Improve your sales strategy with sales playbooks

16
Improve your sales enablement strategy with sales playbooks Playbooks take your meetings from presentations to dynamic conversations Webinar – May 19 th 2015 – Showpad with Julien Lescure – MD Hickup

Transcript of Improve your sales strategy with sales playbooks

Page 1: 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!

Page 2: Improve your sales strategy with sales playbooks

29/04/15!

Contact information!

Julien Lescure!Managing [email protected]!

Mario Haneca !Marketing Director Europe!

[email protected]!

2!

Speaker Moderator

Page 3: Improve your sales strategy with sales playbooks

29/04/15!

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 !

3!

Page 4: Improve your sales strategy with sales playbooks

29/04/15!

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!

!

4!

Page 5: Improve your sales strategy with sales playbooks

29/04/15!

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. !

5!

Definition (MHI Research)

Page 6: Improve your sales strategy with sales playbooks

29/04/15!

SALES ENABLEMENT !More than content distribution!

6!

Page 7: Improve your sales strategy with sales playbooks

29/04/15!

Showpad and sales enablement!

7!

•  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 !

Page 8: Improve your sales strategy with sales playbooks

29/04/15!

Driving Valuable Sales Conversations!Focus on business goals!

8!

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

1

2

3

4

5

6

WITH CUSTOMER NEEDS

CREATE COMPELLING REASONS

HIGH QUALITY PROPOSALS

Page 9: Improve your sales strategy with sales playbooks

29/04/15!

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.

9

Page 10: Improve your sales strategy with sales playbooks

29/04/15! 10!

HickupUse

Cases

Navigation Tools

Dynamic video

Hotspot Mapper

ROI calculators

Product configuration

Quote generation

Page 11: Improve your sales strategy with sales playbooks

29/04/15!

Examples of apps

11

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

Page 12: Improve your sales strategy with sales playbooks

29/04/15!

Examples of apps

12

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

Page 13: Improve your sales strategy with sales playbooks

29/04/15!

Examples of apps

13

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

Page 14: Improve your sales strategy with sales playbooks

29/04/15!

How to deploy Hickup on Showpad

14

ZIP

•  Easy to update •  Easy to duplicate •  Easy to localise •  Easy to publish on Showpad

Page 15: Improve your sales strategy with sales playbooks

29/04/15!

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!

15!

SE Challenge

Page 16: Improve your sales strategy with sales playbooks

THANK YOU!

[email protected]!