Improve your sales strategy with sales playbooks

•

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Did you know that 70% of bad sales interactions result in immediately lost revenue? Oftentimes, this happens because a sales rep struggles to find the most appropriate material during the sales meeting. Enter sales enablement, the ability to equip your sales team with the right material for the right meeting. Integrate guided selling to further leverage your sales enablement strategy. With interactive playbooks, sales reps put the customer at the heart of the meeting and address the topics that really matter. In this webinar, Julien Lescure from Hickup UK, moderated by Mario Haneca from Showpad explains how B2B companies outperform their industry by integrating interactive HTML5 playbooks in their existing sales enablement platform.

Marketing

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!

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!

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!

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)

29/04/15!
SALES ENABLEMENT!
More than content distribution!
6!

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!

29/04/15!
Driving Valuable Sales Conversations!
Focus on business goals!
8!
Source:Forrester
NEW SELLING BEHAVIOUR
CONTEXTUALLY
EFFECTIVE MEETING CONTENT
1
2
3
4
5
6
WITH CUSTOMER NEEDS
CREATE COMPELLING REASONS
HIGH QUALITY PROPOSALS

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

29/04/15! 10!
Hickup
Use
Cases
Navigation
Tools
Dynamic
video
Hotspot
Mapper
ROI
calculators
Product
conﬁguration
Quote
generation

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.

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.

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.

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

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

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Did you know that 70% of bad sales interactions result in immediately lost revenue? Oftentimes, this happens because a sales rep struggles to find the most appropriate material during the sales meeting. Enter sales enablement, the ability to equip your sales team with the right material for the right meeting. Integrate guided selling to further leverage your sales enablement strategy. With interactive playbooks, sales reps put the customer at the heart of the meeting and address the topics that really matter. This presentation contains the slides of the joint webinar of Showpad with Hickup CEO Julien Lescure on May 19th 2015

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Improve your sales strategy with sales playbooks

1. 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!

2. 29/04/15! Contact information! Julien Lescure! Managing Director! Julien.lescure@hickup.co.uk! Mario Haneca! Marketing Director Europe! Mario.haneca@showpad.com! 2! Speaker Moderator

3. 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!

4. 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!

5. 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)

6. 29/04/15! SALES ENABLEMENT! More than content distribution! 6!

7. 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!

8. 29/04/15! Driving Valuable Sales Conversations! Focus on business goals! 8! Source:Forrester NEW SELLING BEHAVIOUR CONTEXTUALLY EFFECTIVE MEETING CONTENT 1 2 3 4 5 6 WITH CUSTOMER NEEDS CREATE COMPELLING REASONS HIGH QUALITY PROPOSALS

9. 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

10. 29/04/15! 10! Hickup Use Cases Navigation Tools Dynamic video Hotspot Mapper ROI calculators Product conﬁguration Quote generation

11. 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.

12. 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.

13. 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.

14. 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

15. 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

16. THANK YOU! mario@showpad.com!

Improve your sales strategy with sales playbooks

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