Social Selling as cornerstone for building a predictable revenue engine at Showpad

•

3 likes•2,558 views

The document discusses using social media and automation technology to build a scalable revenue engine. It provides tips for using social platforms like LinkedIn to attract talent, connect with prospects, and generate leads. Showpad's demand generation team grew leads by focusing on processes, empowering their sales people through technology, and data-driven metrics to track progress towards goals. The key takeaways are that social media is critical for hiring and sales, automation helps scale the business, and results require investing in talented individuals.

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
•  People First
•  Key Takeaways

PRESENTATION GOAL
•  SHARE SOCIAL BEST PRACTICES
FROM SHOWPAD’S DEMANDGEN
TEAM
•  INSIGHTS IN REVENUE MODEL (+160%
GROWTH)

HAVING BETTER CONVERSATIONS
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'
crucial'role'in'becoming'a'talent'
magnet'for'@showpad'#smdayBE'

PROCESS'
PEOPLE'
TECHNOLOGY'
KEY'INGREDIENTS'OF'A'SCALEABLE'
REVENUE'ENGINGE''

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'

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'

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'

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''revisit'your'
LinkedIn'visitors'and'increase'your'
social'selling'score'#smdayBE'

Leading in Social Selling
LIINKEDIN EVENT- AMSTERDAM – NOVEMBER 12TH

Understand what happens at your prospects
and become relevant in their conversations

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"
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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"

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 month

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

'
'
Mario'Haneca'–'Showpad'
mario.haneca@showpad.com'
+32'478'97'12'62'
@hanecam'

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Social Selling as cornerstone for building a predictable revenue engine at Showpad

1. SOCIAL (SELLING) AS CORNERSTONE FOR A PREDICTABLE REVENUE ENGINE Mario Haneca - @Hanecam

2. TOPICS •  About Showpad •  Embracing Social for Hiring •  Revenue generating process •  Demand automation technology •  People First •  Key Takeaways

3. PRESENTATION GOAL •  SHARE SOCIAL BEST PRACTICES FROM SHOWPAD’S DEMANDGEN TEAM •  INSIGHTS IN REVENUE MODEL (+160% GROWTH)

5. HAVING BETTER CONVERSATIONS ABOUT SHOWPAD

6. MEASURING ENGAGEMENT ABOUT SHOWPAD

7. DIGITAL FIELD MARKETING ABOUT SHOWPAD

8. MEASURING CONTENT IMPACT ABOUT SHOWPAD

9. SAVING'TIME'AND'MAKE'MORE'MONEY' blog.midillinicu.com'

10. BUILDING A SCALEABLE REVENUE ENGINE STARTS WITH FINDING THE RIGHT PEOPLE

11. 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'

12. ADD I’M HIRING TO PROFILE SOCIAL TIP 1

13. ADD I’M HIRING TO PROFILE SOCIAL TIP 1 @hanecam'>'@showpad''social'hiring' Sp'–'add'«I’m'hiring'»'to'your'linkedin' proﬁle'#smdayBE'

14. PROCESS' PEOPLE' TECHNOLOGY' KEY'INGREDIENTS'OF'A'SCALEABLE' REVENUE'ENGINGE''

15. PROCESS' PEOPLE' TECHNOLOGY'

16. 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'

17. 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'

18. 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'

19. PROCESS' PEOPLE' TECHNOLOGY'

20. Demand Automation Footprint

21. Building Target List LINKEDIN

22. LET LinkedIN do the work for you

23. LinkedIn Ask'your' network'for' intro’s' Discover' your' prospect' organisaSon'

24. 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'

25. Leading in Social Selling LIINKEDIN EVENT- AMSTERDAM – NOVEMBER 12TH

26. Leading in Social Selling LIINKEDIN EVENT- AMSTERDAM – NOVEMBER 12TH

27.

28. Understand what happens at your prospects and become relevant in their conversations

29. Get'insights' from'your' CRM'

30. ENRICH DATA QUALITY (FIRST) TIP

31.

32.

33. 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"

34. PROCESS' PEOPLE' TECHNOLOGY'

35. SHOWPAD DEMAND GENERATION TEAM – FEBRUARY 2015

36. TYPICAL RESULT IN SAAS Cies •  RAMPED UP – SALES DEVELOPMENT REP generates between 15 and 20 marketing qualified leads per month

37. 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

38. ' ' 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

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