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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 Director!
Julien.lescure@hickup.co.uk!
Mario Haneca!
Marketing Director Europe!
Mario.haneca@showpad.com!
2!
Speaker Moderator
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
THANK YOU!
mario@showpad.com!

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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
  • 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