Social Selling as cornerstone for building a predictable revenue engine at Showpad

SOCIAL (SELLING) AS CORNERSTONE FOR A PREDICTABLE REVENUE ENGINE

Mario Haneca - @Hanecam

TOPICS

•  About Showpad •  Embracing Social for Hiring •  Revenue generating process •  Demand automation technology •  People First •  Key Takeaways

PRESENTATION GOAL

•  SHARE SOCIAL BEST PRACTICES

FROM SHOWPAD’S DEMANDGEN TEAM

•  INSIGHTS IN REVENUE MODEL (+160% GROWTH)

HAVING BETTER CONVERSATIONS ABOUT SHOWPAD

MEASURING ENGAGEMENT ABOUT SHOWPAD

DIGITAL FIELD MARKETING ABOUT SHOWPAD

MEASURING CONTENT IMPACT ABOUT SHOWPAD

SAVING'TIME'AND'MAKE'MORE'MONEY'

blog.midillinicu.com'

BUILDING A SCALEABLE REVENUE ENGINE STARTS WITH FINDING THE RIGHT PEOPLE

Showpad Embraces Social

25'POSITIONS'>'''862'CANDIDATES'OVER'THE'LAST'3'MONTH’S'

@hanecam'>'Social'media'played'a'crucial'role'in'becoming'a'talent'

magnet'for'@showpad'#smdayBE'

ADD I’M HIRING TO PROFILE SOCIAL TIP 1

ADD I’M HIRING TO PROFILE SOCIAL TIP 1

@hanecam'>'@showpad''social'hiring'Sp'–'add'«I’m'hiring'»'to'your'linkedin'

profile'#smdayBE'

PROCESS'

PEOPLE'

TECHNOLO

GY'

KEY'INGREDIENTS'OF'A'SCALEABLE'REVENUE'ENGINGE''

PROCESS'

PEOPLE'

TECHNOLO

GY'

SPECIALIZE YOUR 4 CORE SALES ROLES TIP

1.'Outbound'

Reps'

2.'Inbound'

Reps'

'Reading'TIP'

Aaron'Ross''1&2':'Sales'

Development'

(Qualifiers)'

3.'Account'ExecuSves'

(Closers)'

4.'Customer'Success/Account'Managent'

(Farmers)'

Inbound'leads'go'only'to'inbound'team)'

Qualified'Opportunites'

PROCESS SAAS FUNNEL

Prepare'

Prospect'

Begin'Sales'Cycle'

Define'Ideal'Customer'Profile'

Add'Target'Accounts'

Add'Contacts'

Send'Cold'Emails/Make''Mapping'calls'

Work'Responses'

Call'ConversaSons'

Demo’s/Appointment'

New'Opportunites'

Closed'Deals'

10 TOUCHES MODEL COLD CALLING 2.0

1>3x'

START'HIGH'Ask'for'intro'

7d' 7d' 7d'

1>3x'

A' B' C' BREAK>UP' NURTURE'

30d'

PROCESS'

PEOPLE'

TECHNOLO

GY'

Demand Automation Footprint

Building Target List LINKEDIN

LET LinkedIN do the work for you

LinkedIn

Ask'your'network'for'

intro’s'

Discover'your'

prospect'organisaSon'

VISIT AND RECONNECT AFTER REVISIT TIP

Connect'with'a'LT'

perspecSve'in'a'non>

aggressive'way'

@hanecam'>'@showpad''revisit'your'LinkedIn'visitors'and'increase'your'

social'selling'score'#smdayBE'

Leading in Social Selling LIINKEDIN EVENT- AMSTERDAM – NOVEMBER 12TH

Leading in Social Selling LIINKEDIN EVENT- AMSTERDAM – NOVEMBER 12TH

Understand what happens at your prospects and become relevant in their conversations

Get'insights'from'your'

CRM'

ENRICH DATA QUALITY (FIRST) TIP

DRIVING TOWARDS RESULT

0"

5"

10"

15"

20"

25"

30"

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2/1/15"

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2/28/15"

#LEA

DS'

EU'Demand'Rep'Scoreboard'

LEADS/DAY"

Month"to"date"result"

Target"

MTD"Target"

PROCESS'

PEOPLE'

TECHNOLO

GY'

SHOWPAD DEMAND GENERATION TEAM – FEBRUARY 2015

TYPICAL RESULT IN SAAS Cies

•  RAMPED UP – SALES DEVELOPMENT REP generates between 15 and 20 marketing qualified leads per month

KEY TAKEAWAYS

1.  Social Media crucial for attracting new hires 2.  LinkedIn Sales Navigator is a must have for

every sales rep 3.  Automation techology is instrumental in

scaling up your revenue engine 4.  No results without teams of talented people 5.  Contact Showpad for better conversations

''

Mario'Haneca'–'Showpad'mario.haneca@showpad.com'

+32'478'97'12'62'@hanecam'