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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!
Contact information!
Julien Lescure!Managing [email protected]!
Mario Haneca!Marketing Director Europe!
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Speaker Moderator
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!
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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.!
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Definition (MHI Research)
29/04/15!
SALES ENABLEMENT!More than content distribution!
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29/04/15!
Showpad and sales enablement!
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• 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!
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Source:Forrester
• DEVELOP - Skill development and behavior reinforcement!
• POSITION - Sales messaging and job aides!
• LOCATE - Sales content delivery and management!
• ALIGN- Account planning and customer intelligence!
• ENGAGE - Customer interaction and engagement tools!
• ASSEMBLE - Solution configuration and proposal creation!
NEW SELLING BEHAVIOUR
CONTEXTUALLY
EFFECTIVE MEETING CONTENT
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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.
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HickupUse
Cases
Navigation Tools
Dynamic video
Hotspot Mapper
ROI calculators
Product configuration
Quote generation
29/04/15!
Examples of apps
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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
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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
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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
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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!
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SE Challenge
THANK YOU!