leveraging digital sales tools to increase your sales velocity

33
Using Digital Sales Tools To Increase Sales Velocity Mario Haneca - @Hanecam #TSS16 23/02/2016

Upload: mario-haneca

Post on 16-Apr-2017

588 views

Category:

Marketing


0 download

TRANSCRIPT

Page 1: Leveraging Digital Sales Tools to Increase your Sales Velocity

Using Digital Sales Tools To Increase Sales VelocityMario Haneca - @Hanecam #TSS16

23/02/2016

Page 2: Leveraging Digital Sales Tools to Increase your Sales Velocity

Mario [email protected]

@Hanecam

Connect with me via LinkedIn and receive this study

Page 3: Leveraging Digital Sales Tools to Increase your Sales Velocity

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

Page 4: Leveraging Digital Sales Tools to Increase your Sales Velocity

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

Page 5: Leveraging Digital Sales Tools to Increase your Sales Velocity

Death of a salesman ?

‘17‘16 ‘18‘10 ‘11 ‘12 ‘13 ‘14 ‘15

58.1%63.0% 58.2%

‘19TIME%

sal

es re

ps a

ttain

ing

thei

r quo

ta

Page 6: Leveraging Digital Sales Tools to Increase your Sales Velocity
Page 7: Leveraging Digital Sales Tools to Increase your Sales Velocity
Page 8: Leveraging Digital Sales Tools to Increase your Sales Velocity

DIGITIZATION OF THE LAST MILE CONVERSATIONS

PROGRESS IN BUYING PROCESS

webs

iteca

mpa

ign

rem

ote

field

Non-human touchpoints Human touchpoints

CHANNEL

BLIND SPOT

DIGITAL BODY LANGUAGE

Page 9: Leveraging Digital Sales Tools to Increase your Sales Velocity
Page 10: Leveraging Digital Sales Tools to Increase your Sales Velocity

Sales VelocityTuning your sales engine

DEAL VALUE

LENGTH OF THE SALES CYCLE

NUMBER OF DEALS HIT RATE

PRODUCTIVITY CROSS-SELLING INSIGHTS

COMMUNICATION

✔ ✔ ✔

Page 11: Leveraging Digital Sales Tools to Increase your Sales Velocity

NUMBER OF DEALS

PRODUCTIVITY

Page 12: Leveraging Digital Sales Tools to Increase your Sales Velocity

Up to date information is key

?

Correct dimensions are critical

Page 13: Leveraging Digital Sales Tools to Increase your Sales Velocity

ProductivityCRM INTEGRATION

Page 14: Leveraging Digital Sales Tools to Increase your Sales Velocity

DEAL VALUE

CROSS-SELLING ✔

Page 15: Leveraging Digital Sales Tools to Increase your Sales Velocity

Cross-selling

Page 16: Leveraging Digital Sales Tools to Increase your Sales Velocity
Page 17: Leveraging Digital Sales Tools to Increase your Sales Velocity

HIT RATE

INSIGHTS ✔

Page 18: Leveraging Digital Sales Tools to Increase your Sales Velocity

@

Page 19: Leveraging Digital Sales Tools to Increase your Sales Velocity
Page 20: Leveraging Digital Sales Tools to Increase your Sales Velocity

HIT RATE

INSIGHTS ✔

Page 21: Leveraging Digital Sales Tools to Increase your Sales Velocity
Page 22: Leveraging Digital Sales Tools to Increase your Sales Velocity

Post-meeting Insightson any device

Page 23: Leveraging Digital Sales Tools to Increase your Sales Velocity

Buyer Aligned SellingLENGTH OF THE SALES CYCLE

COMMUNICATION ✔

Page 24: Leveraging Digital Sales Tools to Increase your Sales Velocity

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  PersonaBy  Industry

Value-­‐Added  Conversation

58.1%63.0% 58.2%

‘19TIME%

sal

es re

ps a

ttain

ing

thei

r quo

ta

Page 25: Leveraging Digital Sales Tools to Increase your Sales Velocity

Sales VelocityTuning your sales engine

DEAL VALUE

LENGTH OF THE SALES CYCLE

NUMBER OF DEALS HIT RATE

PRODUCTIVITY CROSS-SELLING INSIGHTS

COMMUNICATION

✔ ✔ ✔

Page 26: Leveraging Digital Sales Tools to Increase your Sales Velocity

Business Outcomes

Page 27: Leveraging Digital Sales Tools to Increase your Sales Velocity

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

ReceiveCustomer

Engagementalert

PrepareMeeting

Nextday

Page 28: Leveraging Digital Sales Tools to Increase your Sales Velocity

Showpad transforms how businesses sell by aligning sales with marketing

Content in context

Control message and brand Insights in content &

user activity

Collaboration with sales

Get trained

Buyer engagement

insightsPrepare,

pitch, share

Mobile first

Showpad in a nutshellMarketing platform to scale (sales) excellence. Data driven. Mobile first

Page 29: Leveraging Digital Sales Tools to Increase your Sales Velocity

A sample of our 800+ customers

Pharma & Healthcare

Technology & Engineering

Construction Automotive Other

Page 30: Leveraging Digital Sales Tools to Increase your Sales Velocity

+140Employees

+50Countries

Founded2011

10  M$CA  2015

LocationsUSA,  UK,  BE,  FR

+800Customers

+100 000Users/Day

96%Renewing TOP  SALES  WORLD  2015

Sales  &  Marketing  Productivity  Tool

Awards

Partners

Page 31: Leveraging Digital Sales Tools to Increase your Sales Velocity

Key takeawaysThe 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

Page 32: Leveraging Digital Sales Tools to Increase your Sales Velocity

Inspire yourself – top reads

Page 33: Leveraging Digital Sales Tools to Increase your Sales Velocity

ROB MICHAEL MIEKE MARIO

Q&A