to change
Technology
– Technology managers focus on business
technology that win, serve and retain customers
– Use customer data that new digital touch points are
generating (blind spots)
Towards buyer aligned conversations
– From aligned - integrated approach from sales,
marketing, product
– Better communicate your understanding of the
customer
– Shift for information to conversation

13. Enabling your sales teams
Pre
mee2ng
During
mee2ng
Post
mee2ng
• Linear
presenta2on
• Brand
inconsistency
• Synchronisa2on
with
CRM
tools
• Alerts
on
opening,
reading
documents
• Insights
on
engagement
Without
Showpad
With
Showpad
• Delayed
mee2ng
notes
• Blocked
mail
in
spam
folders
• Poor
foodback
on
engagement
• Branched
–
interac2ve
presenta2ons
• Context
driven
content
• Branded
environment
• Instant
sharing
of
deliverables
ader
mee2ng
• Retrieve
sales
collateral
in
e-­‐mails
• Sales
content
always
available
any2me
on
any
device
• Insights
on
previously
shared
&
discussed
documents

14. Understanding Sales Velocity
NUMBER
OF
DEALS
DEAL
VALUE
HIT
RATE
LENGTH
OF
THE
SALES
CYCLE

15. Sales Velocity
NUMBER
OF
DEALS
DEAL
VALUE
HIT
RATE
LENGTH
OF
THE
SALES
CYCLE
PRODUCTIVITY
CROSS-­‐SELLING
INSIGHTS
COMMUNICATION

16. PRODUCTIVITY
• Reduced administration
– Sharing files quick and efficient
• Integrated systems
– Registration of meetings, notes and an
NUMBER
OF
DEALS
overview of your shared documents
#sales2ps
Sales
reps
should
have
their
sales
content
available
any2me
on
any
device

17. CROSS-SELLING
DEAL
VALUE
• Use simulators and playbooks
– Avoid sales people speaking on their favorites
• Contextual organization of the content
– Based on discussion type
– Tagging of documents for advanced search
#sales2ps
tag
your
sales
content
based
on
buyer
journey
to
have
more
impact

18. INSIGHTS
HIT
RATE
• The right content during the right phase
– Price list during/whitepapers
• Learn from your best-performers
– What’s being shared and presented?
• Measure the engagement of your
customers
– Is your info being opened, read and shared?
– Discover new influencers
#sales2ps
measure
the
engagement
of
shared
content
with
your
customers

19. LENGTH OF THE CYCLE
• To the point – meetings
– Aligned with buyer maturity
• Quick iterations
– Fast feedback and collaboration
– Launching new presentations and content
• Quick execution of promotions and
strategies
– No time lost for printing and distribution
COMMUNICATION
#sales2ps
create
integrated
feedback
channels
in
your
sales
enablement
tools

20. The Mobile moments of a sales rep
Pre
mee2ng
During
mee2ng
Post
mee2ng
• Linear
presenta2on
• Brand
inconsistency
• Synchronisa2on
with
CRM
tools
• Alerts
on
opening,
reading
documents
• Insights
on
engagement
Without
Showpad
With
Showpad
• Delayed
mee2ng
notes
• Blocked
mail
in
spam
folders
• Collateral
• Branched
–
interac2ve
presenta2ons
• Context
driven
content
• Branded
environment
• Instant
sharing
of
deliverables
ader
mee2ng
• Retrieve
sales
collateral
in
e-­‐mails
and
folders
• Sales
content
always
available
any2me
on
any
device
• Insights
on
previously
shared
&
discussed
documents

21. Sales Velocity
NUMBER
OF
DEALS
DEAL
VALUE
HIT
RATE
LENGTH
OF
THE
SALES
CYCLE
PRODUCTIVITY
CROSS-­‐SELLING
INSIGHTS
COMMUNICATION
✔
✔
✔
✔

22. Sales acceleration
RESULTS
• Decreased marketing
support costs
• More effective sales
conversations
• Faster training of sales
representatives
• Lower printing and
material distribution costs
RESULTS
• Decrease time to market
of new products
• Increased interaction with
customer
• Nominated for “most
innovative project” at
GDF Suez in 2013
• Lower printing and
material distribution costs

23. In short
TIP 1. Create contextual relevant content
TIP 2. Sales people have the right content at
the right time
TIP 3. Gain feedback from your salespeople
TIP 4. Integrate with your CRM
TIP 5. Analyze field sales activity
TIP 6. Measure the engagement of your
customers
TIP 7. Optimize your marketing budget