improve your sales strategy with sales playbooks

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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Practical!

!•  We will send out the recording of the webinar shortly after the end

of the session !

•  Please use the Q&A window in the webinar panel to ask questions !

•  Assume to have some notions of using Showpad/sales enablement solutions !

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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 !!•  Q&A!

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Sales Enablement !General definition!

Sales Enablement Management is a strategic, cross-functional discipline !!

designed to increase sales results and productivity !!

by providing integrated content, training and coaching services !!

for salespeople !!

along the entire buyer’s journey, !!

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 reinforcement !

•  POSITION - Sales messaging and job aides !

•  LOCATE - Sales content delivery and management !

•  ALIGN- Account planning and customer intelligence !

•  ENGAGE - Customer interaction and engagement tools!

•  ASSEMBLE - Solution configuration and proposal creation!

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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HickupUse

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

THANK YOU!

mario@showpad.com!