showpad webinar 7 tips to accelerate your sales process
DESCRIPTION
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 customersTRANSCRIPT
Webinar 7 tips to accelerate your sales proces
13 november 2014
#sales2ps
Mario Haneca Corporate Sales NL-‐ Showpad [email protected] +32 478 97 12 62 @hanecam
Jonas Hagemeier Projectleider bij CRECS [email protected] +31 (6) 305 435 14 +31 (0) 499 320 610
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
About Showpad?
ONLINE PLATFORM MULTI-‐SCREEN ACCESS
MANAGED BY MARKETING
USED BY ( FIELD) SALES OR
DISTRIBUTION CHANNEL
SALES ACCELERATION PLATFORM
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
In this age of the customer the only sustainable competitive advantage is knowledge of and engagement with customers Forrester 2011, Josh Bernof
The Power - Mobile Shift
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
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…
ON TOP OF THIS…
BAD SALES MEETINGS Impact of a bad sales mee2ng
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
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
Understanding Sales Velocity
DEAL VALUE
LENGTH OF THE SALES CYCLE
NUMBER OF DEALS HIT RATE
Sales Velocity
DEAL VALUE
LENGTH OF THE SALES CYCLE
NUMBER OF DEALS HIT RATE
PRODUCTIVITY CROSS-‐SELLING INSIGHTS
COMMUNICATION
PRODUCTIVITY
• Reduced administration – Sharing files quick and efficient
• Integrated systems – Registration of meetings, notes and an
overview of your shared documents
NUMBER OF DEALS
#sales2ps Sales reps should have their sales content available any2me on any device
CROSS-SELLING
• 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
DEAL VALUE
#sales2ps tag your sales content based on buyer journey to have more impact
INSIGHTS
• 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
HIT RATE
#sales2ps measure the engagement of shared content with your customers
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
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
Sales Velocity
DEAL VALUE
LENGTH OF THE SALES CYCLE
NUMBER OF DEALS HIT RATE
PRODUCTIVITY CROSS-‐SELLING INSIGHTS
COMMUNICATION
✔ ✔ ✔
✔
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
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