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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
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
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#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