Leveraging Digital Sales Tools to Increase your Sales Velocity
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Keynote presentation at The Sales Summit 2016 in Brussels. Marketing & Sales Excellence platforms like Showpad impact significantly the number of deals on which sales reps can work simultaneously. Our integrated dynamic html5 guided selling apps increase cross selling. Post-meeting insights support help you better understand buyer engagement. Integration with Salesforce, exploits customer data to make recommendations on content to present or pre-meeting training materiaal.
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Leveraging Digital Sales Tools to Increase your Sales Velocity
- 1. Using Digital Sales Tools To Increase Sales Velocity Mario Haneca - @Hanecam #TSS16 23/02/2016
- 2. Mario Haneca mario@showpad.com @Hanecam Connect with me via LinkedIn and receive this study
- 3. What can you expect? • Top 5 sales productivity or effectiveness blockers • And how do they impact your sales velocity • 5 killer capabilities that will impact your efficiency and effectiveness • One day in the life of sales rep 2.0
- 4. And to make you really happy – here’s buyer 2.0 • 5.4 BUYERS • 1/5 MEETINGS AWARENESS YOUR COMPETITOR YOUR COMPANY 60% Status quo Why us? Why Change? 74% Buying Vision
- 5. Death of a salesman ? ‘17‘16 ‘18‘10 ‘11 ‘12 ‘13 ‘14 ‘15 58.1% 63.0% 58.2% ‘19 TIME %salesrepsattainingtheirquota
- 8. DIGITIZATION OF THE LAST MILE CONVERSATIONS PROGRESS IN BUYING PROCESS websitecampaignremotefield Non-human touchpoints Human touchpoints CHANNEL BLIND SPOT DIGITAL BODY LANGUAGE
- 10. Sales Velocity Tuning your sales engine DEAL VALUE LENGTH OF THE SALES CYCLE NUMBER OF DEALS HIT RATE PRODUCTIVITY CROSS-SELLING INSIGHTS COMMUNICATION ✔ ✔ ✔ ✔
- 12. Up to date information is key ? Correct dimensions are critical
- 15. Cross-selling
- 18. @
- 22. Post-meeting Insights on any device
- 23. Buyer Aligned Selling LENGTH OF THE SALES CYCLE COMMUNICATION ✔
- 24. Shift your conversations ‘17‘16 ‘18‘10 ‘11 ‘12 ‘13 ‘14 ‘15 What….it does • Product • Features • Price Traditional Sales Pitch What….it provides • Messaging • Insights • Value By Persona By Industry Value-‐Added Conversation 58.1% 63.0% 58.2% ‘19 TIME %salesrepsattainingtheirquota
- 25. Sales Velocity Tuning your sales engine DEAL VALUE LENGTH OF THE SALES CYCLE NUMBER OF DEALS HIT RATE PRODUCTIVITY CROSS-SELLING INSIGHTS COMMUNICATION ✔ ✔ ✔ ✔
- 27. One day in the life of a field sales rep 2.0 Guided Selling & Share Listen to offline webinar Lead capturing Booth demo Post meeting insights & Follow-up Read announce ments Wifi-sync latest content 08h00 Home Car Customer Car Tradeshow Car Meeting reports into SF.com 08h15 08h45 9h30 11h30 12h30 14h00 18h0020h30 Receive Customer Engagement alert Prepare Meeting Next day
- 28. Showpad transforms how businesses sell by aligning sales with marketing Contentin context Control message and brand Insights in content& user activity Collaboration with sales Get trained Buyer engagement insights Prepare, pitch, share Mobile first Showpad in a nutshell Marketing platform to scale (sales) excellence. Data driven. Mobile first
- 29. A sample of our 800+ customers Pharma & Healthcare Technology & Engineering Construction Automotive Other
- 30. +140 Employees +50 Countries Founded 2011 10 M$ CA 2015 Locations USA, UK, BE, FR +800 Customers +100 000 Users/Day 96% Renewing TOP SALES WORLD 2015 Sales & Marketing Productivity Tool Awards Partners
- 31. Key takeaways The new way of selling SALES METHODOLOGY & SKILLS TOOLS & TECHNOLOGY SALES EXCELLENCE STACK CONTENT FACTORY Showpad is the backbone of the buyer aligned sales excellence stack
- 32. Inspire yourself – top reads
- 33. ROB MICHAEL MIEKE MARIO Q&A